presentation Archives - Don Connelly & Associates

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

May 2, 2022 / by Russell Collins / Connelly Corner, Presentation Skills / 0 comments

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.

When Asking for a Commitment, Make Up Your Mind in Advance

January 9, 2014 / by Don Connelly / Presentation Skills / 0 comments

Of all the presentations given by Financial Advisors to prospective clients on any given day, how many end up with no commitment being made? We’ll never know. Of all the presentations which end up with no commitment being made, how many end up that way because the Advisor didn’t ask for the commitment? We’ll never know that either. But we can take a pretty good guess and we can also guess why.

See Your Presentation Through

September 30, 2013 / by Don Connelly / Presentation Skills / 0 comments

You’ve worked hard to develop and tweak your presentation. You’ve given it and heard it countless times. But your prospective client hasn’t. It’s his or her first time through. Don’t get bored with your good stories and don’t get lazy.