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6th Sense Proposals

Topics such as "How to sell like hell," "Presentations that change the game" "Break the rules, make new rules, and be heard through the noise" "The Comp Contrarian - become a Workers' Comp Guru" "Change the conversation. Capture the account."

+_)(*&^%$#@! QUOTE

Preston Diamond Preston Diamond , 12/12/2013
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I just couldn’t use "that word" to start this blog. 

Asking the right questions to get the right answers is the high-payoff way to start. Many of these blogs address this issue. If you don’t have the 100-Plus Blue Chip Questions To Ask, e-mail me (preston@ and I’ll send them.

However, this blog addresses a critical issue that arises before you ask questions and gather information: how to avoid quoting.  Here’s how:

1. Purge the word "quote" from your insurance vocabulary. Well, there is one exception:   Agree with your prospect when she says, "I want a quote or words” or something similar. Then tell her: “"That’s a very good idea, Ms, Business Person. Each of us wants what we see and understand as our best value. This certainly includes getting what we pay for when we buy insurance." 

2. Be the challenger. not the challenged. You’re the insurance person. Disrupt the status quo. Break the rules and make new ones. The overriding rule to break is that each prospect thinks they must get a quote to change agents. 

Why do they think this? You know the answer. You and other agents have trained buyers that this is the right way to purchase insurance. To get beyond this, tell the prospect:

“Ms. Business person, when the time is right that you are very attractive to insurance companies. Whether you choose to stay where you are or work with us, if we’re a good business fit, we’d be happy to discuss how we can reduce your insurance costs. What’s more, we can help you maintain high-level damage control on your property, keep lawyers out of your business, and make sure you have effective systems and processes to care of workers who suffer an on-the job injury" 

Change the conversation. Don't change habits. Change how you think. 

Take these small steps this week, so we can focus on the word “+_)(*&^%$#@!” next week. 

PS: Feel free to question and challenge this blog by e-mailing me (preston@
or call me at (828) 274-0959.