13 great ideas
A GUARANTEED STREAM
I tell clients how life insurance can protect their income and give them instant cash, which other products don’t do. For many people, it’s popular to invest in property, but it can take months to sell your property. In Malaysia, you get proceeds from life insurance in seven days. So I ask my clients, “After your death, do you want to guarantee a continuous stream of income to your family? With the stroke of a pen, you can create that.” That solves all objections about purchasing life insurance.
— Mohamad Manmohan Abdullah, ChFC, CLU
Winnipeg, Manitoba, Canada, 43-year member
TALK IN TERMS OF MONTHS
I tell clients, “If we’re lucky, when we’re born, we get 960 to 1,000 month s on the earth. The first 360 months are education. Then you have about 400 months of working until you can retire.” I love asking my 65-year-old clients, “Do you realize that in 180 months, you’ll be 80 years old?” I encourage them to enjoy themselves while they can. I also remind them that, if they make it to 1,000 months, they need money for long-term care. I can help them prepare for both situations.
— George B. Sigurdson, CLU
Winnipeg, Manitoba, Canada, 43-year member
SOLUTIONS
People don’t buy life insurance; they buy solutions. Show clients you respect and understand who they are, what’s important to them and their individual circumstances. We show our clients the newly discovered problem or threat, and we make sure we’re the ones delivering the solution. We need to tailor a unique solution to that client, and at that point, barriers come down very quickly.
— Mohamad Manmohan Abdullah, ChFC, CLU
Winnipeg, Manitoba, Canada, 43-year member
YOUR OFFENSIVE LINE
I use a football analogy to describe what I do. I describe the client as the quarterback, and their money as the football. Then I ask them, “Without a good offensive line, what happens to you?” They respond, “You get creamed.” I say, “Exactly. My job is to make sure your offensive line is properly in play. That offensive line is your protection mechanism if you get sick, get hurt, live too long or aren’t healthy. We make sure all the protection mechanisms are there so you don’t get that blindside tackle.”
— Kerry Therese Wallingford, RICP, ChFC
Seattle, Washington, 17-year member
NO OBLIGATION
Ask your prospect, “Do you know exactly how much money it will take for you to retire comfortably and remain comfortable? Most clients will tell you they have no idea. Once they say that, you simply say, “Mr. Prospect, would you have any objection to sitting down with me briefly to help figure out what that number would be — understanding there will be no cost or obligation for you to do so?” It’s a very comfortable and calm way to get someone to agree to come into your office and start the financial planning process. Once you have them in your office, you know they’re very likely going to become clients.
— Mark E. Miehe, CFP, ChFC
Madison, Wisconsin, 18-year member
STRATEGY MEETINGS
Oftentimes, we get so focused on working in our business we don’t take the time to work on our business. Twice a year, in July and October, I take three days out of the office to do strategy. In July, it is reflective of what has happened in the first six months of the year and what the next half needs to look like. The July meeting includes my whole team for a least one full day. We close the office and go off site. I do not come to the office on the other days — this time is protected and priceless. The October meeting is more about the business revenue and expenses and marketing strategy for the next year. This helps me know when to say yes and when to say no to opportunities through the course of the next year. You will be amazed at how much this helps you become a better business owner, but you have to block the time on your calendar in advance!
— Angelia Z. Shay, CLU, ChFC
Glen Allen, Virginia, 17-year member
PIGGY BANK
I have a ceramic piggy bank on my office desk. While it’s a little cheesy, it is a great visual aid for even the highest-net-worth clients. I tell clients, “You concern yourself with the top side of the piggy bank, and I will deal with the inside and bottom side.”
— Richard Jones, CFP
Vancouver, British Columbia, Canada, 19-year member
CONVINCE THE KIDS
We host an informative evening with an accountant and an estate lawyer for our clients, and encourage them to bring their adult children. The accountant and lawyer discuss the pitfalls of leaving an estate with no will (or an improper will), and how important proper estate planning is in regard to legal and tax pitfalls.
This really cements our value to our clients and also shows their children we are professionals who are truly looking out for their parents. This results in more outside money being invested with us from the parents, and the children either become clients right away or not too far down the road. It also greatly increases our referability by our clients, their children, and even the accountant and lawyer.
— Travis D. Manning, CLU, CFP
Caledonia, Ontario, Canada, 8-year member
12 YEARS
According to population surveys in Japan, wives are about three years younger than their husbands, and women live about nine years longer than men. Therefore, we can predict a woman will live approximately 12 years alone after her husband’s death. Couples may live comfortably throughout their retirement together, but pension payments will significantly decrease after the husband dies.
That is why we need to prepare in advance for these 12 years so as not to financially burden next generations. When providing life insurance to a couple, I show them the calculation of funds necessary for those 12 years. They are often surprised to see they are significantly short.
— Tamami Okuyama
Tokyo, Japan, 14-yearmember
ASK THESE QUESTIONS
Here are two powerful questions you can use in the sales process:
1. How committed are you to your family?
2. Are you committed to them as long as you live or as long as they live?
— Cherian Panavila John, MBA, FAIQ(CII)
Abu Dhabi, United Arab Emirates, 8-year member
AFTER THE SALE
We have a one-page sheet we use whenever a policy is sold. It tracks all the steps required from the initial thank you note, to the policy being mailed, to a subsequent thank you note and gift card that is sent 60 days after the policy is delivered. It’s a simple way to ensure every policy is handled the same way and nothing is missed in the process. It also provides additional client touches.
— Heather L. Meszaros, CHS
High River, Alberta, Canada, 4-year member