Clip: Going beyond weather reporting

Clip from Episode 38: Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence:

Oftentimes in my early days I would go out you would tell a customer well I have this and that I have this product and I have this place I can obtain it. And at the end of the day all I was doing is what we call weather reporting. And everybody can weather report. Everybody can walk in and say and give out ten different facts about their company or their business and what they do. But that’s not what I’m talking about here. I’m talking about having them think about you in a different way. So I started to think about what I want from my customers. And I decided to answer that question. And but to also answer that question without them asking me that question and I’ll give you example. So instead of going in and talking to my my customers about you know I have this product that product I went in and said Listen I’m here to help you to deliver the best possible solution for your customer because I knew that’s what they wanted. I knew ultimately they could never say no to not wanting to do that everybody wants to deliver the best product to their customer and help their clients get the best solution. And then the second thing that I realized is that all of us are looking for somebody to help us. So I said well wait a minute I’m not here just to help you deliver the best product for your customers I’m here to do that. But in addition I’m going to help make your job easier.

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