6/1/2004

Tips for Building a Successful Estate Planning Practice

by Allan Gersten

The moment a prospect goes silent and their eyes glaze over, it’s over. You’re not going to get the sale. At the close of a life insurance presentation, it would be interesting to ask clients summarize in their own words what they had just heard. How many could even come close? How many would just shake their heads? How many wouldn’t even try?

Having been in life insurance sales for 30 years, I’m impressed by the way we have talked our way out of a high percentage of possible sales. If our prospects come away confused, how do we expect to close cases?...to view full article download original pdf

Return to News/Articles