Page 88 - Leadership Format System

SECTION
II
Builders Mindset
Making A Winning Presentation
• Upon arrival, show friendly, low-key interest in the client.
• Make the presentation at the kitchen table, if in the home.
• Again, whether the presentation is made at the home or office, both spouses need to be there.
• During your presentation, always make eye contact.
• If you are there on a client referral, use the client’s name and ask how they know them.
• Make the “ Leaders with Vision” presentation.
• During the presentation, involve the client on every page by asking questions and encouraging and listening to comments.
• Use tie down statements like, “ That makes sense, doesn’t it? You’d like to save this kind of money, wouldn’t you?” and to reinforce your referral position (“ Aren’t you glad ________ recommended that we get together tonight?,” or “___________ liked that part, too.” ), etc.
• Get a strong commitment. ( “ If we’re as good as we say we are, is there any reason we couldn’t do business?” )
• Select products best suited to fit their needs.
• Make Sale, get App filled out, arrange for Medical tests as required.
• Get referrals.
• Invite the new client to your next BOP.
• Leave HGI Products and Services brochure and How to Win the Money Game brochure.
• Thank them for their business and let them know you are available to serve their future needs.
• The first presentation should last 30 minutes.
Follow-Up
• Drop thank you note or card in the mail to show your appreciation.
• Follow-up with client to make sure App is submitted. Stay in touch with insurance company to deliver policy and get client sign-off as appropriate.
Ongoing Client Services
• Stay in touch - most people will consider some of our other products and services at a later date.
For training and educational purposes only. Not to be used with the public.
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Section II — BUILDERS MINDSET