If, however, people see the problem, understand the solution, and have the money and desire to implement it, the sale is virtually made. After all, you're offering people what they really want: a guaranteed lifestyle! What you have to do is get their attention, establish a relationship, and match their needs and wants with your product solutions.

That's why selling insurance and other financial products should be a cooperative, problem-solving process, not a contest of wills. And, the first thing you must sell is yourself! If you make that sale, all the rest tends to fall into place.

This high-touch, client-focused approach is called "relationship-based" marketing and selling. It is, simply, the most professional way of doing business in today's mid-to-upscale personal and family markets and big-ticket, advanced business and/or estate markets.

It's a great feeling when you know how. And you will!