Ask Yourself 3 Qs before seeing the prospect

Before seeing the prospect to talk insurance to him/her, we should ask ourselves 3 questions:

1. Why should he/she buy it?

2. Why should he/she buy from me?

3. Why should he/she buy from me today?

If we could not answer them, we got little chance of success. If he did not have the need, or had not enough realisation & understanding, then he is not an ideal prospect. If he did not have faith in me, then he would not buy from me. And if he did not have that sense of urgency, of course, he would not make the decision to buy at the point.