Upcoming Events. Wednesday, October 25 th – 5:30 p.m. COB 353 Arthur J. Gallagher Risk Management “Meet the Firm” Saturday, October 28 th – Tailgate Event Wells Fargo Financial & Professional Sales Institute ISU vs. Youngstown State 1:30 p.m. kick-off
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MAKING THE CONTACT:
TWO KEY PHASES:
Relative amount of
time salesperson talks
Relative amount of
time buyer talks
C L O S E
L A A R C
Explain what the feature does
Lead into the benefit
Let the customer talkThe SELL Sequence Model(FAB)
Use Response Checks!
“In January, our agency was rated one of the top 10 service-quality agencies by the PIIAI.Sales Aids: Proof Providers
Develop “Site Sellers”
Think about seed corn. There is no questioning the potential of the seed if planted and nourished correctly. The real question is “do you believe the farmer knows how?” Your insurance program is the same. There is no questioning the potential of a proper insurance program for you. The question is “do you believe I am the best one to design and manage that program?”
The Pyramids were built to protect family treasures and to stand the test of time. That is the approach I recommend for your personal insurance – choose an agent and policies that will build a Personal Pyramid to protect you and your family now and that will be here to grow and change with you for the long term.
Fixed investing is like buying a “Twinkie” – you know exactly what you are going to get and all Twinkies are the same. Equity investing is like making a cake – you buy good ingredients, follow the directions, and bake it at the right temperature for the right amount of time. It takes more time and effort but the result is more rewarding.
2002 MDRT Proceedings
Let me share an experience…
…Florence is doing very well. She and Eddie had planned for this time.
Richard C. Murphy
2000 MDRT Proceedings