by ralph heppner
When meeting with husband and wife and before you can even begin the financial needs analysis small talk discloses he has $100,000 coverage and he says that is enough coverage, she will get by. Take your yellow pad and write the figure $100,000 across the top and tell the couple he has just died and ask the wife how she will spend this amount over her lifetime. Then be quiet -- silence is the best close. I tell you 9 out of 10 times an open discussion begins and you will leave with a sale on both of them.
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