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    Getting “Yes” Decisions: What insurance agents and financial advisors can say to clients.
    Getting “Yes” Decisions: What insurance agents and financial advisors can say to clients.
    Getting “Yes” Decisions: What insurance agents and financial advisors can say to clients.
    Ebook133 pages1 hour

    Getting “Yes” Decisions: What insurance agents and financial advisors can say to clients.

    By Bernie De Souza and Tom "Big Al" Schreiter

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    About this ebook

    What causes potential clients to say "yes" or "no" to our proposals?

    Well, if we could read our potential clients' minds, we would see the five questions they use to make their decisions.

    Five questions? Yes. We will know the exact sequence and importance of these decision-making or decision-breaking questions. And 80% of this process happens even before our presentations or proposals begin.

    What does this mean to us in real life? No more convincing, proving, and information dumps. Instead, we will allow our prospects to willingly volunteer to do business with us, before we even propose solutions.

    Enjoy this clear and fascinating journey into our potential clients' minds. Discover why the old school sales techniques of the 1980s no longer work. Our prospects are over-marketed to, subject to constant advertising, and can search for their own solutions online. But none of this matters when we do our job of guiding them through the minefield of insecurity and doubt.

    In the new world of instant decisions, we need to master the words and phrases to successfully move our potential clients to lifelong clients. Easy … when we can read their minds and service their needs immediately.

    Can we master these new words, phrases, and five questions quickly? Of course we can, and this book shows us how.

    Let sales experts Bernie De Souza and Tom "Big Al" Schreiter share their secrets of instant rapport through closing.

    Order your book now!

    LanguageEnglish
    PublisherFortune Network Publishing Inc.
    Release dateJul 28, 2018
    ISBN9781892366801

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    Book preview

    Getting “Yes” Decisions - Bernie De Souza

    Getting “Yes” Decisions

    Getting Yes Decisions

    What insurance agents and financial advisors can say to clients.

    Bernie De Souza

    Tom Big Al Schreiter

    Fortune Network Publishing Inc.

    Contents

    Copyright © 2017

    Disclaimer.

    The purpose of business is to solve people's problems.

    I have a mystery.

    How do prospects make up their minds?

    Why our clients desperately need us.

    Why closing doesn’t work.

    Can you figure out this next mystery?

    13 case studies to change your career.

    So what do all these case studies mean to me?

    Five opening words.

    Our minds have stored decisions?

    Back to those five ugly words.

    So now what do we do?

    Step #1: Who are you?

    Step #2: Can I trust you?

    What else can I do to build better trust and rapport?

    Step #3: Am I interested in what you say?

    Ice breaker phrases to introduce our services.

    A word about stories.

    Step #4: Do I want it or not?

    Step #5: The presentation and details.

    15 magic words.

    Finishing and getting a decision.

    Why prospects say, I want to think it over.

    And that is it?

    Author contact information.

    Copyright © 2017

    Fortune Network Publishing

    All rights reserved, which includes the right to reproduce this book or portions thereof in any form whatsoever.

    For information, contact:

    Fortune Network Publishing

    PO Box 890084

    Houston, TX 77289 USA

    Telephone: +1 (281) 280-9800

    ISBN-10: 1-892366-80-0

    ISBN-13: 978-1-892366-80-1

    Disclaimer.

    Financial services and security laws vary from company to company, from region to region, and from country to country. This book does not render financial, investment, insurance or legal advice for the financial services or insurance profession. It is only a guide to help understand how we can communicate more effectively with our potential clients.

    Advice fees, commissions, investment wording, etc. all must be done within the laws of our region or country. So please modify the scripts, ideas and advice in this book accordingly.

    To make reading easier, we will use he and his, instead of he or she and his or her, etc. This just makes it faster to read. Please substitute the gender you feel is appropriate.

    And finally, a special thanks to Andrew Stinchcomb for his technical help with this book.

    The purpose of business is to solve people's problems.

    There is no other reason for business to exist.

    * If we owned a restaurant, and people never got hungry, that would be a terrible business.

    * If we owned a hotel, and people never got sleepy, that would be a terrible business.

    * If we sold life insurance, and people lived forever, that would be a terrible business.

    * If we gave advice about investments, and people were currently wealthy beyond their wildest dreams, that would be a terrible business.

    Unless people have problems, we don't have a business. We should celebrate that people have problems. The more problems they have, the more they need us!

    So what kind of problems could our prospects have?

    Here is a partial list to get us thinking:

    * They might die too soon.

    * They might die without an adequate financial plan.

    * They might not have enough money for retirement.

    * They don't want to spend years studying to become an investment expert.

    * They don't want to read 2,000 pages of new tax laws every year.

    * They want to make sure their children have enough money for university.

    * They can't get ahead financially with low interest returns on their savings account.

    * They can't save enough money to ensure their family will be cared for after their death.

    * They don't understand the different types of life insurance.

    * They don't have a will or estate plan.

    * They don't know who to go to for competent financial advice.

    * They need to guarantee their loan at the bank with life insurance.

    * They hate complicated financial plans, and want something simple.

    * They want to take advantage of tax incentives, but they don't know where to start.

    * They want someone to provide a big picture of a financial plan, and for that someone to take care of the details.

    * They want to feel good about their financial plans, but they don't know who to trust.

    * They have a full-time career, and they don't have time to keep up with changes in financial legislation.

    Lots of big problems.

    There is no shortage of problems for our potential clients. And of course, they want to fix their problems.

    We can help. But only if we get our potential clients to make a yes decision to move forward.

    Educating our potential clients is useless for them, unless they take action. Education without taking action … is the same as no education.

    Our job is to get potential clients to take action to fix their problems.

    I have a mystery.

    Two financial advisors join a firm.

    Both financial advisors:

    * Have the same background.

    * Know the same prospects.

    * Have the same motivation.

    * Set the same goals.

    * Work the same hours.

    * Make the same number of phone calls.

    * Present to the same people.

    Yet, one advisor fails, while the other advisor enjoys massive success.

    Why?

    What was the difference?

    The answer.

    The first advisor talked and presented to his potential clients. Based upon the words he chose, his potential clients made a decision not to do business with him.

    The second advisor talked and presented to his potential clients. Based upon the different words he chose, those same potential clients made a decision to do business with him.

    The words we choose will affect our potential clients’ decisions.

    We can buy impressive chairs, a mahogany desk, get certificates and diplomas, but ultimately, our prospects make decisions based on the words we say.

    A decision?

    Yes.

    Unless a prospect makes a decision to move forward, everything will stay the same. The prospect will continue to have the same unsolved problems in his life.

    And, that is our job. To help our prospects make a decision to solve their problems.

    How do prospects make up their minds?

    We can network, create prospects, set appointments, conduct seminars, and give presentations.

    That is nice. This might make us feel good, and maybe entertain our prospects.

    But unless our prospects make a decision to buy from us or engage our services, we are not in business.

    And that is the whole story.

    We are in the decision-making business. We have to get prospects to make decisions to:

    * Take our phone calls.

    * Set an appointment.

    * Believe what we say.

    * Listen to us.

    * Do business with us!

    Our real profession is getting decisions.

    Once we know that we are in the decision business, everything gets clearer. We won’t stress about how in-depth the annuity tables are, rewrite investment disclaimers, micro-analyze premiums, or create

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