The File Note: How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales

The File Note - How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales

At the conclusion of my previous guest post – “Making Every Initial Meeting with a Prospect Successful” – I mentioned that if I could point to one thing that increased my closing rate to 9 out of 10, it was the file note. This in effect acted as a pre-presentation vehicle and I believe it motivated people to really look forward to our next meeting and my eventual recommendations.

Here’s how to start using the file note to increase your life insurance sales.

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How to Increase Your Life Insurance Sales Making Every Initial Meeting with a Prospect Successful

How to Increase Your Life Insurance Sales Making Every Initial Meeting with a Prospect Successful

When people meet with you for the first time, subconsciously they have four questions that need to be answered. They haven’t thought about these questions in advance but they cross their mind during that meeting. If they are answered, this will ensure that there is not only a second follow-up meeting, but also presents the immediate opportunity to develop a long-term relationship:

Do I like you?
Do I trust you?
Are you competent?
Are you the sort of person who will put my best interests before your own?

In addition to these four questions, I believe that a person would also have to be thinking to themselves “this adviser makes sense!” if there is going to be an ongoing relationship.

How to make every fact-finding meeting a success

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Put Success in Perspective, Be Humble and Believe in Yourself

Don Connelly audio blog post

One of the challenges we all face is staying humble in the face of success. We work very hard to attain success. Stay humble when you do, and you’re going to be successful. I have a story I love about being humble, about putting success into perspective. It’s a story about the Vancouver Winter Olympics.

Watch this video or read the transcript below to learn the story about two Alpine skiers who achieved their two, very different goals at the Olympics.

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How to Increase Your Life Insurance Sales through Preparation

I am of the opinion that one of the major stumbling blocks for new (and, surprisingly, even more experienced) Financial Advisers in conducting successful initial meetings with prospective clients (as well as review meetings with existing clients) is the lack of proper preparation.

In recent years Dealer Groups have introduced a one-size-fits-all templated fact finder document to be used by their advisers in both initial and ongoing discussions with prospective or existing clients. In terms of compliance requirements, the dealer group needed to protect itself from possible future litigation down the road and therefore many participated in designing the questions that their advisers could ask.

From my experience, I believed that there were two problems with this approach.

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Educate Clients about Market Volatility so They Can Confidently Stick to the Plan

Educate Clients about Market Volatility so They Can Confidently Stick to the Plan

Happy New Year from all of us at Don Connelly & Associates! Hopefully everyone will enjoy good health during the new year, achieving great success both personally and professionally.

As promised, this week we’re posting the second part of the recap blog post, covering two more popular topics our community of Advisors was most interested in during 2020 – market volatility and how to communicate with prospects and clients about it. We’ll also share a few stories and analogies you can use to convince clients to stick to the plan, no matter the market conditions.

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Working Mostly Online in a Post-pandemic World Is Especially Hard on New Advisors

Working Mostly Online in a Post-pandemic World Is Especially Hard on New Advisors

This turbulent year is almost over and looking back, we see a few clear trends of topics that interested Financial Advisors the most on our blog during 2020. We’d like to share some of them with you now, in case you missed them the first time around.

Here are the first three topics most requested and read by our community of financial professionals in 2020.

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Making Sure You Make the Most of Market Uncertainty – What Advisors Read the Most on the Blog

Market Uncertainty – What Advisors Read the Most on the Blog

As you very well remember, we had a quick and severe market downturn in March and April 2020, followed by the greatest stock market rally in the history of the stock markets. Naturally, clients are panicked because of the market uncertainty. Regardless of where the DJIA closes today, we know for a fact that there will be another bear market – we just don’t know when.

To help you prepare yourself and your clients for what inevitably lies ahead, we bring you the top 10 most-read posts on the topic of market volatility, falling markets and growing your business in a post-pandemic world.

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Top 10 Posts Financial Advisors Read the Most on Our Blog in 2018

Top 10 Posts Financial Advisors Read the Most on Our Blog in 2018

As 2018 is coming to an end, we decided to do a quick recap of the top 10 posts that thousands of Financial Advisors and Wholesalers read on our blog throughout the year. They are on various topics – from practice building, to prospecting and relationship building, to establishing trust and storytelling.

We hope this quick recap will help you finish the year strong and give you some pointers on how to improve your practice in 2019. Enjoy!

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Building Healthy Relationships with Clients – Six Steps Financial Advisors Should Take

Don Connelly audio blog post 1

As an advisor, how high you go is dependent on your ability to maintain long-term relationships. There’s no activity more crucial for the success of an advisor than relationship building. To help you evaluate your relationship building and management skills, I’d like to share a few of Don’s top podcasts on the topic. Hopefully, they’ll give you some food for thought and actionable steps you can take to improve your practice and create loyalty among clients.

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What Financial Advisors Read The Most on Our Blog in 2016

What Financial Advisors Read The Most on Don Connelly’s Blog in 2016

Did you know that you are one of over 30,000 Financial Advisors and Wholesalers who have read Don’s blog posts in 2016? We decided it’d be great to close our blogging year by bringing back to your attention the top 10 blog posts that our community enjoyed the most during the past year.

Top 10 posts on Don’s blog, published in 2016

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