valic 2014

Closing More Sales By Leveraging Credibility & Trust

It All Leads To:

Distracted ClientsShort & Fragmented Attention

SpansIncreased Expectations

The Issues Become:

• How do I increase the number of qualified prospects in my pipeline?• How can I quickly establish a solid

connection with a prospect or client?• How can I create a sense of urgency

and move the sale to closure?

Give Clients What They Want

Credibility & TrustworthinessRelevancyIntelligence & InsightfulnessService Beyond SelfPersistence

Able to be believed, convincing and reliable

#1 Credibility & Trust

Credibility & Trust are at the Heart of Life Long Relationships

Credibility & Trust Starts With Establishing Rapport

Tips on How to “Quickly”Establish Rapport

• Display understanding & empathy – they must like you • Find out whatever you can about

them before your meeting• Project your sincere desire to help

them

Tips on How to “Quickly”Establish Rapport

• Show them you can help them• Provide several 3rd party testimonials• Leverage timeline charts • Prepare relevant questions in

advance – don’t wing it

LISTEN!

Poor listening habits:

1. Private planning2. Prejudging3. Selective listening4. Private rehearsing

You begin setting up the close at the very beginning of your sales

process by building CREDIBILITY & TRUST

Too Early to Close?

“The business has changed from selling product to advising clients. To

be truly credible as an advisor, you must walk your talk and own the

products and the plan you are selling.Jim Lambert, 32 Years w/VALIC

The Business Has Changed

Closely connected and appropriate to the matter at hand

#2 Relevant

Relevance

“You can tell whether a man is clever by his answers. You can tell

whether a man is wise by his questions.”

Naguib Mahfouz, Nobel Prize for Literature

Relevance Starts With Questions

Relevant Questions

1. Closed ended – limited information2. Open ended – more information3. Discovery – uncovers a high volume

of useful information

3 Types of Questions

• “Can you please describe how you envision spending your retirement years?”

• “Please share with me some of the things you have not been able to do that you would like to do in your retirement?”

• “Please help me understand your past experiences with investing and what your thoughts are going forward.”

Discovery Questions

Understanding Personality Styles Helps You be Relevant

The Controller• Fast paced• Bottom line oriented• All business and difficult to develop rapport

with

Understand Personality Styles to be Relevant

The Cooperator• Slower paced• “Relationship” is their top priority • They avoid conflict – they suffer from “buyers

remorse”

Understand Personality Styles to be Relevant

The Expresser• Fast paced• Very outgoing • They are big picture thinkers

Understand Personality Styles to be Relevant

The Analyzer• Slower paced• They analyze everything • Very facts and figures oriented

Customize & Tailor to be Relevant

“I like to be creatively assertive. I don’t always lead with the

product.”Jon Michaels, Newbie w/VALIC

Be Creative, Relevant & Assertive

Having knowledge and an acute understanding and perspective

#3 Intelligent & Insightful

Ben Feldman

• Sold 1.8 Billion in policies from 1942-1993.

• Annual commission was over $1 Million.

• At the time, his sales totals were equaled only by the entire sales forces of other insurance agencies.

Ben Feldman

Ben Feldman mastered the basics, and did them better than any of his competition.

Ben Feldman

Studied 2 hours per night:• Life insurance• Sales methodologies• Persuasion• Financial planning

Ben Feldman

Developed an extraordinary ability to “tailor” life insurance instruments

Visualization Creates Urgency

Gain understanding in 4 key areas:

1. What investments do they currently have?

2. What motivates them in life and work?3. What are their priorities?4. How do they feel emotionally about

retirement?

Questions are the Gateway to Creating Visual Images

“What are some of the activities you do today that you would like to do more of in retirement?”

“What are some of the activities you are unable to do today that you would like to begin doing in retirement?”

Be Comfortable Discussing the Consequences

“Doing something costs something. Doing nothing costs something. And, quite often doing nothing costs a lot

more!”Ben Feldman

Questions are also the Gateway to Discussing the Consequences

“What would happen if the way you're currently invested doesn’t generate the return you need to fund the lifestyle you’d like to have in retirement?”

“How confident are you that the amount you're saving will allow you to find the lifestyle you'd like in retirement?”

“I use 3rd party stories and anecdotes to create visualizations

and a sense of urgency.”Tim Towery, 23 Years w/VALIC

3rd Party Anecdotes

Concerned more with the needs and wishes of others than with

one’s own

#4 Service Beyond Self

Remain Open & Flexible

Disney Gets It!

Going the Extra Mile

Enjoying the Reward

Passionate Service

Let Them Know You’ve Got Their Back

“I ask my self if I am a referable advisor. My objective is to increase

the level of service I provide.”Mark Maggio, 28 Years w/VALIC

Are You a Referable Person?

Continuing firmly in a course of action in spite of difficulty or

opposition

#5 Persistent

Ben Feldman

“You haven’t done anything wrong. You just haven’t done anything,

and that’s what’s wrong.”-Ben Feldman

No “Silver Bullets”! Objection Handling Formula

1. Listen intently to the objection2. Feed the objection back to confirm3. Question to clarify their “hesitation”4. Provide an answer to the objection5. Confirm your answer settles the

concern6. Close once again

No confidence? No persistence!No persistence? No success!

Confidence is at the Heart of Persistence

“We’ve been relentless all season…we have the mentality of having

a championship day every day.”

Russell Wilson

“I choose to make a commitment to myself.”

“I choose to see my gifts brought into the world.”

“I choose to pay close attention……..”

Jamie Anderson

“Do the most productive things each and every day. You never

know exactly who is going to buy and when.”

Tom Robertson, 26 Years w/VALIC

“Fuzzy Control”

CRISP

Credibility & Trust

Relevancy

Intelligence & Insight

Service Beyond Self

Persistence

The End!