Finding The Yes

I work with so many great Financial Reps that sometimes I like to sit back and think about what makes them so successful. They are all so different. They come from different backgrounds, different parts of the country, different training, and they all have different methods of doing business. But when I really think about their success, they all have one thing in common. They know how to get a client to say YES. And isn’t that the hardest part ?

I spent the first month of 2020 reaching out to our top reps to find out from them what their best tips might be for getting the YES. After much discussion I came up with 4 great tips that could help us all get to the next level of success.

  1. Talk About the Problems People Have – Ask questions about how and why they have have invested in the past and how those decisions have affected their life. What did they do right? What did they do wrong? What would they change if they could?
  2. Listen to Understand – Listening is a skill that all of our top reps highlighted as a key to their success. But don’t listen to respond. It is ok for them to buy for “their” reason. They don’t have to buy for your reason.
  3. Find the Benefit – Features are what a product has or does. Benefits are why someone would want those features – what is happening now that they want to change?
  4. Welcome Objections – Questions gather information, and objections disclose information by revealing what the prospect needs in order to buy today.


About Jeffrey Berson

40 years in and around the industry has made Insurance a part of my DNA. I have had the pleasure of working with and for some of the greatest minds in our industry. My "Bersonal" View is an attempt to capture some of the best ideas, the best concepts and the best practices in a way that can lead to success for others. It will certainly be my point of view, so please...don't take it "Bersonal".
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