The 15-minute sales pitch: Get your prospects through triage

In this section taken from the archives of Insurance sheetJim Ruta explains how you can quickly determine whether you have a buyer or not.

Q: I only talk to two or three potential clients a day. What can I do to get more dates?

You need to be able to quickly distinguish buyers from “non-buyers”. This way you will waste less time and generate more sales. Here’s a trick to know in just 15 minutes whether to continue the interview (and close a sale) or stop and move on.

Ask this question: “Mr. Prospect, within 15 minutes you will know if you want to cooperate with me. And I know if I can help you. So may I ask you a few questions to get your opinion?”

You will then ask six to ten triage questions that will help you determine in no time whether the prospect wants to do business with you. If he likes what you say and seems to like your approach, he will listen to your advice. Otherwise, you will spend a lot of effort for nothing in the end.

You also need to know if you are able to help this potential customer. Does he want your help? Is he already thinking about his financial security? Does he like you? And you, do you like it? Will you help her?

Ask him what he thinks about aspects of life insurance. His answer will help you know if you have a buyer in front of you.

  • Would you like to know how to benefit from your life insurance without having to die?
  • If you had a heart attack, stroke or cancer and were unable to work, would you rather lose your house or lose your mortgage?
  • If you were unable to work and earn money due to injury or illness, would you know how to avoid a divorce?
  • Do you believe that the financial obligations you create while you are alive should outlive you or end when you die?
  • Would you like to know how to leave your government pension benefits (like CPP and OAS) to your family?
  • Would you like to be able to convert your “taxable forever money” into “never taxable money” for your family?
  • As a retiree, would you rather work on the golf course or play golf?
  • Would you like to be sure that you have not inadvertently inherited a loved one or that you are not bequeathing money to an unwanted person?
  • When was your last review of your life insurance policies?

Use these questions to guide the interview. Not all questions apply to everyone and the order may vary. Don’t give an answer right away. Just ask the potential customer for their opinion. Can you see that the answers to these questions will tell you if you are dealing with a good prospect? How easy would it be to ask these questions in 15 minutes?

The people you want to interest with these questions are likely to be buyers. People who reject these ideas are likely to reject your recommendations. The people who will be defensive and argue with you are probably not on the same page as you. Those who don’t “get it” from the start will give you a lot more trouble later.

So make a decision. Do you want to continue the interview and waste time without making any progress or helping anyone? Or will you devote your efforts to someone else whom you are more likely to help? As I said Maya Angelou“When someone shows you who they are, believe them the first time. “That’s exactly it.

This way you can see many more people in one day. Yes, you need to create more deals, but to have time, you need to quickly find out who wants to buy and who doesn’t. You can have more appointments because you waste less time. And you can make sales easier because you are with people who want to buy.

Once someone is a buyer, the interview naturally continues. Alternatively, to finish it off, you can say something like this: “Mrs. Doe, I feel that the time is not ideal for working together at the moment. But times change and so do people. Do you accept that I keep you on my list and that I communicate with you again one day? »

In short, after 15 minutes you go to the next call. And if the potential customer wants to sue, you’ll be in a better position to help them. With this method of sorting quickly, you will definitely multiply your sales.

This chronicle of Jim Rutaan advisor coach, was first published in the January-February 2020 issue of Insurance sheet.

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Jim Ruta’s mission is simple: to preserve, promote and advance the financial advisory profession. A former insurance consultant and head of an agency with 250 advisers, Mr. Ruta is a coach, author, podcaster and lecturer. He spoke four times at the annual meeting MDRT, including during the main conference. His specialty: supporting advisors and managers in the life insurance industry. He works with leading advisors around the world and inspires new energy in his audience with his deep knowledge and passion.

Do you have a question for Mr. Ruta? Write (in English) to [email protected].

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