Two weeks ago I had to fly to Salt Lake City and since I arrived at the airport early, I decided to go to the Airlines Club in the Concourse.
I sat down and opened my computer to write another article for you. When all of a sudden, something caught my eye.
There were three men sitting across from me who were interviewing what I perceived, job applicants.
I couldn’t help but listen in.
The first candidate that they interviewed was I’d say 30 years old or around that age. He looked sharp and had a quick answer for all of the questions they threw at him.
But try as he might, he failed to connect with the 3 interviewers.
Remember, whenever you are trying to sell something, “You must connect with your audience.”
The next candidate was about 40 or so of age. He looked like he belonged on a beach in Malibu.
His speech was comfortable and convincing and filled with confidence. But I noticed that he made a very huge mistake.
He focused his attention on just one of the three interviewers and neglected the other two interviewers.
So, the next rule that you must remember is, “Make every member of your audience feel important.”
Finally, the third person was a woman about 30 something.
She answered all of the questions they asked did so confidently. But I noticed that she never smiled and the interviewers noticed that she didn’t smile.
To me this is important, as the next rule I’d like you to remember is, “You must smile when selling.”
Because nothing warms up an audience like a warm and gently smile.
When I was setting up appointments and selling I’d always have a mirror by my phone and I would purposely smile as I was talking to the individual about setting up an appointment.
But most of all, when I was on the appointment, I’d put on a gentle smile to show that I was listening to their story.
Anyway, I don’t know which of the 3 candidates got the job, but what I got from listening in was the following:
- Connect with your audience.
- Make everyone in your audience feel important.
- And smile.
If you do all of these things I do know your clients will almost always like you and trust you. And remember, a client that likes you is lubricated to buy from you.
Well, that’s it for this issue. Next time I’ll write about another solution to problems you might be having and how to reverse them…
If you need step-by-step instructions on how to implement this and other ideas I give on creating clients, just visit Build Your Practice Fast Academy and sign up for my one-on-one coaching program.
This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.
MY MODULES are also available as INDIVIDUAL E-BOOKS. (Download the e-books here)
Invest in the growth of your insurance business. After you subscribe, we will arrange a phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn, as well as other marketing strategies.