A former General Agent and guest Home Office lecturer, he has also chaired GAMA’s Agency Management Training Council for the greater Chicago Area.

We have developed a system proven in over 50 years of use in different cultures, countries, and languages; now brought up to date through the latest in computer technology. As a result, you do not have to memorize a talk, and you can't forget what to say or how to say it. You can't put things in the wrong sequence. In short, all the things that in the past were causes for a lost sale, even though you had a good client and a good system, no longer can happen We can safely say that, if you prospect properly, you should approach a 100% closing ratio.

So often as a general agent, I heard agents complain of data gathering systems that were either: too dry, too hard to use or too simple, and always not sales oriented enough. How do you make the transition from your case presentation to the close?

I looked for a way to automate my success, a system, something that would work and work all the time. A track to run on! Over the years, I realized it must have some key universal ingredients to work consistently. I found such a vehicle, and soon discovered why it was able to attain a very high success rate of sales to presentations, and why it was able to place over 10% of a major company's sales force in the MDRT at a time when only about one half of 1% of the agents in the business were qualifying.

The secret was to incorporate the closing process into the fact finding procedure. In order to accomplish this, the following ingredients were necessary:

• Interactive client involvement, making the client an active partner in the data gathering process.
• Creation of a graphic image that changes instantly as the client moves through each phase of the data gathering process and sees the impact his answers make on his planning needs.
• Correction at the time of fact finding, "real time" graphic feedback of changes and their effects on the plan.
• Input of the spouse; the ability to feel and think about the decisions they make now, for the long term welfare of their family.
• Minimum, can't do without, "hand to mouth" planning.
• Verification of funds for problem solving. It doesn't make sense to develop a plan if it isn't affordable.
• Proper client selection, married couples with dependant children.

This is a wonderful business to succeed in, and a terrible one in which to fail. Wouldn't life be great if you had a sale, or more, each and every week? Well, now you can.  This system is truly easy to use. "User friendly," yet complete in its ability to determine:

• Client feelings
• What the client has
• How it is arranged
• What he wants to accomplish
• If he has the financial ability to fund a solution

At the same time, the system reveals to the client his status visually, so he can relate to the situation, while it enhances the professional image of you, the agent. Best of all, the close begins automatically at the start of your fact-finding session.

Back to top