Testimonials

The best additional information that you can use is a testimonial.  These will help you close more sales than any other piece of additional information that you can find.  People will do things that their peers are doing.  If you are talking to a single mom of two kids, and you can show her a testimonial handwritten, by a single mom with kids, then that will help her understand how necessary this coverage is.

Most of the testimonials you get will not be that good.  But ask for them anyways because you will get some good ones that you can carry with you everywhere in your presentation folder.  You can just use a regular piece of paper from your illustration pad.  Here is how you do it.

How to Ask:

“Mrs. Prospect, while Mr. Prospect and I finishing up some things, can I ask a favor of you?  I can see that you both understand the importance of this insurance and why it is necessary.  (Start sliding the piece of paper and pen to her)  I wanted to ask you to write a quick letter telling why you looked into this coverage and why you felt it was important.  Also, if there is any other information you want to write in there about the coverage or the company, feel free to do so.  Could you do that favor for me?”  (She will undoubtedly say yes!)

How to Use:

“You know it is funny that you mentioned that Mrs. Prospect.  I have had a few clients that have felt that same way; can I share with you what they found?  I met with Mrs. Jones a few weeks ago and she asked that same question, however after thinking about it she decided to go with the policy, and here is why.  (Read the testimonial to her.)

They are that easy.  However most agents do not get testimonials because they are afraid they will take up too much of the client’s time.  That is not true; you have helped them, now they will want to help you.