Five Ways Elite Producer’s Are Different From Average Advisor’s

Very often, I write to you about things you need to start doing. This report is a little different.

This week, the focus is on five sale-killing behaviors you need to stop doing right now. We’re all guilty of them to a certain degree, especially as newbies. And at one point, it probably cost us a sale.

These sale-killing behaviors are often what separates TOP Producer’s from average one’s.

That said, here we go…

#1. Stop being so annoyingly nice. Ever meet someone who just seems too nice? All of the time? To everybody? It’s like they aren’t human.

It’s certainly much better than someone who is always a grumpy downer. However, I find that who are always super nice and happy can sometimes trigger a couple negative reactions in others.

First, they come across as salesy. People may think it’s a projection that is forced, and therefore fake. And people don’t want to be lied to.

Second, overly nice people seem disconnected with the average John Q. Public. You want to relate to people, understand their problems and help them find a solution for them.

Instead of being Happy McSunshine with a prospect or client, treat them with the courtesy and respect. A good handshake and clear communication sets the tone that’s most befitting to your meetings.

Don’t get me wrong. A positive attitude is a great thing, and so is a sense of humor. Just don’t put up a facade with them if it serves to blur who you really are.

#2. Stop talking so much. We have two ears and one mouth for a reason. We should listen at least twice as much as we speak.

Sales meetings are about gathering information. You won’t learn a thing about a prospect if your lips are flapping all the time.

#3. Stop pitching before knowing what a prospect wants. Sales pitches are never meant to be one-size fits all. Never.

What a prospect wants may be the same as another, but for different reasons. Likewise, two different prospects may have the same reason for wanting two different things.

Find out not just what they want, but why. Tell them straight up that you are asking all these questions to get to know them, what they want and why they want it.

Start selling only when you know what they want.

#4. Stop being a salesperson (and be a businessperson). This dovetails neatly from all the previous tips.

People know when they are being sold to. They expect it from you to some degree, and that’s fine. No sense trying to change that.

What’s important is that you carry yourself as a professional and consider yourself one.

Desperation can be sensed and it pushes prospects away. Professionalism is admirable and draws people in.

A professional – no matter what their profession is – keeps an unflinching composure that is charismatic and, dare I say, cool.

What all this means is this. People buy from people they like. So it benefits you to ditch the sleaze and present yourself as someone people what to do business with.

#5. Stop a meeting from dragging on. No offense, but clients don’t consider yakking it up with you as the highlight of their day. They have other things they have to do. They have other things they want to do.

Not only that, but you have things more important things to do than dillydally with everybody you meet with.

So do both parties a favor and set a time limit for a meeting and stick to it. It’ll ensure your meetings focused only on business.

Be valuable.

John McCarthy
Managing Editor,

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Brian J. Kay, Executive Director, Leads4Insurance
921 Port Washington Blvd., Suite # 3 Port Washington, NY 11050
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