All right in this section I wanted to focus on an email that we got in because we get a lot of emails.

This is one that came in that has to do with my insurance Lead Tsunami. It’s from Robin. He says I’ve been a buyer all of my life. Now I’m a salesman and I’m ready to make money. How do you change from being a buyer to being a super salesman quickly? It’s a good question because first of all there’s nothing wrong with being a buyer if you’re buying the right stuff.

I think you’re going to talk about this in your TKO today. Being a buyer is fine. What you need to do obviously is learn how to sell stuff. In fact we have a friend of ours who does a great job at developing friendships but they don’t sell anything and therefore all the relationships they create are worthless. Here’s what you need to do. Just one little tip to help you close more deals when you get the leads in.

Obviously we’re talking about how to get leads in but if you don’t close them then it’s worthless. Basically what you need to do is develop a list of questions. I want you to put down three to five questions that you can ask to a prospect that will lead them to the conclusion that they should be buying from you.

Now the important thing to remember here is why am I talking about questions? Because, and this is a truism of all sales no matter what industry you’re in. when a prospect is talking a prospect is buying. This is perfectly illustrated in The Apprentice from time to time.

When Donald Trump will be in the Board room and he’s sitting there and people are attacking each other and he starts defending somebody. He starts defending Joe Schmo over here in the corner saying, “I think you did a good job.” He’s attacking somebody else saying, “I think you’re attacking Joe Schmo unjustly.” And what does Joe Schmo do? Joe Schmo’s an idiot and so he starts talking. He interrupts Donald Trump while Donald Trump is defending him.

And Trump, whether you like him or not, he’s a smart guy. He tells Joe Schmo why are you doing that. Why are you interrupting me while I am basically defending you? Joe Schmo goes I don’t know; because I’m a stupid idiot that’s why. The point is when a prospect is talking then they are buying so don’t spend all your time shoving your sales pitch down their throat.

The fastest way, to answer Robin’s question, to become a superstar salesperson is to ask the right questions and help them come to the conclusion that you are the one that they need to be buying from. Now, one of these questions, clearly if you’re selling against another agent or advisor you have a previous relationship.

There’s a strategy called the preemptive strike that I share in a video that I actually filmed at Pearl Harbor. That video is coming out tomorrow so if you are not opted in to this email list then you need to opt in and tomorrow I will give you in specific detail everything you need to know about the preemptive strike questioning technique and how that will help you become a superstar salesperson.

The first thing you need to do is first identify three or four questions that will lead your prospect to understand why their current situation is bad and why they should be doing business with you. That’s today’s Insurance Lead Tsunami helping you close the leads that you’re generating.