The benefits of Payment Protection should remind us that any customer could have a life-changing event creating a declining financial spiral which may negatively impact themselves, their family and their financial well-being. Therefore, to ensure that we are having the conversation and offering Payment Protection 100% of the time, here are some of the declining financial situations that could be …
Value has to be Weight More than Price!
Like the “Laws of Justice”, where Justice is the result of the fair and proper administration of the law; so goes the value someone receives when they pay compensation for products. As the scale above illustrates; when your customer pays for a product, the scale (or price) for that product should get lighter than the value or benefits they receive. …
Stop selling; Start educating
Every day we have an opportunity to provide outstanding service to our customers if we would “stop selling” and “start educating”. Most people are aware of Payment Protection Insurance (Credit Life and Credit Disability), many have purchased it in the past; however, some may not see the value. Why? Because we may be trying to sell and not educate our …
Offer Payment Protection from Your Heart
Every client is different; therefore, mention the best features and benefits of Payment Protection in your offering and customize it specifically for their unique lifestyle. This, of course, is essential; however, one thing should also be consistent with each Payment Protection offering; “Offer Payment Protection from your heart”. Believing in the product and the value it may bring to your …
Ask the Tough Questions
When disability occurs, income will decrease; however, monthly expenses continue and medical expenses occur. Help your customer make the right choice. Sometimes we have to ask them the tough questions to ensure they are protected. The choice is theirs! Ask your customer what bills will they need to stop paying in the event of disability and income reduction? …
Here’s The Simple Truth
The simple truth is we spend more time planning our weekend activities and our annual vacation than we spend on planning for a life-changing event. Sometimes we need to put things in perspective and think about how not planning for death or disability could impact the rest of our (or our families) lives. Why do we do this; common sense. …
The True Benefit
Customers don’t buy products; however, they invest in value. What represents value to every customer is different and no matter what the cost, if value is presented, they will buy. The question is this, “are we always providing our customers with value by explaining the true benefit?” Payment Protection has many benefits; but if we don’t present what is most …
“Accidents do kill”
“Accidents Happen” and typically, accidents are out of our control. In fact, according to the National Safety Council, accidents are ranked as the #1 cause of death for those ages 1 through 42. Accidents are also the fifth-leading cause of death across all age groups, topped only by heart disease and cancer. It’s not always the heavy-machinery operators, high rise …
Your Blueprint for a New Year!
Well, here we go again; another year has passed and the hope of the coming year is ahead. As many of us do this time of year, it’s a great opportunity to reflect upon the successes and challenges of 2017 and look ahead to the opportunities of 2018. It doesn’t matter what your personal or professional accomplishments were this past …
Ethics First
It seems, during this past year, the Financial Services industry has been under the microscope for inappropriate solicitation and sales of financial products and services. We know how valuable Payment Protection can be for our customer; however, it’s also a question of ethics; how are we advertising, soliciting and offering protection products? Years ago selling was characterized by the Latin …