Blog #1: “Tell Me What’s Wrong With It”

(There are no InsMark presentations used in this blog. It is a an informational blog only)

Near the end of a sales interview where you have fully covered all the bases, a customer will often ask you, “You told me all the good things – now tell me what’s wrong with it?”

Many planners are uncomfortable with this question, but in reality it indicates your customer is close to buying – and you’d better be prepared with a reasonable answer.

Never say, “There is nothing wrong with it.”

If you are presenting life insurance, you might say this: “You have to pass a physical exam to get the policy. When would be a good time to schedule that?” You’ll next be talking about the physical, and “What’s wrong with it?” is long gone.

If you are presenting a new investment idea or strategy, you might say something like this, “You have to qualify financially to take advantage of it. Let me get some information about that.” You’ll next be talking about the financial qualifications, and “What’s wrong with it?” disappears.

InsMark’s Referral Resources
(Put our Illustration Experts to Work for Your Practice)

We created Referral Resources to deliver a “do-it-for-me” illustration service in a way that makes sense for your practice. You can utilize your choice of insurance company, there is no commission split, and you don’t have to change any current relationships. They are very familiar with running InsMark software.

Please mention my name when you talk to a Referral Resource as they have promised to take special care of my readers. My only request is this: if a Referral Resource helps you get the sale, place at least that case through them; otherwise, you will be taking unfair advantage of their generous offer to InsMark licensees.

Save time and get results with any InsMark illustration.  Contact:

• Ben Nevejans, President of LifePro Financial Services in San Diego, CA.

Robert B. Ritter, Jr. Blog Archive