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I was replying to your post that life insurance is always "sold", never "bought"...
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Bob LevineI actually read Bill Good and Anthony Pagniello myself. For laughs, I still get out my casettes of, "wouldn't it? couldn't it, isn't it, wasn't it, shouldn't it."
One thing we have to keep in mind: there are aspects of their lives that determine their timeline, having nothing to do with insurance. It could be - family matters, job-related situations, relationship situations, etc. Depending on how well they know/like/trust us is how much they will open up their "vault" to us.
I do find that the "take away" as it were, works better than the "many successful people" routine.
"let me think about it"
OK. What I'll do is follow up with you on Tuesday. See if you have any questions. Fair enough?
if "NO"
then, OK, take care (I've forgotten them as soon as I hang up.
if "YES"
OK. Talk to you Tuesday. THAT'S IT. ECONOMY OF WORDS.
#1 is right. People come out of the woodwork sometimes, when you least expect it. It's because you let them make decisions on their time line, not yours.
RESPECT. IT WORKS.