Well today is October 28th. Do you know what happened on this date? Well
AppMan©
knows.
The Statue of Liberty (French: Statue de la Liberté), was
dedicated on October 28, 1886, a monument commemorating the centennial of
the signing of the United States Declaration of Independence, given to the
United States by the people of France to represent the friendship between
the two countries. It represents a woman wearing a stola, a radiant crown
and sandals, trampling a broken chain, carrying a torch in her raised
right hand and a tablet, where the date of the Declaration of Independence
(JULY IV MDCCLXXVI) is inscribed, in her left arm. And Lady Liberty
should be a constant reminder of the many liberties we have. One of them
is the Liberty to Choose.
So I’ll be happy to give to you an idea that’s worked wonders for me, not
only in sales and in gratification for what it can do for others, but even
more, an idea that has appealed to my clients like no other suggestions
I’ve ever made to them. The Liberty to Choose.
Assume, I’m speaking to a grandfather, and believe me, there are thousands
of grandfathers out there ready for this one! I say to my prospect, “For
just a moment, think about the gifts you give your grandchildren from time
to time – bicycles, dolls, computer games, other toys, clothes. Now shift
gears, if you will. Go back to memories of your own father and
grandfather. What gifts do you remember the most? Was it the toy you got,
the material gift of the moment, that’s still in your memory? Or is it the
lasting gift that taught you personal values, that gave you a deeper
understanding of life-lessons that have lasted you a lifetime?
“Let me give you an idea I know you’ll want to consider. I know you’ll
want to choose. Let me show you how you can buy immortality in the hearts
of your grandchildren. One day your grandchildren are going to need
insurance on their lives for the benefit of their families as their
parents needed insurance on their lives and just as their grandfather
needed insurance on his life."
“Well, if that’s the case, AND IT IS! Why not guarantee that insurance
will be in place when they need it and grant them the opportunity to
purchase more insurance, regardless of their insurability? Why not start
those youngsters off right now when the child is young, strong and healthy
on a policy that costs only pennies on a dollar – and not only that, a
policy where the premiums be paid-up in 20 years?"
“And just think, at a time in
their lives when their families are growing up and they have a need for
the security that only life insurance can provide, long after you and I
are gone, instead of paying thousands of dollars for the insurance you can
give them right now, they get a notification from the insurance company
telling them they don’t have to pay any premium that year – not one red
cent! And the fact that they are older and perhaps having a change in
their health status won’t make any difference, nor will it matter if they
serve in the military or have dangerous occupational hazards. Yet while
the insurance is still inforce without paying anything, the cash values in
the policy increased year after year. All this as a yearly reminder that
once there was this wise old guy – their grandfather – who made it all
possible!"
“Talk about buying immortality! Talk about family heritage! Talk about
teaching these kids the importance of security and love! That’s the kind
of lasting gift I want for my grandkids. The kind of gift I want to
choose. That’s a gift, my friend, not for the moment. That’s a gift for a
lifetime!"
“Why don’t you let me put it together and let me show you how it’ll work
for you!”
Hold it! Hold it! Hold it!
AppMan©,
what you’re saying sounds like it has the credibility of a political
promise or a TV wrestling referee. It doesn’t make sense. Sounds like a TV
commercial where the client has a remote control, and the announcer says,
“Don’t go away,” and everybody does. They’ve already switched you off.
They’re polite but not listening.
AppMan's© answer to this is we need to have them understand the tomorrows
they are protecting, today!
Let’s get back to old-time selling with needs and desires and showing the
client what we’re talking about. I’ve been in the business many years now,
and I’m back to doing what I did when I started. Selling kids policies…but lots of them and with big premiums, primarily to those grandparents
who have the Liberty to Choose. They’ve got the money and want to
do something for the grandkids while at the same time doing something for
their own kids.
AppMan©
personally knows of one agent that does this very thing with Financial
Markets, Inc. – over 100 paid policies!
How many grandparents can you list right now? Are you a grandparent? Have
they, have you, given a gift for a lifetime?
So keep in mind Lady Liberty and remember your clients have the Liberty
to Choose. The Liberty to Choose you! Give them the
opportunity to do just that!
Written by: AppMan©
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