Common mistakes We Make with clients

1. Common mistakes We Make with clients What Can I do to Avoid them

2. Not Being Timely • Show up to the appointment on time • Courtesy Call • Responding to the client inquiries • Processing paperwork • Delivering Policies

3. Not Looking Your Best • Always dress to impress • Wear the appropriate articles of clothing • No wrinkled clothing • Have good personal hygiene • Smell good • Make up and Nails should be done • Carry mints with your

4. Not Listening to the Client • Stop talking! • Don’t interrupt and listen to what the client has to say • Express genuine interest in what they’re saying • Pay attention to verbal communication as well as nonverbal • Ask questions to empathize with client • Don’t lecture the client

5. Not Getting Enough Information • 90% of sales are lost because the information gathered was either incorrect, insufficient or misinterpreted • Allow the client to be an active participate in the sales process • Ask question to clarify • Always take notes

6. Trying to Convince, Rather Than Convey • Don’t easily slip into convincing mode just because you’re desperate to make the sale • Understand the problems and concerns of the client • Always educate the client • Convey to the client why and how you can help solve their problem • There’s a difference in being sold a product vs. buying a product

7. Seeing the Client as an Adversary • It’s not you against the client but you and the client against other financial institutions • No reason the client should kick you out of the house • Rarely should you be rude, arrogant, or unprofessional • Your work should never result in a large number of enemies but rather a long list of allies

8. Failing to Follow Up • Thank you cards • Nothing can ever go wrong by calling clients • Find out if they’re happy with the decision they’ve made • Provide additional products and service • Call to clarify • Call to remind • Call to encourage

9. Not Keeping in Touch with Past Clients • Keep a simple database to keep track of your clients • Clients who are 1-3 pointers eventually become 4-5 pointers • Review client accounts regularly • Update clients FNA • Help clients keep you in mind • Birthday cards & holiday cards • Newsletters

10. Taking the Rejection Personally • Realize rejection is normal and part of the sales process • Don’t be too hard on yourself; accept steady progress • Only one sure-fire way to avoid rejection • Don’t ask for the appointment • Don’t ask for sale • Don’t try to show the client how you can solve their problem

11. Not Asking for Referrals • You won’t get something you don’t ask for • If you did the work, you deserve the referrals • Does the client know the referral is important to you? • At a minimum you should get at least one referral from a presentation • Regardless of whether the sale occurred a client can still refer you

12. Not Taking Pride in Your Work • Be proud to represent this great company • Be excited and enthusiastic about what we do • Pinpoint what makes us superior to our competitors • Talk Primerica up!!! • Have personal integrity