{"id":3391,"date":"2017-07-17T09:49:32","date_gmt":"2017-07-17T06:49:32","guid":{"rendered":"https:\/\/chatzistefanou.gr\/five-mdrt-members-share-their-favorite-sales-ideas\/"},"modified":"2017-07-17T09:49:32","modified_gmt":"2017-07-17T06:49:32","slug":"five-mdrt-members-share-their-favorite-sales-ideas","status":"publish","type":"post","link":"https:\/\/chatzistefanou.gr\/en\/five-mdrt-members-share-their-favorite-sales-ideas\/","title":{"rendered":"Five MDRT members share their favorite sales ideas"},"content":{"rendered":"

Prospecting tips<\/strong><\/p>\n

Prospecting is a numbers game. The most important numbers are your calls per hour and the ratio of prospecting offers to calls. At the same time, always be in a “disqualification” mode. Be determined to spend your selling time only with high-probability prospects. Disqualify low-probability prospects quickly and courteously. Don’t allow desperation or anxiousness to deter you from that mission. \u2014 Glenda Miro Antonio, Cebu City, Philippines, 6-year member<\/p>\n

Multiple choice<\/strong><\/p>\n

Instead of just presenting one plan for a client to say yes or no to, always offer three alternative proposals and allow them to choose between premiums and benefits. When given these choices, clients contextualize the options and tend to purchase more. \u2014 Kobus Kleyn, CFP, Midrand, South Africa, 5-year member<\/p>\n

Did you know?\u00ad\u00ad\u00ad\u00ad<\/strong><\/p>\n

I do 15 to 20 reviews per week. Some are property and casualty, and some are life and investment. On each review, I will always ask a “Did you know?” question. For example, “Did you know that there are new daily living benefit and critical illness riders that can be added to your life insurance policies?” It always leads to questions, which in turn lead to a fact-finder. \u2014 Michael S. Immel, LUTCF, Fond Du Lac, Wisconsin, 15-year member<\/p>\n

Restaurants reward<\/strong><\/p>\n

I went to a local restaurant and asked to buy $20 gift cards for $10. They were willing to do this, since they knew not all the gift cards would be redeemed. We give our clients the gift card for giving us referrals. \u2014 Curtis V. Cloke, LUTCF, RICP, Burlington, Iowa, 18-year member<\/p>\n

Home security<\/strong><\/p>\n

When discussing a “lifetime paying” policy with prospects, I tell them, “Mr. Prospect, you pay for as long as you need the coverage. It’s just like hiring security for your home: Whether or not burglars break in, we pay for the security. But in the event that a burglar does break in, you’ll be thankful you’re prepared.” \u2014 Katrina Louise L. Yap, Cebu City, Philippines, 7-year member.<\/p>\n

[imdrt.org<\/a>]<\/p>\n","protected":false},"excerpt":{"rendered":"

Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members:<\/p>\n

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