Category 9: No Better Time Than the Present Breadcrumb
These are topics a person brings up then puts off. Explore ways to follow up on these statements.
Category nine of breadcrumbs, no better time than the present. You know when somebody's talking and they're going on in the conversation and they go, "Oh, remind me sometime. I've got to tell you this story. I just got back from Chicago." Or they might say, "Wait, Eric, you work for that company, right?" They say, "Oh, it doesn't matter now. Remind me sometime over a drink. I'm going to tell you I'm familiar with that company." We're having a conversation. Something peaks their interest and they want to bring it up, but then they don't think it's important enough and they go, "Remind me sometime." There is no better time than the present to say, "Wait, tell me what your experience were with that company. I have time. What happened in Chicago?" There's no better time than the present. Do you realize over 95% of the time when somebody makes that statement to another person, what they typically do is go, "Yeah, I'll remind you sometime."
What it looks like in your world, you're doing a portfolio review and you're going along and you say, "Do you have any questions?" They say, "No, no. This looks good. Thank you. Remind me when we're done, I wanted to ask you about something with my life insurance." We say, "Great, let's just get through that and then I'll ask you." What I want us to think about is that's what the scene is on their stage right now and how easy it is if we go, "We'll get you a review. I'm curious, what's your question on life insurance?" What? They'll lighten up. That's where they want to go. That's where they are on their scene. There's no better time than the present to get on their stage with those category nine breadcrumbs.
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