In the last post, we explored the importance of the presentation introduction. This week, I thought it would be interesting to talk about the insurance presentation itself. Specifically – your communication strategy. Because it’s not just what you say, but how you say it that matters!
Mark Twain once said, “I’m opposed to millionaires, but it would be dangerous to offer me the position.” In other words, if the offer was right, he just might take it. The same is true of your prospects. So, so often, they’re intrigued by your offering, yet they never take the next step. Why? The “offering” may be intriguing but the “offer” isn’t compelling – or worse yet, it doesn’t exist. There’s no good reason to do anything more than continue thinking.