Dear Future Financial Planner,
Imagine this: What if you could effectively explain the importance of insurance to your clients and win their trust within minutes by using powerful concept presentations? Wouldn't that be a skill you want to acquire in 2023?
Just the other day, I found myself in a cafe, overhearing an insurance agent making a sales pitch. To be completely honest, I was a bit taken aback by the approach she used. Here's what happened:
She started off by reviewing her client's current plan, pointing out where improvements could be made. But what struck me was that she didn't suggest an increase in coverage. (Sometimes, simply asking can make all the difference!)
Next, she switched to what I call the "supermarket strategy." On her iPad, she displayed six different plans and casually told the client, "If you want any of these, just let me know."
That disappointed me. If she had started with a clear 5-minute concept talk, she could have easily helped her client see what coverage she was missing. Then, they could have talked about specific plans that fill those gaps.
As Albert Einstein once said, "If I had an hour to solve a problem, I'd spend 55 minutes thinking about the problem and 5 minutes thinking about solutions." The same principle applies to providing advice.
In the upcoming Concept Presentation 2023 workshop, I'll walk you through several such concepts. By the end of it, you'll be able to position yourself as a "SOLUTION PROVIDER" rather than a "supermarket aisle".
Remember, the more clearly you can highlight the potential issues in a client's coverage by using concept presentations, the better they'll understand their own needs. This understanding will make them see your value and they'll want to continue working with you to fill those gaps.
It's about offering targeted, personalized advice—not just selling products off the shelf.
Ready to move beyond the "supermarket advisor?"
Together, we'll explore the strategies and techniques that will help you make 2023 a successful year in your financial advisory career. (Limited Seats Available) See you there!