Greg's Hits - March 2025

How Is Your Sales Process?

Click here for a short video about this month's issue‍

One of the best salesmen I’ve known

One of the best salesmen I’ve known was named Mike Barrow. He was a charismatic person, but soft spoken and a bit sarcastic.  But it wasn’t his charisma or expertise that made him successful, it was his strict adherence to his sales process.  He started the conversation the same way every time he had a chance to engage a potential new client.  He asked the same questions, made the same comments, and used the same techniques to get the prospect to want to set an appointment for their first meeting.  At the first meeting he continued following his proven process to inquire, educate, motivate, and generate interest to get the prospect to want to have another meeting—where he closed the sale 90% of the time.

Every super-successful adviser I know follows a process religiously.  And it is surprising how different the processes are.  Some agents use no sales aids or tools at all—not even a note pad.  Some use carrier developed sales materials. Some make their own visual aids and examples. Some use laptops and data. Some like to meet 3 or 4 times before closing a sale, while others never meet more than twice—and a few (very few)—close the sale on the first and only meeting.  But, how can they all be successful if their sales processes are so different?

Every super-successful adviser I know has modified and fine tuned their sales process to fit their own style, skill set, personality, and comfort level.  They didn’t try to adapt to someone else’s proven system.  They modified a great one until it was right for them. But there are some similarities to every good sales process.  

All super-successful advisers may implement strategies differently, but they all use the same ones.

1. They know how to start the conversation.  They may all do it differently, but they ALL are ready, willing, and able to start talking about the things they sell…with ANYONE.
2. They build credibility quickly.
3. They know their products and services VERY well.
4. They set the same goals, in the same order: a) Start the conversation; b) Generate interest; c) Set an appointment; d) Define the client goals; e) Meet the goals; f) Close the sale

They also use some very specific tactics…

1. They listen well, and make note of what is important to the client
2. They know when not to speak, which is different from listening
3. They empathize
4. They educate
5. They move to close the sale without hesitation

We have been helping advisers develop and perfect sales processes since 1993.  Give us a call and let’s see if we can help with yours.

New 2025 C.E. Classes Required!

Both an 8-hour and 4-hour class for annuities, and a 4-hour class for life insurance.  As always, TWH is happy to help you get access to the courses, and we will cover the cost.

Just call Ami or Tanya at 800-200-9194, or email info@twhagency.com.

Call us for more. We can grow your sales:

800-200-9194

info@twhagency.com

‍~ Greg Skogsberg

Click here for a short video about this month's issue

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We now have annuity contracts with FORTY-ONE carriers.  More than any other FMO!  And this is just one of the reasons we are The #1 Concierge FMO in America!