Is it worth the risk?
Confidence is a major component of sales success. Sometimes, it pays to be bold. However, being bold can be uncertain…it requires high risk tolerance. Here are two important tips to consider when it comes to being BOLD:
Close hardI thought I was wasting a prospect’s time and doing them a disservice if I did not close hard. If the prospect’s body language suggested a level of discomfort, I’d be totally open and ask him why he had spent so much time with me if he didn’t want me to do my job. My job is to make sure he makes the right decision by hiring me as his insurance professional.
Don’t leave the office without a stack of BORsWhen I met a referral for the first time, I would explain that due to the size of my book, I did not have time to “quote” business. I stated that, as an insurance professional, I spent my time being an expert for my clients. I suggested that I could consider adding them as a client. If I received a positive response – or even a mediocre one – I’d reach into my briefcase and produce a prepared broker of record letter. I would tell them that all we needed to do was copy the BOR onto their letterhead and have them sign, and then I would be able to be their insurance professional. Most did just that.
Close hard and don’t be afraid to go straight for the BOR. Take risks and be BOLD to increase your sales success.
Art Seifert, Glatfelter Program Managers
Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.
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