{"id":17461,"date":"2019-10-16T13:09:00","date_gmt":"2019-10-16T18:09:00","guid":{"rendered":""},"modified":"2019-10-16T13:09:00","modified_gmt":"2019-10-16T18:09:00","slug":"match-your-advice-to-your-clients-personality-type","status":"publish","type":"post","link":"https:\/\/blog.lifeinsurance-orleans.ca\/index.php\/2019\/10\/16\/match-your-advice-to-your-clients-personality-type\/","title":{"rendered":"Match Your Advice To Your Client\u2019s Personality Type"},"content":{"rendered":"\n
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We meet with a lot of people in our line of work, and we need to learn about them quickly and adapt like chameleons when presenting solutions to them. <\/p>\n

Client personalities typically fall into four distinct categories:  the driver, the intellect, the feeler and the amiable. If you tailor your advice to meet your clients\u2019 personality types, you\u2019ll have more fruitful interactions that expand your opportunities for success. To implement this concept into your practice, begin with an examination of the four personality types and categorize your clients accordingly.<\/p>\n

The Driver<\/h2>\n

We\u2019ve all worked with the driver or boss, the client who has plenty of their own ideas and wants those ideas to influence every decision. Let these clients take the lead and simply facilitate the conversation toward the right solution by asking probing questions.<\/p>\n

If you are discussing life insurance, you don\u2019t need to spend time telling them why they need insurance, because they already knew that when they sought you out. Acknowledge their drive and success and ask some questions along the way, such as \u201cHow much income do you want and how much do you want your family to have?\u201d and \u201cIf you didn\u2019t come home tomorrow, what would happen to your family?\u201d<\/p>\n

The Intellect<\/h2>\n

The intellect, or brain, wants to understand all facets of their plan, down to the dividends on the third line of the 12th page of the fourth illustration you gave them.<\/p>\n

When you work with an analytical person who will dissect everything you share, less is more; otherwise, they will be compelled to read every detail. Placing 25 pieces of paper in front of them and asking for a business decision on the spot will make them uncomfortable. They process information better when discussions are conceptually based. Provide ample disclosures later on, but in early meetings the general concept of a policy is more relevant than the minute details.<\/p>\n

The Feeler<\/h2>\n

When working with the feeler, lightly tugging on their heartstrings can go a long way.<\/p>\n

Use phrases such as, \u201cI\u2019m sure you don\u2019t want to leave your family. You said you would feel horrible about that.\u201d Make your interactions and recommendations more palpable by breaking life insurance policies down to the day \u2014 \u201cSo what you\u2019re telling me is you\u2019re willing to set aside $15 a day to protect your family?\u201d or \u201cI need $100 a day from you, Alex, but I know that\u2019s not a problem.\u201d The feeler relies on emotions, how a plan or situation would look and feel, and if they can comfortably envision that solution in their life.<\/p>\n

The Amiable<\/h2>\n

Finally, there\u2019s the amiable, or the drifter. Many advisors mistakenly think the amiable is the easiest client to work with but, in my opinion, they present the most significant challenges.<\/p>\n

When you sit down to begin planning, they have that deer-in-the-headlights look. You lead with a product, break out a brochure and say, \u201cYou should put away $500 a month into this plan.\u201d They may not object and they may even return the application, but it feels too easy. <\/p>\n

Ninety days later, you see your client canceled the policy so you contact them to ask what happened. They may say something like, \u201cMy uncle said $500 a month was too much for insurance. He\u2019s paying $99.\u201d Now you have to backtrack, try to repeat the process and explain the value proposition.<\/p>\n

Amiable clients don\u2019t want to upset anyone \u2014 you or their uncle \u2014 so sometimes they do nothing. The sooner you can identify this personality type, the sooner you can adjust your sales methodology to offer solutions that fit their needs. It seems counterintuitive, but you should take the most time with amiable personalities to ensure they understand the value proposition of a product such as life insurance and why they should follow through with your recommendations.<\/p>\n

If your prospects do not have a plan in place, it\u2019s simple to exceed their expectations. You don\u2019t have to be perfect;  you just have to help them become more confident than they were without a plan. Approach your clients based on their needs and personality type, so they know your relationship and advice fit their unique situation. Remember, we don\u2019t sell products; we simply identify problems and create solutions.<\/p>\n

Read the original article at InsuranceNewsNetMagazine.com<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

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