The key to success in many businesses is serving a number of clients needs. If you're not serving your clients needs on many levels, they may look elsewhere. So, don't be afraid to ask a few extra questions. Some of America's most successful fast food restaurants don't miss the opportunity to ask their customers, “Would you like fries with that?” or “Would you like to make it a combo?”
These are some conversation starting questions to ask which may open the door to cross-selling opportunities:
1. What sort of interest rate are you earning on your savings?
Are you happy with that rate?
2. Have you lost any of your retirement savings in the past few years?Are you happy with that?
3. Do you have any 401(k) money sitting with a former employer?Do you want more control of that money and how it is allocated?
All of these are good questions, because many people have lost money in the fluctuating economy. Some of your clients may now be interested in taking extra steps to protect their savings, which in itself can draw that additional sale. If the clients say they’re not interested in learning about fixed annuities right now, the original sale is still intact. It could also mean a future sale, as the customer thinks about the questions and later calls back interested.
Asking an additional question of your customers costs you nothing, but rather many times it creates big results in the end. Learn more about how to enhance your life insurance and fixed annuity sales with MyTrainingPartners.com. Register using the customer code: PAIS.
Please note that in order to provide a recommendation to a client about the liquidation of a securities product, including those within an IRA, 401(k) or other retirement plan, to purchase a fixed or variable annuity or for other similar purposes, you must hold the proper securities registration and be currently affiliated with a broker/dealer or registered as an investment advisor. If you are unsure whether or not the information you are providing to a client represents general guidance or a specific recommendation to liquidate a security, please contact the individual state securities department in the state(s) in which you conduct business.