Advicelets from the 2015 Canada Sales Congresspar Jim Ruta | June 23 2015 01:59PM
The Canada Sales Congress always leaves delegates with business gems, any one of which has the power to make them a master. Here are my top “advicelets” from the 2015 CSC – the quick, smart and simple ideas that make a big difference.
Corry Collins, an “Income Protection Advocate” from Halifax, doesn’t let anyone cancel their life insurance without a visit. “Make them sign the forms in front of you. It is your duty to their families.” When someone wants to compromise your values, you are duty-bound to ensure they know what they are doing.
Toronto’s Jaymie Bongard, never shies away from term insurance. This Top of the Table producer knows many eventual permanent insurance buyers need that intermediary term step.
Rethink rejection. “If your mission is to help people, you understand rejection differently and it won’t bother you so much.” Someone turning down your help is not your problem. It’s theirs, and stays theirs if they won’t let you help.
Susan Creasy from Kingston became her own client when her husband died. For her, “Life insurance is financial security to help your family heal after a death and to pay for grief counselling.” The cost of a little extra coverage is nothing compared to the value when needed.
For Fort St. John, BC’s Brad Brain, the “Never run out of Money Man”, talking about retirement income easily morphs into a discussion about your survivors or disabled person you could be one day, never running out of money. Smart.
Brad checks out new life prospects on Facebook. “Do you want to preserve your Facebook lifestyle regardless of what happens? What would happen to your Facebook page if you died or got sick without insurance?”
Sonny Goldstein had to answer three questions to get his life license in 1966. “Did he know that replacement and rebating was wrong? Finally, would he treat his prospects and clients honestly and fairly?” Ironically, if we could only get all advisors to follow these rules today.
His “The Income Robbers”: “Death, Disability, Old Age and Taxes” redefined income risks. Asking prospects to “number these income robbers in order of their importance” still leads to an easy discussion about what matters and why. Simple. Smart. Effective.
Frank Creaghan highlighted a forgotten value of cash value life insurance as an “opportunity fund” for financial freedom when needed.
Rohini Kapoor demonstrated how even the greatest challenges can be overcome with a step-by-step process.
Shenglin Xian always places life insurance policies personally. Delivering (not mailing) policies is the perfect time to reinforce their reasons for buying. It improves retention, loyalty and referrability.
Jim Burton defined “referrability”. The greater the value you provide, the greater your referrability.
“Selling is the transfer of conviction from the mind of the seller to the mind of the buyer.” Prospects sense focus and conviction and buy because of it. Focus attracts success. “You can’t know everything about everything, but you can know everything about something.”
Edgar De Souza’s “Life Insurance 101” approach is easy. “Why do I want life insurance? How much life insurance do I want? What type of life insurance is best for me?” Edgar guides prospects to make that decision.
He has a great perspective for new advisors: “Only quit when you are ahead. Make a few sales and then decide.” Take ego damage out of the equation. If you can quit when you are winning, this is not the business for you.
Newfoundland’s Mike Kidney’s oncologist wife motivates him. While she delivers death diagnoses and can do nothing about what it will do to the family, Mike can help the family survive the illness even if the patient does not. This passion pushes Mike.
Mike always delivers death claim cheques because it’s the reason we do it all. To him, “Life insurance is more than financial planning. It guarantees financial planning.”
Aviva Huberman, a Toronto rookie is not ashamed of life insurance. “What could be shameful about a product that adds so much value to a family and future generations of it?”
She has a great question. “Are you an OWNER of an insurance plan or are you a MEMBER of an insurance plan?” What a great way to sell around group plans.
Herb Braley Sr. shared his Rule of 222. “If a deal would take you twice as long as you planned. If it would cost twice as much as you hoped. And, if you have to divide your profits by 2. Would it still be a good deal for you?”
Herb lacked technology 50 years ago, but made up for it with a manager who really cared about His success. This business dignity is the greatest value enhancement opportunity for today’s distribution that he provides.
Rob Crowder says ensure your market is “viable and successful”. If it isn’t, you won’t be either. Be their expert and penetrate the market with passion.
Rob does 15 things every day to get the 300, 10-minute new prospect meetings he wants every year. Top of the Table production requires top of the market performance and activity.
Vancouvers’ Rob Gawthrop clarified “Average mortality age”. It means that half of the people don’t make it there so they need life insurance. The other half live longer and need longevity insurance, annuities.
Life annuities pay “mortality credits”. Even with no “investment” and no “interest rate”, you still get “big returns”. Mortality credits do that for you.
Ted Wernham closed with a great question. “Will my success be ‘shaved’ by my circumstances or will it be ‘shaped’ by my character?” We all have that choice.
Ted demonstrates professionalism with his service motto, “We will always call you before you will call us.” Anytime you pay attention, it will pay off.
Finally, “Help the believers. Don’t try to win converts.” Find the believers. Forget the doubters.
The Masters’ Common Denominators of Success
Masters are all different but their strength is the same. It comes from what they believe in their hearts, not what they know from a book.
Masters concentrate their business into an area they like, understand and believe in. They are masters of a specialty and not amateurs trying to do it all.
Masters believe in high effort to drive high results. They all work hard,
Masters have systems for running their business. None of them “wing it”.
Masters are creative but Simple. They make a complicated business easy to understand.
Masters care for their clients. They believe in client service and loyalty, persistency and referrals pursue them.
Masters take their businesses seriously. They are “all in” to their area of specialty. No side businesses here.
Masters don’t make excuses, they make plans for getting better. This is what makes them the best.
You can be a Master too.