Fwd: “I’ve Got a Relative in the Business”

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From: "Mark's Morning Motivation" <motivation@chattertonworld.com>
Date: 27 Jun 2014 05:26
Subject: "I've Got a Relative in the Business"
To:
Cc:

 

Did you know that there's a simple way to avoid the fruits of your labour being picked off by another advisor?  Have you had the experience of investing a lot of time and effort into developing a relationship with a prospect  over several meetings with additional hours spent analyzing their situation and developing a tailor made recommendation only to have the outcome be something along the lines of "I have a brother in the business" or some such similar answer?

If you have had this experience you know how frustrated and cheated you feel!   But more than that, you might also feel a little foolish for not having "seen it coming", or found a way to "stop it at the pass".  Well there is a way, and you'll be amazed at how simple it is!

Before going into an in depth fact find you simply say words to this effect;   'In order for me to do the best job possible for you and to make sure you don't have any blind spots in your insurance / risk management program  I'm going to have to ask you some very personal and probably tough questions. If after my analysis I find that there's a gap between what you have and what you want, can I have your commitment that you'll fill that gap with me?'

Most people are honourable, and will keep their word.  If they're just tire kickers or really don't want to share all their personal information with a close relative, but ultimately want to give their relative the business, then best to know up front.  Reading their body language will give you all the information you need as to how to proceed!