07 Feb 2020

The Coronavirus Pandemic – How You Can Open Cases With This Event!

Before anything, I’m not writing this so that we can take advantage of the coronovirus pandemic situation for only our benefit. I just want to emphasize that any content by us is only for the purpose of agents and advisers to do well by doing good.

The Coron-a-what?

Unless you’ve been living under a rock, you might know by now that there’s a new illness in town that looks and behaves exactly like the flu – dubbed the Novel Coronavirus.

Cross-sectional illustration of 2019-nCoV virions showing internal components

At the time of writing this article (7th February 2020), there have been more than 31,000 cases in China, and 636 people have unfortunately passed away from this contagion.

In Singapore and Malaysia, there have been 30 and 14 cases respectively, and there aren’t any fatalities yet.

So How Has It Affected Most People?

In China, nearly 60 million people are affected by the Hubei Lockdowns. People are not able to get proper access to amenities for granted.

You should know by now that it’s impossible to get (real) surgical masks, hand sanitizer, and even toilet paper.

Image from https://www.thewackyduo.com/

Everyone’s making alternative plans in their travels and even Chinese New Year visiting has been affected as no one wants to be in the same room as a cougher/sneezer.

My Perspective

Well, all that being said, the whole situation seems extremely scary and even markets are all braced to take a hit as consumer spending.

However, are things really so dire? Let’s take a look from another perspective.

We are so afraid of something that has killed more than 600 people, when there’s already an epidemic that has taken more lives, infected many more people.

And we’ve lived through that monstrous threat for the last X number of years!

That threat? The Common Flu.

Sometimes it’s just a cold, but still results in wantons on the bed.

Just to summarize, the common flu infects 3-5 million people and kills up to 650,000 lives every year worldwide.

Of course, with one new enemy to fight against, I’m not saying we shouldn’t do anything at all. But if anything, as long as you’re not in any of the high-risk infected cities, you only need to be alert and not panicking.

But I digress, the point of this article is to help you open more cases isn’t it?

The Point Of This Article – Fix An Appointment And Open A Case!

If I were still doing sales, I would prepare some hygiene supplies such as face masks (there are some sellers still stocked), hand sanitizers (you can even make your own)/disinfectant sprays and try to set up appointments with your closer prospects and existing clients who haven’t done any investment products with you.

The script to use must deliver PDI (positioning, differentiation, and intention), here’s one that might work to set the appointment:

*after some rapport building*

Hey anyway quick one, I’m calling all my best customers and friends to give them some care packs that my team and I have put together to help more people through this coronavirus period. At the same time, I also want to update everyone on how this coronavirus epidemic may affect their investments.

I only have 5 more left so I thought I’d give you a call and see if you’re free this Thursday either over lunch or after work?

Make the call and see the results!

If the prospect tries to find out more and starts asking many questions to try to get you to reveal everything over the phone, proceed to use the script:

OK, let me ask you, when do you think is the best time to invest, is it during a bull market, or a bear market?

The worst-case scenario would probably be this reply: “Uh-huh, not sure, go on”

But whatever the answer, you just have to continue with:

Actually, whether it’s a good time to invest or not, just depends on how prepared you are right?

Aiyah, we meet up already then you’ll know what I mean!

What Do You Open When You’re At The Appointment?

Once you get down to business, the whole idea is to get them to buy into 2 ideas:

  1. No one can predict how the market will react
  2. The best thing to do is to diversify and average in on a monthly/yearly basis

You know where I’m going with this right? With this strategy, you’re going to be able to open some 101 investment products or even annuity products.

This is only one strategy you can use right now (and maybe only now).

Be sure to keep following us on social media as we share more strategies like these.

Also, be sure to catch our last blog post which features a great case study with Ibrahim. Ibrahim has used our strategies and managed to finish 2019 with a top 3 in his company.

Or perhaps, you want to go back to read a classic on prospecting, and see how Chris handles prospecting like a master coach.

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