insurance elevator speech
Ever wonder why not more references? Ever wonder why, when money was not the problem, a possibility not to buy from you? Perhaps because of its message. (or lack of one!)
Often I will ask an agent why someone should do business with them. Their answer often goes something like this:
"I have good products / services, competitive prices and give good customer service."
That's a good answer, but if I going down the street with their competitors and asked them the same question, what do you think the answer would be? "Same answer."
You see, it is a "vanilla" response. In fact says nothing. In fact, I doubt that perspective with you even consider doing without the benefits of being present. It's like, "We are honest." Unlike what??? Expected.
Just take a look in the Yellow Pages under "Insurance". What you'll find is a collection of ads that state the obvious or dubious: In business for 27 years we are dedicated to Auto, Home, Disability, Business, Honesty, blah, blah, blah bla … Vanilla. Are the ads generate calls? You bet. Are the calls from serious buyers? They're calling just to shop price? (after all, What else is following any vanilla?) Are the type of customer you are looking for? Do you know who you're looking for? You know you who your ideal customer? Do you know why you want to do business with you?
My experience has shown that if you are not known for anything, then there remembers. Please put a stake in the ground, if you can not say why you do what you do, if it is unclear what sets you apart from everyone else, then not remembered.
How can you change that? It's simple … but not easy. You have to start by defining your purpose. It must be clear why do what you do. It is not the mechanics of everything, but rather the meaning behind it. A statement of purpose would be inappropriate, "I help people to protect their assets, offering a wide range of insurance products. "The release is boring, mechanical and has no power behind it. It offers a reason to get up in the morning, or attract anyone. A more meaningful statement of purpose might be something like, "help people build a secure financial future. "" Better, but not very dynamic. How about, "I help my clients avoid financial surprises painless. The latter statement may not be the best statement of purpose for you, but it has several aspects that make it a great purpose. For one, it's a little provocative – that cause someone to ask about it. Another aspect of it is that it addresses the "why" of what you do, and not the "why". Finally, it stated so that certainly makes you different from "vanilla" competitors. You get remembered.
A great exercise to help you appreciate what you apart from others is to ask five people who know you (not family!) For five things that make a great agent. You will be amazed at the responses you get. You will hear things you've always know, hear things that I knew, but I do not think anyone else recognized, and hear some wonderful things about yourself that you were not even aware. These characteristics and skills are the core of what sets you apart. By incorporating who you why you do what you do, at some point reach a statement of purpose that catapult him to success.
In addition, it will take some time identifying or redefining their ideal customers. The more clearly you can define that you want to achieve, the better you will be able to identify where they are, how to find them and what to say to them. People network also end up with a clear idea of who you work and enable them to make better referrals.
Once you decide on the purpose statement that best defines you and what you do, it is necessary to incorporate everything you do. You have to speak it, breathe it and live it. Make it the opening of its "lift". Consider that on stationery, a website, business cards, and advertisements. When the network with people, make it the focus of what is ready. Become unforgettable. People are attracted to someone who represents something. Why are so attracted? Because so few people can say what they represent. The clearer you can be about your "why", the most convincing of his work becomes. The more weight your job becomes, the more motivated be. The car more motivated you become, the more good things happen for you. And best of all, not only will win, but everyone who has helped along the way to win it is better for having done business with you.
Making the decision to put in the effort to develop a clear purpose and a clear understanding of what you apart. You'll be glad you did.
About the Author:
Written by Michael Beck, “The Insurance & Advisor Coach”. Michael, an Executive Coach and Recruiting Activist, helps insurance and financial professionals succeed faster and easier. He can be reached at 866-385-8751 or mbeck@theinsurancecoach.com
Visit http://www.TheInsuranceCoach.com for more info.
Article Source: ArticlesBase.com – Is Your Message Vanilla?
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