Ever been treated like this?

I am working with a client who sent me an e-mail from another agent who he was working with originally. Before he received this e-mail he was still undecided as to who to work with. The funny thing is he simply asked some questions, good questions, and stated he had talked to another agent.

Here is the first paragraph [with all identifying sections taken out].

“With all due respect, I don’t have the time nor the inclination to attempt to justify our strategies with you if you are going to turn this into a “beauty contest” with other agents or products. I’ve been there, done that and it is a complete waste of time. Our strategies are not up for debate at this point. We could use any insurance company we wanted to but with our experience, we know what is best for the client and that is our one true aim.” [Read more...]

The science of decision-making has made significant progress over the last decade in examining how decisions are made. I know I have mentioned it before, but it bears repeating — our emotions play the part of the captain of our decision-making ship. Working in the sales arena I have seen this play out in fascinating ways. That is why the vast majority of people are really bad at the money game. Money carries such heavy emotional baggage that from the start our decisions are rarely rational even though most people would disagree with this statement.

Fear, greed, envy, distrust are all very strong emotions. I recently had a potential client bail on purchasing an EIUL that strongly demonstrates this process. I know that Jeff has seen this in play with his business, as have most people in a sales position. Sometimes when you expose the process people can adjust and overcome. Warren Buffett has been making statements for years with this in mind like this; “We simply attempt to be fearful when others are greedy and to be greedy only when others are fearful.” [Read more...]