Giving you the right track to run on

CHRISISMS
A fortnightly pearl of wisdom to fast track your success

  • CHRISISM #85 - What’s Your Understanding of “Communication”?

    Since we are all in the ‘people business’, being able to communicate effectively with prospects and clients is a pretty fundamental requirement when seeking to bring people on board as clients and build strong and meaningful relationships on an ongoing basis. Therefore understanding the relative importance of the three component parts of communication is a very necessary starting point.

  • CHRISISM #84 - The Importance of In-House

    Do you typically see prospects for a first meeting in your office or in their office or home? If the answer for you is the latter, then you may want to consider the advantages of the former.

  • CHRISISM #83 - Only Sell an Appointment

    When seeking to make a first appointment with someone you haven’t met before, whether it is a red hot referral or a relatively cool lead, there are certain basic rules that need to be followed in order to maximise your chance of making the appointment – and one of those basic rules is to remember that you are only selling an appointment.

  • CHRISISM #82 - Establishing A Budget

    When I first started in the business (just over 40 years ago!), I was told by my manager that, whenever I sat in front of a potential client for the first time, I had to make sure I did a detailed budget on that person i.e. found out exactly on what their current income was being spent.

  • CHRISISM #81 - P Plater Protection (Revisited)

    Almost exactly 3 years ago in Chrisism#5 I introduced you to the concept of P Plater Protection. I believe this concept is particularly relevant (and therefore extremely marketable) at this particular time of year, namely over the Christmas holidays.

  • CHRISISM #80 - Fancy Some Free Life Insurance?

    Do you ever recommend stand alone Trauma Cover to clients under the age of 50? If so, you may want to rethink – especially given your “Best Interest of Client” duty.

  • CHRISISM #79 - Post Mortem of the Lost Sale

    In the event of you failing to do business with a potential new client, how analytical are you with regard to identifying the reasons why that business did not eventuate? Or do you just shrug your shoulders and move on to the next prospect?

  • CHRISISM #78 - Three Simple Steps

    Are you on a mission to keep things as simple as possible for your clients – or are you inclined to make things as complicated as possible in order to justify the certificates on your wall?

  • CHRISISM #77 - Grudge Purchase vs Fantastic Opportunity

    How often have you experienced the onerous burden of the negative perception of this thing called ‘insurance’? So how would you like to be able to create a paradigm shift in the way your clients view their personal protection package, so that instead of viewing it as a grudge purchase they came to view it as a fantastic opportunity? Well, in order to do this, I will first of all have to create a paradigm shift in the way you view your clients’ personal protection package.

  • CHRISISM #76 - Protection NOT Insurance

    Have you ever been engaging with a potential new client and imparting what you believe are really valuable and important messages, but for some reason you don’t seem to be getting through to them and business isn’t eventuating when you feel it could and should have?