Rajesh Satoskar
Tuesday, January 5, 2010
My observation is that, time and time again, big prospects are impressed by my innovation. Their decision to purchase life insurance always comes from the heart.
I always send the client a detailed summary of our previous meeting. This summary consists of the client’s objections and my solutions. This creates a great deal of clarity in his mind and helps me to close the deal.
However, selling insurance is an effort that also requires a lot of patience as well as homework. And, it is important that the client feels my emotional involvement in all my business promotions and presentations.
For example, last year, I presented my clients a small feng-shui tree with a quote – “You make money and I make it grow.” And, I make a deliberate attempt to draw my existing and new clients’ attention by designing personalized birthday greeting cards in a very unusual shape (i.e., writing the birthday message on a kite) or on a full-sized sheet of colored paper with just two or three lines of message about my product. I’ve even sent a birthday message on a piece of half-torn paper with an insurance message. Such unusual attempts help me to stand apart from my competition.
Ultimately the subject of life insurance is very common and clear in all prospects’ minds. But, I believe every insurance professional should adopt an amazing and fresh style of approach.
My Court of the Table and Top of the Table journey every year is possible only because of such unique attempts of business promotion rather than gifting, which is very common. My search for such innovative ideas is always on, which has transformed me into a result-oriented financial professional.
In what ways are you utilizing your creativity to set yourself apart from the competition?
