Global Courant
Years ago, a large American company wanted to discover how different colors affect the human psyche. They even spent millions of dollars on this research.
You may be wondering, “Why would anyone waste so much money on something like this?”
Well, you’d be surprised to learn that they actually discovered a secret within a certain color that influenced the way their customers, employees, and the world viewed them. The bottom line is that this color, when used correctly, instills CONFIDENCE and a sense of comfort in the human mind when viewed.
Since then, this 118-year-old company has grown into a global powerhouse with engineers and consultants in 170 different countries and nearly 330,000 employees. Not to mention that 2005 brought in $91 BILLION in annual revenue.
I don’t know if anyone can give you a fair estimate of how much this shade of blue contributed to the success of this Corporate Giant… but they felt it was important enough to wear proudly in their logo.
This shade of blue is commonly referred to as IBM Blue, and as you’ve probably guessed… the company is International Business Machine Corporation, IBM, also known as “BIG BLUE!”
Little things that inspire confidence… “Why are they so important?”
As you’ve probably seen in recent years, the life insurance industry has come under attack from a minority of agents using unscrupulous sales tactics. Unfortunately, these attacks affect us all…
And it hits us where it hurts… “In the wallet.”
As soon as you say you’re an insurance agent, half the people slam the door in your face or hang up. Due to the simple fact that we are financial advisors, some people actually see us as criminals… It seems we are guilty by association.
That’s why I brought up the IBM Blue story: As a Million Dollar Leads reader, I want you to get every possible benefit. Since one of the biggest issues we face as insurance agents and financial advisors is “TRUST or the lack thereof”, I want to share with you all the little tools and techniques that will change the way your customers, prospects and leads look at you. improve.
For example, you should always use a blue pen to sign your name…Again; the whole trust factor comes into play here. You may want to consider using blue ink on the paper you use for stationery… You could also consider wearing a navy blue suit or blue tie when you meet with your clients.
I even saw that there is cologne, now called Liquid Trust, which is supposed to inspire confidence in whoever smells it. Whatever works… There’s no harm in trying!
The main reason trust is so important is… Selling to someone you don’t trust is like trying to force a square block into a round hole… “It’s just not going to happen!” You see, when you become trusted, the resistance to hearing what you have to say just melts away.
I preach about the value of being a good listener… And actually listening to what your customers have to say and what they want… If you really and sincerely listen to them and let them confide in you… you win their trust, but your commissions and referrals will grow tremendously.
Color can inspire confidence – even in life insurance
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