Does a New Year make you a bit pensive? It does me. I reflect on the past year and think about what I can do better this year. I read words of encouragement as an uplifting way to go strong into the new year. Things like “Sometimes the smallest step in the right direction ends up being the biggest step of your life” and on the sales side, “If people like you, they’ll listen to you but if they trust you, they’ll do business with you.” or “Don’t deliver a product. Deliver an experience.” You may have heard some of these, but they always help me get pumped for the upcoming year.
During my marketing planning this year, I was working on our quarterly themes, what we will be talking about: the simplicity of IUL, the term wave, Key Person benefits and IUL. All very exciting! But then I started thinking about what we really sell. We sell products yes; but what we really sell are promises.
- The promise that a child will be able to attend college without a struggle
- The promise that a family can remain in their home when going through a challenging time
- The promise that a business will continue to help support hard working families
- The promise that the bank loans will be paid off
- The promise that there will be groceries on the table
- The promise that at least one parent will be there for the family even if one has passed unexpectedly
We make strong, fierce promises that affect our clients, friends and family members. But the question remains. Are we making enough promises? Are we talking with enough of our clients, friends and families letting them know that they can make a promise to the ones they love? I think not. I think we need to do a better job of offering these amazing promises. We need to let more people know. Make this one of your intentions for 2019; to let more of your clients know they can make a promise to the ones they love.
“You already have every characteristic necessary for success if you recognize, claim, develop and use them.” Zig Ziglar.