How to Achieve MDRT Through Power Closing and Handling Objection by Dr Rizal Naidu
If you are an insurance agent who wants to boost your sales and achieve the prestigious Million Dollar Round Table (MDRT) qualification, you need to learn the secrets of power closing and handling objection from Dr Rizal Naidu, a motivational speaker and trainer from Malaysia who has been in the industry since 1976.
Dr Rizal Naidu is the author of the book \"Power Closing\", which reveals his proven techniques and strategies for overcoming any objections and closing any deals with confidence and professionalism. He has shared his insights and experiences with thousands of agents across Asia, helping them to achieve their goals and dreams.
In this article, we will summarize some of the key points from his book and explain how you can apply them to your own sales process. You will learn how to:
Develop a positive mindset and attitude towards selling
Build rapport and trust with your prospects
Identify their needs and wants
Present your solutions effectively
Anticipate and overcome common objections
Use power closing techniques to seal the deal
Follow up and maintain a long-term relationship with your clients
By following these steps, you will be able to increase your conversion rate, generate more referrals, and achieve MDRT in no time. Let's get started!
Develop a Positive Mindset and Attitude Towards Selling
The first step to becoming a successful insurance agent is to have a positive mindset and attitude towards selling. According to Dr Rizal Naidu, you need to believe in yourself and your products, and never give up on your goals. He says: \"Believe in yourself and don't underestimate yourself. I started my career in the insurance industry in July 1976. There was nothing impressive about my achievements at first because I only managed to close seven (7) and eight (8) policies consecutively for my first two years in the industry. It seemed that my main obstacles were transportation, lack of knowledge and experience, but I kept being inspired by my own life purpose. I made it as a motivating factor for me to keep moving forward. What was in my mind was to achieve a breakthrough in my career as an insurance agent. Some people say that I was destined for success, but believe me, it was not easy for me to become what I am today. I always buzzed these words in my mind: 'BELIEVE IN YOURSELF AND NEVER GIVE UP.'\"[^1^]
You also need to have a positive attitude towards your prospects and clients, and treat them with respect and sincerity. Dr Rizal Naidu advises: \"Always remember that people buy from people they like. Therefore, you need to be likable. Be friendly, courteous, polite, respectful, honest, sincere, helpful, enthusiastic, cheerful, optimistic, confident, professional, knowledgeable, trustworthy, reliable, dependable, etc. These are some of the qualities that will make you likable.\"
Build Rapport and Trust with Your Prospects
The next step is to build rapport and trust with your prospects. Rapport is the feeling of connection and harmony that you establish with another person. Trust is the confidence that you inspire in another person that you are credible, competent, and caring. Without rapport and trust, you will not be able to persuade your prospects to buy from you.
To build rapport and trust with your prospects, you need to do the following:
Show genuine interest in them and their lives
Use their names frequently
Mirror their body language and tone of voice
Find common ground and shared interests
Give compliments and appreciation
Listen actively and empathetically
Ask open-ended questions
Avoid arguments and criticism
Show empathy and understanding
Respect their opinions and values
By doing these things, you will make your prospects feel comfortable and valued by you. They will be more willing to open up to you and share their needs 061ffe29dd