Harnessing the power of storytelling is one of the key ingredients of closing. No successful producer pontificates on tax facts to convey planning strategies to a client. There are five bullet points outlying a good story: the background, the journey, the obstacle, the solution (with a hook) and the results.
Third-party examples of client experiences are powerful and persuasive, more so if those examples are your family. Steve and Dr. Jack reveal the storyteller's message that opens the conversation to the planning idea you want to convey.
The views expressed here are those of the author and not necessarily those of ProducersWEB.
Reprinting or reposting this article without prior consent of Producersweb.com is strictly prohibited.
If you have questions, please visit our terms and conditions
Steve Savant is the host of the daily producer show, Let’s Get Down to Business, and the weekly consumer show, Steve Savant’s Money, the Name of the Game. Both shows are sponsored by Ash Brokerage. Steve is the #1 online author and videographer of insurance content. Steve has been cited on FO... More
Steve Savant recently shared that The 4 Phases of Growth & Career Satisfaction with Wayne Cotton, author, speaker, MDRT & Top of the Table producer on Let's Get Down to Business http://youtu.be/vV_Q37jt3y0