Insurance agent and business owner walk into a bar

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It’s the holidays, so we can be light. If a business owner and an insurance agent walk into a bar, what could happen next? Suppose you are the insurance agent.

1. Be confident. No sagging. Straighten your clothes. You never know who you might meet.

2. Walk to the bar. Find a seat. You are not going to drink alone. It’s so sad. As a successful agent, you never know where your next customer is coming from.

3. Start the conversation. There’s a guy in a suit sitting next to you, watching the TV news. You are tempted to introduce yourself and ask, “What are you doing? But opt ​​for a more delicate approach instead. You look at your drink and say, “Finally, a chance to relax!” It was a difficult day. You stop talking. Your glass will not respond.

4. The guy responds. The man in the suit turns around and says, “A hard day for you too?” What made it difficult? “

5. You agree. “It’s my busiest time of the year. The phone never stops ringing. You ask him, “What is your reason.

6. The guy opens up and asks a question. “I own a toy store. December is usually our best month, but supply chain issues mean I can’t get the stock I need. He then asks: “What are you doing?

7. You tell your story. “I am in the health insurance business. You’ve seen these advertisements running on open Medicare registration on TV. That’s what people call. They want free dental care and go to the doctor they hear about.

8. The guy is complaining. “Don’t talk to me about Medicare. It’s one of my biggest benefit expenses and the costs are out of control. There is nothing you can do about it.

9. You see an opening. “It’s not as desperate as you might think. There are many different types of plans and there are plenty of companies out there to compete for your business. But you don’t want to talk about this. Tell me about your supply chain issues.

10. Now the guy is interested. “Maybe we should talk about medicare. How come, there are plenty of plans and plenty of providers. Why didn’t anyone tell me?

11. You set a service threshold. “How long have you been with your current supplier? When was the last time they called and compared the plans? “

12. The guy says he’s not getting a serve. “I’ve been with these guys since I started my business 10 years ago. I only hear from them if I make the first call. The guy I bought from left years ago and the agency was swallowed up by another agency.

13. You make a mental note. Hmmm… if he started this toy business 10 years ago and is still in business, he is likely to be quite successful. Ten years of history make him an established company. He has been through the pandemic lockdown and is not talking about fighting. There might be an opportunity here.

14. You offer to help. “Listen, this is neither the time nor the place to speak right now. We came here to relax and forget about our problems. However, I think maybe I could save you some money. How can I contact you? ”

15. He offers a card. “My business is in this brick building at the end of the block. Here’s my card. If you can cut my spending, that’s something I want to know more about. “:

16. You make an appointment. “What time do you arrive at the office?” Around 7:30 am? Fine. I will be there tomorrow.

17. You change the subject. “Let’s talk about your supply chain problem. You’ve probably heard the news. The traffic jam at the ports is being resolved. I think as long as these freight containers are at sea or in port, no one gets paid. Manufacturers want money on hand. They will move heaven and earth to make the delivery. The big question is whether they’ll get it for you in time for Christmas. Have you called your suppliers and made noise? It’s the squeaky wheel that gets the grease.

18. He responds positively. ” I like your way of thinking. I’m glad we met.

Sometimes it’s that easy, other times it’s not. You weren’t arrogant. You focused on learning about their problem and helping them. You offered them a way out of the conversation.

Bryce sanders is President of Perceptive Business Solutions Inc. He provides training on HNW client acquisition for the financial services industry. His book “Captivating the Wealthy Investor” is available on Amazon.

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