Clear advice makes sales easier

The primary role model for me was MDRT member John F. Savage, CLU, of Toledo, Ohio, USA. Savage, who is now deceased, was a superb teacher by nature, and I enjoyed chatting with him. 

Savage’s book, “The Easy Sale,” explained how he sold as a life insurance agent. He used a lot of graphics, notably circles, to simply illustrate concepts. Savage believed in KISS, or Keep It Simple, Stupid. That’s a good adage to follow if you’re an advice giver. You’re not impressing clients or prospects with big words. Save the jargon for when you’re talking to your friends in the business.

When you’re talking to potential clients, speak their language. I’m not saying treat people as though they’re stupid or talk to them as if you’re stupid. For me, I think of it that you talk to clients the way that you’d like to hear advice from a doctor. For example, when a doctor is explaining your diagnosis and the best way to take medicine for it, you want to understand what your doctor is saying. You don’t want medical jargon, and it will likely impede your ability to follow your doctor’s advice.

See more ideas that helped make Jim Rogers successful.

It’s the same thing for good financial advisors as well. Keep your advice and recommendations simple for clients so it’s easy to understand and you don’t confuse and bore them with technical jargon.

James Rogers, of Vancouver, British Columbia, Canada, has been an MDRT member since 1974. He’s also a Top of the Table member and the 2008 MDRT President.

For more ideas on explaining complex topics simply:

• Watch “Selling millions in life insurance a month” — an excerpt from a classic MDRT Annual Meeting presentation by John F. Savage, CLU. “Suit up, gang — You’re starting” is the full presentation that’s available in the MDRT Store.
• Watch a “Sales idea: A simple drawing for explaining complex topics” to learn how drawings help an MDRT member explain complex topics. (MDRT member exclusive)