Register below to hear us interview Bill then mark it on your calendar Thursday, April 11, 2013 (Choose the time that works best for you)
If I took away your wallet, your cell phone, your client list, and dropped you in a new city with no contacts and just the knowledge in your head, and your insurance carrier contracts…
what would you do to make $10,000 per month starting today?
I would do 2 things immediately.
First; I’d go to the library, look up a couple commercial P&C agents and go drop in on them.
I’d cut a JV deal with them and tell them any sales I make from their book of business I would share commissions (assuming they are life licensed).
Second: I’d call the P&C agents top 20-40 clients and invite them to a Business Cash Flow Boosting Seminar at the agent’s office.
(Notice, none of this is costing a DIME. No direct mail postcards, no dinners, no room rentals, nada)
Third; I’d give the Financial Literacy at Work seminar showing how much time their employees are stealing from them every day.
And how they can increase their income by up to $5,000 per employee per year! For a small employer with 10 employees that’s $50,000 in additional productivity per year!
Forth; I’d close the seminar offering to do the training at no cost for their employees. “I have 3 spots available and its first come first served.”
Then I’d give the Financial Literacy At Work seminar for his employees. On a small employer (10-15 employees) I would walk out of that seminar with 8 appointments and I would close 3 people on a new retirement plan including an IUL policy averaging $4000 in target…
…that’s $12,000 in sales in 1 week.
Then I’d do that every week.
If I couldn’t find P&C agents, or I didn’t want to use them, I’d use direct mail and other methods to get business owners to bring me in as the expert. (You can check that out here)
It would cost me nothing but a few points in commission share, and I’d be up and running for sure within 30 days, probably even faster making over $10,000 per month in sales.
I hope you don’t get kidnapped and dropped into a new city, but if you do, you now have the survival toolkit you need!
P.S. If you want a system to do all this for you, you can see our BOSS (Business Owner Seminar System) is still half price right now until Friday. Just use the MOVING50 promotion code.
I love this clip of one of the world’s worst life agents. Granted this is just a movie character but it’s surprising how close this is to reality for some agents and advisors. Join us Thursday as we show you a building contractor turned agent used two simple steps to generate $104K in 3 months.
How would it be if you were truly the financial doctor?
What if when people called your office and made appointments to come and see you, they had to book 2 weeks in advance, and if they missed the appointment there was another 2 weeks booked up.
They showed up and worked with your assistant, only seeing you after the ‘dirty work’ was done?
After gathering the facts, and addressing the problems you gave them a prescription, you didn’t ask their opinion on what prescription they wanted, you told them what you recommended. And guess what, they took it.
This type of scenario is possible, top producers work exactly like this. Our process will help you make this a reality for your business.
We will be talking about this tomorrow on our live stream event – Register Here
But it all starts with developing trust and credibility with clients. You can’t have this type of relationship if they see you as a salesperson.
That’s why I want you to do this KEY ACTION STEP:
I want you to go through every step of your sales, marketing and entire business and eradicate anything that makes you look like a salesperson. Use the Doctor Test: “Would my doctor do this?” Answer my cell phone? Respond to emails instantly? Drop everything at my client’s beck and call to rush out to his house? Have a scripted polished sales pitch? Put on free dinner seminars?
BUT WAIT…you are not a doctor right? I can already here the chorus of doubters secretly saying in their heads “That won’t work for me…because I’m not a doctor, or people don’t call my office!”
Let me show you an example of how this would work in another business, besides insurance or the medical field. This will show you clearly how any business can do it.
I recently went through the process of buying new windows for our home. It’s been a terribly cold winter this year, and the 26 windows we have are not energy efficient and are making the home too cold, especially for my 2 youngest kids, whose rooms are above the garage.
At the home show we walked by one of the window companies and chatted with a guy representing a local window manufacturer. We set an appointment for him to come out and meet with us.
Now if I was in the window business this is how I would build my sales process to create trust, expert positioning, and much higher close rates with larger tickets.
My goal is not to buy 26 windows. I don’t want to spend my money on windows. I’d rather go to Mexico. I don’t mind the windows we have right now, they look fine.
But, I’m looking for a solution to my problem, a sickness if you will, a pain I need fixed.
Here’s what SHOULD have happened.
Here’s what WOULD have happened if I owned the company.
Instead of a huge display of windows at the trade show, I would have had a booth that is 100% driven around my problem; A cold home, cold kids rooms, uncomfortable wife (she’s always cold), expensive heating bills, wasted energy.
That’s my problem, right? I don’t know if the prescription to fix my cold house is new windows? New doors? New Insulation? Better fireplace insulation? Better heating system so the house heats evenly?
The booth is problem focused; we’ll call it “The Cold Home Solution Center”. We live in the Rocky Mountains, I’m certain that would resonate with many, many people around here.
I walk up and he has his books on the counter, a DVD showing all the areas warm air escapes through the home, NOT FOCUSED solely on the windows, but a fair, complete picture of what is going on within the home.
He has a couple of demonstrations about how much heat is lost through glass, (this was very powerful when he showed me in home…he should have had this display running at the show), and other areas of the home.
The offer would be “Get a free copy of the book and DVD package titled: ‘Cutting your energy bill in half, and living twice as comfortably!’ plus a FREE In Home Energy Loss Diagnostic Analysis”.
He talks to me, not about windows — but about my pain. Then offers the analysis where someone will come out and test the home, and give me the top 3 areas I’m losing heat, and give some options and recommendations.
Once they get to the house, again, he doesn’t start talking about windows. He’s taking a tour, he’s using his thermometer gun to rate the temperature of the walls on the interior of the home vs. the glass on the windows, the doors, the fireplace. He’s measuring the size of the doors and window openings.
He’s taking notes, asking a few questions here and there. He’s touching the glass and making concerned faces, and is asking about our energy bills, and the number of times the furnace turns on per day.
Meanwhile he has already marked a chapter for us to read in the book while he finishes his numbers, then he pops open a laptop and plays a video demonstrating the areas heat is lost in the home.
(This is all a Sandler Style sales process by the way. If you haven’t take our Sandler Sales mastery course, it’s a must: go to www.producermastery.com/sandler)
Then he comes back upstairs and asks if we’re ready for the bad news.
Now I’m worried, but yes, let’s hear it.
Using some Sandler sales negative reverse selling techniques he’d ensure that after reviewing his diagnosis, that if we do decide that this was a big enough problem to fix, that we would be working with him on it and not taking his prescription to someone else.**
(**This must be done with extreme care so you don’t come off as a sales person, the Sandler training covers how to do this and still maintain positioning and authority.)
We agree, appreciating the thorough way he helped us, and the fact that we’ve watched his video, and read a chapter or two in the book. We TRUST HIM. We believe he’s going to give us the straight scoop.
So here goes…
He explains we’re losing 43% of our energy bill per month out the doors, windows and attic. Based on our $320 monthly bill (which is high, and we’re still cold!), that’s about $150 per month.
He asks how big of a problem is this? Is it the wasted $150 per month bad enough? Is my wife cold and uncomfortable enough? Do we care that our 1 year old son wakes up with cold hands in the morning enough…to take action? (Of course what parent can look in the mirror after that?)
Yes, yes! We want to fix this, we reply. Please tell us what to do. What do you recommend?
Okay he says, here’s my diagnosis…
The attic he can tell is adequately insulated so there’s not a problem there. He shows us the temperature of the attic door is much the same as the surrounding walls. The doors are the number 1 heat loss area in the house, but you can’t not open the doors.
The rear sliding door to the patio is 40 sq ft of glass and is not insulating properly. (He uses numbers and stats to prove and DEMONSTRATE that he knows his stuff). The interior walls of the home are 72 degrees, and the glass on that door is 21 degrees! That is bad news.
The glass door is causing the dining room to be cold, (pain #1) and is costing money every month with heat going right out the poorly insulated door (Pain #2).
The fireplace is fine, not a lot of cold air loss there.
The biggest issue is the 240 square feet of window glass throughout the house. He tells us the seals are broken on 11 of the 26 windows making the insulating power basically zero. Rooms with large windows are freezing cold and we’re wasting about $150 per month on energy.
“Ahh hah! We knew it. All these huge windows are our problem,” We say.
“Okay” we say, “So what do we do about it.”
If we are serious about fixing these problems, the windows need to go. So does the back glass door. The new windows I’m going to prescribe are sealed and triple E coated for energy reflection. This will accomplish our three biggest goals, a warmer house (My wife’s pain), warmer kids (both of our emotional pain) and a reduced energy bill (Very important. This is my logical justification for allowing over $10k to be spent on windows!).
He wishes he had better news. It’s always better when we can just throw some insulation in the attic and call it good. Or just replace a fireplace unit and insulate behind it, but this is a bad case and needs to be fixed immediately. (Important, he’s not chomping at the bit to make a sale. He’s not salivating that we have 26 windows. He’s empathizing. He’s sorry we’re going to have to do this. But it MUST be done, we must carry on!)
So he says: Let’s get Advanced Windows over here right away. They are the best value; they have the glass you need for the heat reflection, and a great warranty. Plus they have financing so you don’t have to worry about the price as much. We could also use Champion or Simonson he says, but both of them are more expensive, have the same guarantee, and don’t have a payment plan. So I recommend Advanced, he says.
“Okay” we agree and we buy from Advanced windows. We don’t shop around, we don’t compare prices, we don’t call our brother in law and ask who he got his windows from. We just do what our trusted expert told us to do.
As you can see this creates higher compliance for buying the product, less price resistance, and MUCH, MUCH higher close rates.
We show you exactly how to implement this type of positioning power in your financial practice as part of the Key Producer Track and Celebrity Expert track.
NOTE: My recommendation to be even more effective: This whole process could be done by a third party who doesn’t work directly for the window company; he is their sales affiliate and simply refers the business to 2 or 3 window companies. He focuses on the one that offers the best value for the project at hand, but would still get paid a commission from any company who sells windows to this client. This way he gives several recommendations to different places so he maintains his credibility and isn’t seen as an elaborate sales job by one company. (Although there’s nothing wrong with that, referrals will flow more easily when people feel he’s truly got their best interest at heart).
NOTE #2: A peek inside my marketing mind at work: He could also have key recommendations for insulation companies, fireplace companies, heating and a/c companies, hardwood door companies, and this by itself would be an incredible business model. (If only I had more time, this would be a fun little business to launch, just for kicks.) He could get Publicity with his diagnostic tools, get on TV talking about how to conserve energy in the cold months, and hot months, even do a radio show on cutting costs, living comfortably and going ‘green’ by conserving energy. He would be a true credible expert.
We will be talking about all of this tomorrow on our live stream event – Register Here
Just call 800-393-2054 and set up a time to talk with Mylo.