My last blog post, which covered 2 Psychology-Based Sales Scripts for Virtual Insurance and Financial Advisors, got so much positive feedback from you guys that I wanted to post a tandem piece with three more scripts showing you how to:
- Quickly LOWER a prospect’s walls
- Make prospects tell YOU what they need
- DESTROY walls of resistance and establish quick rapport
Again, just like the scripts in the last post, these are tactics that my team and I use with/teach to our high-dollar clients.
And while they’re worth every penny that these Top 1% Advisors pay, I’m going to do something I might regret later…
I’m going to publish them here for everyone to see firsthand.
Let’s begin with something I call The Open Minded Gambit:
When people walk into a sales situation, they’re often leery of getting hooked into something. They don’t want to be “sold” or taken advantage of, so they build up imaginary walls.
From a sales/prospecting perspective, you want to lower these walls in a quick and natural manner.
The Open Minded Gambit allows you to do this.
It goes like this:
“I’m not sure if it’s for you, but how open minded would you be about _______________.”
In the blank, you insert some statement of benefit that the prospect is almost certainly going to agree with.
Options include:
How open-minded would you be about saving money on your life insurance if the process was painless?
How open-minded are you about increasing your monthly income in retirement?
Would you be open-minded about seeing if we could work together?
How open-minded are you about ways to reduce your employee benefits costs with alternative care strategies?
When you use the Open-Minded Gambit, you’re basically saying, “There’s no pressure here.” This makes them more open minded to what you have to say.
You can use this at the beginning of a sales call, as part of your LinkedIn messaging strategy, or even at the beginning of an email.
I love using this strategy because it helps to avoid getting into a long, drawn out sales pitch that puts a prospect in “defense mode.”
Instead, it allows a prospect to share what they know/ don’t know about your solutions so you can fill in the gaps.
It’s as simple as asking the prospect one simple question:
“What do you know about ____________________?”
In the blank, you fill in a term, product, or service that you believe could be beneficial to them.
- What do you know about the benefits of whole life versus term?
- What do you know about annuities?
- What do you know about creating a tax-free retirement?
- What do you know about long-term care?
- What do you know about setting up a retirement plan?
- What do you know about investing in crypto?
This strategy works because prospects actually start closing themselves. (They’ll talk themselves into something if they have a positive outlook on it. And if they don’t, it gives you permission to educate.)
If you ever run into a prospect or client who seems a bit close minded, you can use “The Bettor’s Bump” to build a bridge between them and you.
This is a really good technique for people who might seem close minded about something (like annuities).
It’s also useful for prospects who give you the impression that they’re in a hurry, already working with someone, etc.
The Bettor’s Bump helps create open mindedness in the prospect that there might be a point of agreement. (You’re getting that first “silent” agreement in their minds, which can be the bridge you need to build rapport.)
And it’s as simple as saying the following:
“I bet you’re a bit like me…”
Then you fill in the rest of the statement with a solution or alternative.
Here are some examples:
- I bet you’re a bit like me and you enjoy working hard now, knowing it’ll pay dividends in the future.
- I bet you’re a bit like me and you hate wasting money and paying taxes that you shouldn’t.
- I bet you’re a bit like me. You hate wasting money on overpriced insurance and would rather have a lower cost option so that you don’t have to reinvent the wheel.
- I bet you’re a bit like me and you want to avoid another market correction like what happened in 2008.
- I bet you’re a bit like me and you want the best health coverage available to you at this point in your life.
- I bet you’re a bit like me. You like working hard for your money and hate giving other people control over your money.
- I bet you’re a bit like me. You like to learn from someone who has already made the mistakes so that you don’t have to learn them on your own.
- I bet you’re a bit like me and you’re sick of cheesy insurance commercials and just want to know what your policy actually covers.
- I bet you’re a bit like me and you like to optimize every dollar you have.
Again, this is an extremely simple script that you can keep in your back pocket and use anytime you need to “build a bridge.”
It works on cold prospects, warm prospects, and existing clients alike.
Learn to 2x-3x Your Virtual Meeting Results
Something like 2% of all insurance and financial advisor meetings were virtual prior to the start of the pandemic.
Today, somewhere around 98% of the meetings in our industry are conducted via a platform like Zoom.
That’s quite the SHIFT…
And I hope you’re taking full advantage of it.
I know my team has, and we’d like to share with you some of the insights we’ve learned.
44 of them to be exact.
Yep…we’re giving away our Virtual Meeting Playbook…100% FREE.
It includes dozens of tips on:
- Technology and Tools
- Getting Clients on Board
- Virtual Meeting Preparation
- Virtual Meeting Best Practices
- Virtual Meeting Mistakes to Avoid
- Virtual Meeting Follow-Up Strategies
Consider it my gift to you…
Let’s Hang Out on Wednesday
Wednesday night is probably my favorite night of the week.
That’s because every Wednesday afternoon, I gather with several hundred members of the SHIFT Nation Tribe – e.g. leading insurance and financial advisors – to teach an hour-long training on the top strategies, tactics and frameworks that are killing it in our industry right NOW.
And I’d like to extend a personal invitation for you to do what more than 2,000+ other advisors have already done and reserve a spot.
