Have you read this week's risk read?Are Mark's words ringing in your ears? Do you have any magic potion to resolve this one?? Will there always be some people happy to be negligent towards their families? Give us your views? Click on the comment link below-right.
Peter Wincott
General Manager - the risk store
5 comments:
I solved that problem many years ago by just having three A4 size pictures in by presentation book. One was a picture of a totally flattend Holden that was run over by a concret truck and the other two were pictures of coffins. Sonunds a bit dramatic but I just said to the prospect "That could have been you and this is what your wife would have to decide upon, the white one or the black one, do you want her to be in this position knowing that she can't even afford either?"
i'm a massive fan of the stats. If you are in front of a husband and wife, just begin with: "stastics show us that one in three people will die of cancer. that means one of us in this room".
I actually sold a trauma policy at a dinner party after saying that!
I totally agree, those with existing insurance understand what it is for & why they should have it! On the other hand, as long as you've attempted to provide the procrastinator with an understanding of what personal insurance provides & why he shloud have some then you've done your job. You can't win them all.
In my experience procrastinators will put off making decisions unless they have to. So only give them 2 choices:
1. Do nothing; or
2. Put a plan in place today.
They are the only choices. Pushed into a decision most will choose the logical one.
We had 2 cases over the last 2 years where clients said come back next week & both had died in accidents before the adviser came back the following week.
Good ideas from "anonyymous" using photos for getting the hardened procrastinator to move. Further to my article on my procastinator, I gave him another call and this time I didn't get voice mail. He has now committed to proceeding in mid may, but I will still need to play him like a wiley trout.
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