Filed Under:Life Insurance, Sales Strategies

Get strong: How authenticity builds closing power

Welcome to the end of our series on the new Truth Standard in financial services. In prior columns, we discussed the importance of:

  1. Never misrepresenting a competing advisor, product, or company.
  2. Never fear mongering during the sales process, especially about government benefits.

In this column, we turn our attention to the role of authenticity in implementing the Truth Standard, a process that will make you a better, stronger advisor. The opposite, of course, is appearing to be weak to your prospects (and consequently get a lot of sand kicked in your face). Here’s why that happens:

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Nichole Morford

Nichole Morford
Managing Editor

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