I was raised by a salesman, and you could say that selling is in my blood. Between boy scouts, sports teams, and school clubs, I have sold a bunch of different things. I have sold light bulbs, first aid kits for cars, doughnuts, fertilizer, toothbrushes, and I sold them all door-to-door. When I graduated from the University of Maryland, the first thing I wanted to do was sell, and within two weeks, I got my wish.
I was hired by the New York Life Insurance Company and I never doubted that life insurance was a necessary product. Unfortunately, I had difficulty convincing others. After all, it’s kind of rare to wake up, yawn, stretch, and proclaim this: “I kind of feel like buying life insurance today!”
As a matter of fact, as a life insurance salesman, my phone rang exactly twice in my three years of selling insurance. The first time it rang, I was thrilled; I had a client actually looking for life insurance! The second time it rang, I responded by asking this: “What did the doctor tell you today?”
It doesn’t take a great deal of skill to help another person who is already looking to make a change. It does takes a great deal of skill, however, to help someone find the desire, and the courage, to change before a loss or failure occurs.
- The person who becomes ill, and cannot buy life insurance, knows this.
- The person who receives a DUI, and loses his or her license, knows this.
- The person who struggles with relationships, and loses his or her job, knows this.
- The person who fails to make difficult business decisions, and then loses his or her company, knows this.
In a sense, you have two basic choices. You can tell someone what it is that he or she must do to avoid a catastrophe, or you can wait for that catastrophe to actually occur. Neither are viable choices if you actually care about the person you seek to help. The fact that people will avoid addressing problems until they become large problems, is not a reflection of stubbornness, or even procrastination. It is human nature. If you truly want to help someone, there is another way.
True selling doesn’t focus on what is; it focuses on what if?
The words you are looking for to begin your questions are this: “What if…?”
- The person who feels well and can buy life insurance needs to be asked, “What if you get sick?”
- The person who drinks and drives, yet has never received a DUI or lost his or her license needs to be asked, “What if your luck runs out?”
- The person who has never lost a job, even though he or she has no desire to fit in, needs to be asked, “What if you are placed on a team with a manager who feels fitting in is of paramount importance?”
- The person who owns a successful company, yet has become lazy about keeping the company up-to-date, needs to be asked; “What if the company doesn’t keep pace with the companies of tomorrow?”
It’s been many years since I worked for New York Life, but I credit that company, and that industry, for teaching me this invaluable lesson: the art of helping someone else make difficult, yet proactive, choices. The irony is that often, you will be pursuing a conversation about a problem that doesn’t even exist yet. Starting down that path with a simple phrase like, “What if…” could truly save someone from his or her own lack of foresight. That’s a conversation worth investing in.
What do you get when combine energy, enthusiasm… and great content? You get a “Pocket Sized Pep Talk!” Tune in and you’ll hear a collection of BLArticles®, conversations, and interviews that are sure to teach, motivate, inspire, and dare I say, entertain! https://podcasts.apple.com/us/podcast/pocket-sized-pep-talks/id1497772972
I had the pleasure of appearing on Robert Miller’s, Follow Your Dream Podcast and thoroughly enjoyed the discussion. We go way back in this conversation to my first memories of performance… at age four! I’m sure you’ll enjoy it! https://follow-your-dream.simplecast.com/episodes/rob-jolles-superstar-salesman
I also mixed it up with a wonderful podcaster, Terry McDougall on her Marketing Mambo show. As she puts it, we “Cha-cha-chatted!” If you want to hear sales and marketing go toe-to-toe, you’ll enjoy this show. https://www.buzzsprout.com/1569061/8172686-the-art-of-influence-in-sales-and-marketing-with-rob-jolles
I recently did a podcast with a wonderful, new, and up-and-coming star named Jahmaal Marshall. His podcast is called, “Listen Then Speak.” I’ve done a lot of podcasts, but we got into topics I rarely talk about, and I’m quite sure you’ll enjoy the show! https://podcasts.apple.com/us/podcast/listen-then-speak/id1550684472
I’ve appeared on the “Small Business Advocate Show” with Jim Blasingame for almost 20 years now, and you’ll find dozens of our conversations on his website. We just sat down a few weeks ago for a great conversation about selling fundamentals and the strategic use of stories. Here’s a link to over 100 interviews done over the years, including my most recent interview that explores our many behaviors we display that are based more on a default mechanism than actual logic. https://www.smallbusinessadvocate.com/small-business-experts/rob-jolles-134
We posted a video series on delivering amazing online presentations with my friend, Jeremy Webb. We go over some great stuff including:
- How to Select the Best Equipment for Online Presentations
- Pro Tips for Sustaining Interest in Online Presentations
- How to Look Like a Pro!
- Public Speaking Anxiety Tip
- Virtual Office Setup for Online Presentations
You’ll find the whole playlist here: https://www.youtube.com/playlist?list=PLRO7BsBDl6oL-6ZPW3O01x-g5PiR38ljL
I was recently interviewed on the “Salesman Podcast,” which was a lot of fun. If you’re looking to Change Minds, check out this podcast: https://www.salesman.org/the-simple-step-by-step-process-to-influence-anyone-with-rob-jolles/
I loved talking about the book, Why People Don’t Believe You on a podcast that I’m sure you’ll like called Onward Nation: https://predictiveroi.com/podcasts/rob-jolles/
After 30+ years as a professional speaker and trainer, one of the most common questions I get is this: “How do we make sure the training sticks?” Take a moment and listen to this podcast; “SalesChats” with John Golden. If you want to know why most training fails, listen up! https://www.youtube.com/watch?v=KR3dDOlTK7U&list=FLxBXKhqz0xBwbUPMqNthAJA&index=2&t=1293s
Great BLart Rob! Enjoy the 4th
Thanks Ben. As an insurance man, I thought you might enjoy it!
Loved it when you presented this material at CNM on Tuesday, and at the time I thought it would make a great Blarticle. How do you get people to see the power of “What if?”?
Great question Sarah. The first step is to establish trust. A “What if?” scenario requires it. Then, don’t stop with just one question. Follow that “What if?” with more questions about the problem you are tracking. Thanks for posting Sarah!
Well said Rob!
Neil
Having shared a stage with you once or twice, I appreciate you adding your voice my friend. Thanks for posting Neil!
Good piece, Rob. When I lived in Vermont 30 years ago, a friend told me she accompanied her husband on one of his life insurance sales calls once and had to leave because she was laughing so hard. He went through the policy provisions–if you lose your eyesight and survive the loss…if you lose a leg and survive the loss…–and all was going well until he said, “If you lose your life and survive the loss, the policy will pay you $X.” Neither her husband nor the client cracked a smile, presumably because neither caught it, but she about exploded with laughter. Helluva “what if.” Paying attention during a life insurance sales call would be a really good idea…your BLarticle made me think of that story. Thanks.
Your story brought me back to my insurance days because I also sold disability insurance. I sold it, but I didn’t understand it completely until one of my clients went out on a longterm disability. He lost the use of his legs and on top of his monthly payments a check arrived at my office for $100,000. The fact is in my three years of sales I never had a life insurance policy pay out, but I never forgot when that disability policy kicked in, and took care of this man and his family. To this day I think it is an undersold, and critical policy for all those whose employment is counted on to keep a family in their own world. Thanks for posting and making me think of this story!
Dear Rob,
Found this article of particular interest…like you…started my career journey as a Metropolitan Life Insurance Agent for 2 (two) years (innocently in the student study hall at GMU when I noticed there were vendors set up discussing career opportunities….knowing the importance of life insurance (father passed away when I was 16; my brother was 15)…sounded like a good idea. To this day (work for another Fortune 500 insurance company.. for 39 years)…enjoy talking about life insurance with individuals and couples…and about the risks that goes along with life in general. It’s sometimes a difficult conversation with some…and quite rewarding…when you see individuals make provisions for their spouse or family…should “what if” happen…my father loved his family (always felt blessed)…and yet…he only planned modestly.. for the “what if”… my mother worked until she was 65 years old (passed away shortly after)… if you don’t plan ahead…for the sure event…the consequences can be tragic…
I was hoping this BLArticle® would catch your eye. Stephen is my insurance agent and the best insurance agent I’ve ever done business with. I’m not alone because all in the city of Great Falls, Virginia know of Stephen Dulaney, and his State Farm office. We go there because he not only know the ins and outs of insurance, Stephen and his team provide textbook customer service. Thanks so much for all you do for us, and for posting.
Very interesting and well stated for many situations. Right. On!
Thanks Victor. I always appreciate knowing the BLArticle® catches your eye, and moves you to post now and then. Right. On!
It’s been a while since I’ve spoken to high schoolers, but my favorite way to start a presentation to them has always leaned heavily on those two words: “What if… you could be anything you wanted to be?” The question is still applicable to everyone of us as we get older, but many of us forget it’s still in our quiver. Thanks for the reminder, and another thought provoking Blarticle my friend.
JV
As a man who walks the walk on being anything you want to be, that’s one powerful message you are walking in with. For those who don’t know of JV Venable, Google him! He’s a a 25-year veteran of the U.S. Air Force who served in three combat operations, and author of the brand new book, Breaking the Trust Barrier. Imagine the electricity when this guy takes the stage! Thanks for posting JV.
Rob, thanks for the reminder on the “what if”. I will move on the next life change in the next week or so.
Thank you for sharing your invaluable lesson. Well said! Now I need to learn more about “the art of helping someone else make difficult, yet proactive, choices.” A related example is my recent article regarding mask and vaccination. I know these are controversial issues; frankly speaking, I exhausted the resources, esp. when national health authorities and other influential voices still struggle with the masking- and vaccination-defiance force. I respect any individual’s choice and understand the inconvenience. However, for ending the pandemic, we need to take some unpopular yet effective means. If I read this article earlier, I’d think more and dig more.