Bob Ritter's Blog #20: Could Your Case Be Going Down The Drain? | Bob Ritter's Blog, ideas for financial service professionals

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Here’s a solution for those times when a seriously interested prospect says something like this: “I really like your presentation, but I want to have my [attorney] [CPA] [tax adviser] look it over.”

At this point, if you don’t know the adviser, are you concerned your case might be going down the drain?

There is an email that you may be able to get your prospect to write that puts you on equal footing with the adviser. Here it is (be sure you are listed as receiving a copy):

Dear [attorney] [CPA] [tax adviser],

I’m in the process of analyzing a presentation made by [your full name].

I want your input on it. Consider this email as authorization for you to make this study with [your first name].

Please keep each other informed on any separate aspects of the evaluation as I would prefer having you both in agreement prior to either of you getting back to me with your conclusions. If alternatives appear to apply, by all means, I’d like you both to explore them.

If your billing for this project exceeds $[2,500], please contact me.

Thank you.

[Name of Client]

Note: The dollar value in the fourth paragraph varies based on the nature of the evaluation.

It’s important to stress with your client that you need to be involved in the presentation to the adviser. Once this has been accomplished, present a sample copy of the letter or email and ask:

“I need some sort of authorization for your adviser. Does this wording look OK?” If so, be sure to get a copy.

This technique doesn’t always work – but when it does, it goes a long way toward saving your case.

InsMark’s Referral Resources
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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.

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