You can earn scheduled meetings in your natural market using leverage with your on-profile prospects. The more leverage you have, the easier it is. If you aren't sure third-party influence will get you in the door, or aren't comfortable asking for a scheduled meeting — take a low-key, no-pressure approach.

Try this!

Agent: "Tom, I'd like to tell you about the work I'm doing with Ohio National. I promise this will be painless. I wouldn't turn down your business, but I won't ask you to buy anything during this visit, and you'd be under no obligation of any kind.

"Some of the ideas I've learned fit your situation. What you do with them will be up to you, but this is a good chance to show you how I help people accumulate wealth and reduce taxes. I have Monday at 8:15 open, or is Tuesday morning better?"

Keep your word, don't press for a sale — but do complete a Financial/Business Viewpoint if using the Cotton System, or a Personal or Business Financial Checkup (PFC/BFC) from Financial Profiles, Inc. during your initial meeting with as many on-profile natural market contacts as you can. Once you start discovering needs and wants and finding things to talk about, prospects may want to continue the discussion.

If not, position yourself to follow-up later:

Try this!

Agent: "I promised I wouldn't pressure you to buy — and I won't. Clearly, though, we've identified things you should be dealing with. I hope you'll do it with someone, even if it isn't me. Is there any reason you'd mind if I followed-up in a few months to see how you did?"

Feel funny asking friends to buy? DON'T!

Picture this! If it's awkward asking friends or family members to buy from you, think of what you'd say to the spouse of a friend or family member who died, or became uninsurable, without adequate income protection.

Don't wait until it's too late!

 

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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