(There are no InsMark presentations used in this blog. It is a an informational blog only)
“Delay is the deadliest form of denial.” (C. Northcote Parkinson, English writer, 1909 – 1993).
Here’s how to head off delay by a client:
You are in an initial interview where the next step requires the client to gather detailed financial information for you. Your client assures you it will get done. Next time this occurs, try asking this:
“I’m not in a position to give you a deadline to get me that information, but could you deadline yourself for me so I can know when to expect it?”
Most serious people will give a self-imposed deadline. Make a date right then to pick it up. Then ask:
“Will it be OK if I call a couple of days ahead of time to be sure you have it all together?”
Be sure to write a note or email to the client the day after the interview that summarizes what you need, and be sure to mention the client’s self-imposed deadline as follows:
“I look forward to getting the financial information we discussed [yesterday], and I really appreciate the deadline you gave yourself of [next Tuesday] so I can best schedule my time to go over it.”
This logic works anytime an impending event requires client cooperation.
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.
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