A lesson from A.L. Williams

This short post could be long on impact if you apply it. Years ago Art Williams, founder of A.L. Williams which went on to become Primerica, a huge financial network, was looking for a way to stimulate success in his organization.

Let's face it...selling insurance is hard to do...especially life insurance. It is completely intangible, and focusing on other people benefitting from you passing away. However, there is a NEED for insurance, and Art Williams knew that because there was a need, he just needed to find a way for people to be more comfortable letting people know what they had available....something to help them combat the huge amount of rejection experienced in selling insurance. Not to mention, this was a network, so you had people doing this part time, who were not sales people to begin with but were working the opportunity to improve their lot in life.

Williams simply introduced this question to his field to begin asking.."You wouldn't want any insurance would you?" He knew that most people say NO, and that you have to get to the people who are ready to act. The field could say this easily because they were asking for the NO! And guess what? Because the field could easily ask this question...sales exploded and the company went on to become huge. Why? Because if you ask that question enough you find people that say..."maybe I would...what have you got?"

Here's the lesson: What question could you ask? "You wouldn't want a no- risk way to make some extra money would You?" You wouldn't want a simple way to lose weight would you?" You wouldn't want to have more energy would you?" You can word it however you want...but the point is..asking a simple question over and over is about all you need to do to get your ball rolling every day.