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    Suggest You - How Professionals Deliver a Part of the Client's Financial Program: Three Rules

    Why First World Entrepreneurs Are the Third Worlds Best Friend
    Many years ago I watched a television news interviewer allow Flight Lieutenant Jerry Rawlings, the de-facto dictator of Ghana at that time, to rant about the absolute rape of his tiny, poverty stricken west African nation, by multi-national companies like Nestle. Ghana’s major export product was the cocoa bean. Nestle, Hershey and other major chocolate purveyors were Ghana’s major customers for the cocoa bean. Rawling’s gripe: co
    themselves professionals and deliver a new policy in the mail. That is the worst mistake anyone can make. It makes your customer even more aware that the product they just bought from you is a commodity. The fact: It is. So how
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    When you buy a car or truck, how does the dealership “deliver” your new purchase? Do they sign the paperwork, say “Thanks,” and tell you to expect your vehicle in about a week? Of course they won’t. Your salesperson and the dealership work in tandem to deliver your new vehicle to you THAT DAY and IN PERSON. They take the time to show you the features of your new ride. The really good dealerships invite you back for a free seminar on “How to Service Your New Car or Truck.”

    If you are in the business of selling investment plans, annuity products, life insurance or other supplemental products, you can take a lesson from other industries (like auto sales) and implement a system of your own “personalized delivery” of the newest part of your client’s financial program. Follow these three (3) rules.

    Rule Number One (#1) – Deliver the new policy or “first investment statement” IN PERSON. So many agents call themselves professionals and deliver a new policy in the mail. That is the worst mistake anyone can make. It makes your customer even more aware that the product they just bought from you is a commodity. The fact: It is. So how

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    ship work in tandem to deliver your new vehicle to you THAT DAY and IN PERSON. They take the time to show you the features of your new ride. The really good dealerships invite you back for a free seminar on “How to Service Your New Car or Truck.”

    If you are in the business of selling investment plans, annuity products, life insurance or other supplemental products, you can take a lesson from other industries (like auto sales) and implement a system of your own “personalized delivery” of the newest part of your client’s financial program. Follow these three (3) rules.

    Rule Number One (#1) – Deliver the new policy or “first investment statement” IN PERSON. So many agents call themselves professionals and deliver a new policy in the mail. That is the worst mistake anyone can make. It makes your customer even more aware that the product they just bought from you is a commodity. The fact: It is. So how

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    w Car or Truck.”

    If you are in the business of selling investment plans, annuity products, life insurance or other supplemental products, you can take a lesson from other industries (like auto sales) and implement a system of your own “personalized delivery” of the newest part of your client’s financial program. Follow these three (3) rules.

    Rule Number One (#1) – Deliver the new policy or “first investment statement” IN PERSON. So many agents call themselves professionals and deliver a new policy in the mail. That is the worst mistake anyone can make. It makes your customer even more aware that the product they just bought from you is a commodity. The fact: It is. So how

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    our own “personalized delivery” of the newest part of your client’s financial program. Follow these three (3) rules.

    Rule Number One (#1) – Deliver the new policy or “first investment statement” IN PERSON. So many agents call themselves professionals and deliver a new policy in the mail. That is the worst mistake anyone can make. It makes your customer even more aware that the product they just bought from you is a commodity. The fact: It is. So how

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    themselves professionals and deliver a new policy in the mail. That is the worst mistake anyone can make. It makes your customer even more aware that the product they just bought from you is a commodity. The fact: It is. So how can you dress up the sale? Deliver the commodity in person. If you sell investment products, go by and educate the client on the statement they will receive once a quarter. If it is any type of insurance product (life, disability, long-term care), take the policy out of the company envelope and put it in a “delivery kit.” Maybe you have some folders printed with your name and logo on the front. Perhaps even a binder to help keep other financial documents organized. Do something to dress up the delivery.

    Rule Number Two (#2) – Tell the client about what they have just purchased and how to use it. Most successful financial service professionals have a mental checklist of the topics they want to cover in a delivery appointment. Take that idea to the next level. Use an “AGENDA” to review ALL the important features of the product. Make sure they know to keep the material or policy in a safe place. Tell t

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