You may regularly make a to-do list, but how often do you make a not-to-do list?
Try these tactics as an unconventional means of pushing yourself toward exceeding expectations, from past MDRT member Denny Kern Heath, of Kingston, Jamaica. Here are six items he suggests including:
- Do not allow the prospect to lead your interview — this results in you being interviewed instead.
- Do not ask too many situational questions in an interview.
- Do not allow yourself to think that the client cannot afford more insurance.
- Do not believe you will offend the prospect if you call them on the phone.
- Do not buy into the belief that the client cannot afford the premium.
- Do not withhold pertinent information, regardless of how unsavory it may be.
I agree it 100%
Really good information.. We should visualize in a big way before w approach the prospect. thank you
We over think, sell ourselves short and do an injustice to the clients/clients
Ecxactly it is correct and we our selfes assuming like that
True. We have been making lot of mistakes while approaching the prospects