Hey, I have a secret. It’s a secret phrase that gets customers to bite every time. All I do is say this phrase, and they open their checkbooks. Are you ready for this? What I say is…
You know the sales world is full of tricks and gimmicks. Everybody seems to have that magic phrase or that particular wording that’s just designed to make people buy stuff, but gimmicks are core components of low-value sales. Do they ever close a deal? Yeah, sometimes, but do they help you build trust and establish credibility? No, not at all. When a sale doesn’t build trust and credibility, what do we call it? A transaction, but not just any transaction is the kind that leaves a bad taste in the customer’s mouth. Well, guess what? High-value agencies have a secret. Also. It’s far more effective than any trick or gimmick or catchphrase. I’ve heard it from some of the best agents as I’ve traveled around the country talking to them, and now I’m going to share it with you. Hope you ready for this because it’s one word.
Here it is. Love. Yes. I did say love, and that’s the word that the most successful, fulfilled, trusted agents use. Everywhere I go they say things like, “I just want my clients to know that I love them and I’m here for them 24/7 if they ever need me or when I get up in the morning, the first thing I think about is my clients, not my goals or my quotas, and I dread the thought that maybe somebody might not be protected because I didn’t do my job well.”
Low-value agencies have a tough time understanding this concept. No matter how I try to talk about it, it seems like it’s just hard for them to wrap their minds around. Then they call us and say they want to try and get some appointments. If you guess that scheduling appointments for those agents is really, really hard, go to the front of the class, but I’m coming to you as a high-value client, myself and people like me to give our business to people. We trust people who put our needs first, and it’s not just our business, but it’s our repeat business and also all of our referral business.
So if you’re stuck in a gimmicky sales mode, please stop the people coming into your office. They’re human beings, and they need someone to take care of them and look out for them and make sure that they’re going to be okay, and if you can learn to love your people and serve them, you win, and you’re just going to have to trust me on that. So try that on and let us know how it works. Of course, we’re here to help.