Clip: Respond quickly, even when you don’t have the answer

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

This is another thing I’ll say. We have had trouble sometimes with folks who don’t want to respond because they don’t have the answer. And that is something you have to not do. You have to respond even if you don’t have the answer. So for example if I get a request in I don’t know the answer I’m going to respond to that person and say hey got your request. I’m checking into this. I’ll be back to you shortly or I’m checking into this. When do you need this by. So immediately responding to that. So they know I got their response and I am working on their question or their issue and not waiting. Sometimes people will get a response and wait. It can be 24 hours before they get the answer. Well that’s too late to respond to somebody in our world. So we’re looking to respond right away and at least tell them hey we’re working on this. Yeah. Well and at that point you also can understand what their expectation is you know maybe it’s like well I didn’t need that for two weeks no big deal. Great I don’t have to light my hair on fire and go chase down that answer versus somebody else that you know I need this by noon today to make a decision on X Y or Z. That’s right don’t I mean don’t assume everything’s a rush but if you don’t know when somebody is looking for it and then ask when they need it by you know. And oftentimes when you do have the answer then immediately respond with the answer then you look like a hero.

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