TURN PROSPECTING INTO PROSELYTIZING

I just finished up a call with an LTC specialist. At the beginning of the call, we determined that I was not in her territory. She then proceeded to spend over an hour with me. She updated me on the latest statistics in the LTC world and the trends in the industry.   

She outlined the pros and cons of different planning approaches, including the one she reps. She gave me a full rundown of underwriting criteria and how she coaches her advisors/clients through the process.  

She shared with me the new Post-Covid conversation she is sharing with advisors to help them position LTC when Nursing Home has become synonymous with pandemic hell. She told me where to go to get the quotes I need and offered to review them with me if my source doesn't give me enough detail.   

Did I mention that I am NOT in her territory, and I CANNOT work with her? 

I mentioned that I didn't want to take too much of her time…and she shut me down. She said, "This is an important conversation, and everyone deserves to understand the risks of not planning for LTC. I want to help in any way that I can. And in this industry, it all comes around in the end." 

She is right, of course. And she is playing the long game!   

She is sharing her talent and knowledge with the world regardless of the outcome, and she's been doing this long enough to know that she will make a good living in the process. She doesn't have to keep score and limit her "wasted" conversations with advisors outside her territory. 

Does that sound familiar? She has defined her "Gift to the World" and shares it from the rooftops. She KNOWS that every conversation with an advisor or client about LTC planning raises awareness and prepares at least one more family for the risk of an unprotected LTC event.  

In case you are wondering…the wholesaler in question is Carolyn Saunders. She is an LTC trainer and reps the Money Guard Asset-based LTC product line for Lincoln Financial Distributors. (If you would like to learn more, you can reach her at: [email protected]) 

If you are at all familiar with The Intentional Advisor Community, you know where I am going with this! 

Carolyn has realized that she has a highly specialized superpower that she shares liberally with the world. She sleeps well at night knowing that families are protected because of her work. She has a calling, not just a job schlepping product.  

If Carolyn can make an impact with her one specialty area, what kind of impact can you make by sharing your insights with a potential client? What if your initial client meeting was a Discovery EXPERIENCE where you helped them explore their fears and values, document their goals and resources, and share your insights with them in writing about how they can improve their financial lives? Whether or NOT they were going to work with you.  

Prospecting should be like proselytizing!     

You should believe in what you do SO MUCH that you can't help but share the good word! You should know in your heart that an hour with you will help a person/family so much that you would recommend it to everyone you know! 

You have in your mind a treasure trove of strategies to improve the lives of others. Instead of feeling like you are pitching, selling, taking, you should design your process so that you are giving, serving, and advocating.  

With Purpose, 

-Lucila 

PS If you want to find out more about our turn-key process to help you give your gift to the world AND get hired for advice in one meeting, check out The Discovery EXPERIENCE Online Course. 

The Discovery EXPERIENCE is a gift to anyone who experiences it and will set you up perfectly for the close with the RIGHT clients. Getting hired doesn't have to be hard, and it doesn't have to feel sleazy. I have taken the guesswork out of creating a high-value, emotionally significant initial client experience.  

You can learn more about The Discovery EXPERIENCE and all of our other courses HERE. And feel free to reach out if you have any specific questions: [email protected]