MDRT sales idea 25 - Walk About
From time to time, when you find you’re are hitting a wall and getting nowhere in your sales results and spending too much time in the office, schedule a walk about.
Perform a walk about, lined up several business clients in proximate geographic areas. Most importantly don’t carry your brief case or an application. Simply go from client to client and greet them with” How are you?”
The response has been amazing. Most often, they ask what you have for them today, simply respond:” I just came by to say hello and to see how you were doing”
The most unusual response came from a client who said “Well what about accidental coverage or disability insurance, do you do them?”
These walk about have enabled you to meet your client on their turf without any expectation in the most relaxed manner. I am sure this will build relationships and solidify your position with your clients and their business partners.
Schedules walk about and do it. It will change the way your clients relate to you.
Thursday, May 14, 2009
Thursday, May 7, 2009
6 ways to achieve Sales Success
6 ways to achieve Sales Success
Here are 6 ways to stay on track and achieve sales goals
1. Use a journal or dream book
Write down what you want to accomplish in your business and personal life. Refer to it weekly and continue adding to it. List everything, however big or small, that you want to achieve. Over the years, you will be surprised how many items on that list has been checked off
2. Read a wide range of material
Read not only books and articles that pertain to our industry, but make time to read books and magazines in other areas. Include books and periodicals that are new and different from your usual reading routine
3. Use your commute wisely
Your MP3 is your personal university. Listen to learning CD, inspirational materials that help you stay motivated. Down load MDRT talks, you’re training classes that you have recorded. Make it a habit to record all the seminar and training that you attend and listen to it again to catch something that you might have missed
4. Connect with others
Connect with fellow MDRT members or your elite clubs friends, get close to them and you will be motivated and pick up good habits and sales activity. Join local toast master clubs or business man meetings. Be active in your local community. Volunteer to help in any way you can, in service the local community
5. Get assistance from Mentor or coach
Seek out a mentor or coach; Join the mentoring program that your agency is organizing.
These mentors can challenge your comfort zone and stretch you to do better in your business and personal life. These are high flyers and achievers with big dreams and you can get really motivated to act like them
6. Start or join a study group
By joining other serious minded advisors, you formalize your desire to grow and be inspired to lead others.
This will bring the best out of you especially so when you make public commitment and do everything to achieve it.
You can seek out other MDRT members to develop a small study group. There’s nothing like being a member of a group of highly skilled and motivated individuals who share the same levels of passion about the selling profession
Here are 6 ways to stay on track and achieve sales goals
1. Use a journal or dream book
Write down what you want to accomplish in your business and personal life. Refer to it weekly and continue adding to it. List everything, however big or small, that you want to achieve. Over the years, you will be surprised how many items on that list has been checked off
2. Read a wide range of material
Read not only books and articles that pertain to our industry, but make time to read books and magazines in other areas. Include books and periodicals that are new and different from your usual reading routine
3. Use your commute wisely
Your MP3 is your personal university. Listen to learning CD, inspirational materials that help you stay motivated. Down load MDRT talks, you’re training classes that you have recorded. Make it a habit to record all the seminar and training that you attend and listen to it again to catch something that you might have missed
4. Connect with others
Connect with fellow MDRT members or your elite clubs friends, get close to them and you will be motivated and pick up good habits and sales activity. Join local toast master clubs or business man meetings. Be active in your local community. Volunteer to help in any way you can, in service the local community
5. Get assistance from Mentor or coach
Seek out a mentor or coach; Join the mentoring program that your agency is organizing.
These mentors can challenge your comfort zone and stretch you to do better in your business and personal life. These are high flyers and achievers with big dreams and you can get really motivated to act like them
6. Start or join a study group
By joining other serious minded advisors, you formalize your desire to grow and be inspired to lead others.
This will bring the best out of you especially so when you make public commitment and do everything to achieve it.
You can seek out other MDRT members to develop a small study group. There’s nothing like being a member of a group of highly skilled and motivated individuals who share the same levels of passion about the selling profession
Standby Credit
Standby Credit
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
When discussing the need for insurance to underpin the guarantees for a buy- sell agreement , one of the most common objectives thrown back by the business owner( or the owner’s advisors) is that the survivors” can simply borrow the money needed to close the purchase”
The following idea is so effective in countering this objection and steer the discussion and elicit a positive response
1. Most will agree with the statement that the loss of a key person (and shareholder) of a company will have a negative, not positive, impact on the creditworthiness of the business. In fact, sometimes lenders will ask for a reduction in the debt outstanding as a sign of good faith by the business owners.
What might be prudent then is for the business- while on a stable financial footing and with all shareholders and key personnel in place- to negotiate a standby line of credit facility to be available should a triggering event occurs, as addressed by the buy- sell agreement.
2. A standby credit facility is a renegotiated access to a specified loan amount. The funds are available on demand by the business at any time (as covered by the agreement)
Because a lending institution must set aside from other lending the amount of the standby credit facility, they normally charge a nominal amount on an annual basis- usually 1 percent to 2 percent. It is also normal for the credit facility to be reviewed by the lending institution from time to time to make certain the quality of the credit is still adequate and acceptable. WHAT THEY DON’T DO IS REVIEW THE CREDITWORTHINESS AT THE TIME THE LOAN IS CALLED FOR
To establish this facility on behalf of clients and companies, you can offer a very unique product for their consideration
Just the bank, there will be a detailed review at the outset of the business and the owners, and the annual cost will be around 1.5 percent of the amount of the credit facility. But there are some differences, too and theses are all in favor of the business. The facility never has to be revised again once granted, and the annual charge is guaranteed never to change or to be renegotiated.
3.The advantages and uniqueness becomes apparent at the time the line of credit facility is drawn upon. First of all, some of the annual payments are refunded along with the credit advance. But the best part is that once the credit facility has been paid out, the arrangement is closed, and no repayment is required.
At this point, the owner and advisor are usually scratching their heads” what kind of loan is this anyhow?” comes the often asked questions
“This is how life insurance works” the partial refund of the annual fee is the cash option or paid up addition of a whole life policy
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