Insurance Sales /Financial Advisor Tips
by Bill Gibson

Would you like to have more AAA Clients in your portfolio this year? If you do, this article and next month’s article could be of assistance. In dealing with “Top Level” Decision Makers there are some subtle differences that Top Producers utilise and that I personally have experienced results by using. Here they are.

¨             Be a Business Person not just a Financial Adviser who is selling. You must be seen as a Problem Solver and a Solution Provider focused on the Clients personal and corporate Top, Middle and Bottom Line. Learn the language and “ins and outs” of his or her profession or industry. That way you will be viewed as a business associate.

¨             Develop Rock Solid Confidence and Demonstrate it, but don’t be arrogant. You can develop that confidence by

■               Meeting and being with and continually networking with top people in your own organisation, in outside organisations and with organisations that you already have “Top Level” people as clients or friends. This way you become more comfortable with Top Executives, Successful Entrepreneurs and Professionals. It just takes awareness and practise. Investing all your spare time with “non-top level” people won’t get you there.

■               Go see “top people” when they are speaking at functions. Look further into the subjects and topics they are interested in or speak about. This way, the language and interests of the day of “Top Level” people will become part of your language and interests. They will view you as an associate.

■               If the “Top Level” speaker / executive is a client you’d like to have, be sure to ask an extremely pertinent wise question. He or she will remember you and so will many of the “Top Level” people in the audience. You will get approached or acknowledged afterwards during the social period. It creates “Top Level” opportunities.

¨             Be open and ask for the experiences, thoughts and advice of “Top Level” people. For one thing, you’ll learn and on the other hand they don’t like to be taught … they are used to advising and teaching and like to give their opinions. Once you’ve listened to them they become open to listen to you. Respect earns respect.