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So, you have made it through the prospecting game. You made your cold calls, sent out your mass mortgage mailers, invited people to your coffee-sponsored seminaries, you qualified responders as being serious prospects and have set the appointment.

Now what? You have done all this work, are you sure you are going to get their business? In this article are 5 closing techniques to help you solidify the deal and make the sale.

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1. Quality Demonstration - If you are going to take the time to give a demonstration, be sure that you listened to your potential client's needs and interpretations of what they expect to get out of your appointment. There is nothing worse than explaining variable life insurance and all the different cash options and disability waivers ... to find out they only have a budget of $ 50 per month. So, listen and then tailor your demonstration to focus on their needs and to resolve whatever void they need filled. Do not get too wordy. The best demonstrations have few words, but are very poignant.

2. Small-closures - Through the demonstration, try to get periodic "buy ins" and acknowledgments that you are on track with solving their needs. Ask for their opinions, ask open ended questions; Be sure to engage the potential client. If you can make many small closures through the sales process, then when it comes time to pull out the application, they will not be beaten or caught off guard. When they ask a question, re-state their question. This does two things: it lets the potential client know that you are listening to their concerns, but it also restates to them what they have just said is their need. So, when the time comes for you to discuss possible solutions, such as term insurance to cover the mortgage, or a wrap-around disability income policy to replace the rest of their income, then they can not back out and say that it is not A concern.

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3. Between 1 and 10 - This has got to be one of the greatest closing lines ever. It is easy to do, and it forces the potential client to sell themselves. When you have finished your demonstration, you simply turn to your client and ask them, "Between 1 and 10 ... 10 being 'I am ready to fill out the application and never worry about how my family will financially survive if something should happen To me '... or 1 being' I wish you would leave my house right now '.... where do you fall? And no matter what they tell you, you ALWAYS answer, "Really, a" #? " Why so high? "Even if they tell you a" 4 ".... you answer," Really, a 4? I thought you would be a 3, you had your arms crossed and did not seem interested in anything I was saying. Why are you so high? What made you choose a 4? "

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And then let them answer. Even with a low number, they will point out the features that they liked. They will point out the solutions that worked best. They will also tell you what they did not like ... and then you can move forward from there. If they were turned off by the price .... them give them other options. If they were turned off by the fee structure of A-share mutual funds, then tell them about B or C shares.

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4. Suggest / Recommend - This is not so much a closing technique as it is a phrase that sets you apart from others by presenting you as the expert. Think about the times you have heard people use this phrase with you. Typically most large oil changing stations will say at the end of their "12 point inspection", "I recommend you flush out your steering fluid or use a fuel injector cleaner". What happens is that, they are recommending this to you, which gets you thinking, "hmm ... they are the experts, perhaps I should listen to them". Versus someone saying, "you NEED to do this." That phrase turns us off. "I do not NEED to do anything!" When you are sitting with a prospective client and you have finished your demonstration and they have agreed that they need to begin a college savings plan, or invest in a sound life insurance policy, the...