Fact finding is the key to building relationships. Great Agents Listen.
The trick is to get the prospect interested enough to start sharing.
How? By being a listener and not a talker.
Start with the client's story, not the product.
As I begin any fact finder situation, I always ask the prospect to tell me about himself, if a specific topic comes up I use my power question.
"What is the purpose of (topic) and what do you want to accomplish?"
Successful annuity agents take time to understand who the client is before ever mentioning a solution. Retirement decisions are emotional as much as they are financial, shaped by career experiences, family responsibilities, and past market ups and downs.
When an agent listens carefully and asks thoughtful questions, clients feel respected rather than sold to. That sense of being heard builds trust, which is the foundation for every annuity sale that lasts beyond the signature.
Listeners become annuity sales success stories; talkers work at the bank!
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