Your Best Sale Ever! part 1

Happy Friday!   We will get back to reviewing closes in a few days... promise!   I want you to take a few minutes to think about your best sale ever.   Are you still waiting for your first sale? It's coming!   Let me tell you about one of my best sales ever .  I was about 26 years old selling insurance/annuities and had gotten a lead for an older couple and the son was going to be there.   The lead said "difficult" by the son's name...sometimes too much information is not good but I had an overabundance of enthusiasm and never pre-judged what a lead looked like...   I simply went thinking I could help them...aaahhh...to be young and naïve once again!   I pulled up to the driveway of a very nice house and the husband and wife were in a garden of beautiful roses.    "My mom would have a fit over these roses.  Lady Banks...right?" I began.   "A man that knows his roses...are you into gardening?" the husband asked. . "Only when my mother makes me.  You guys work too hard for me!" I answered laughing.   "A good son!" added his wife. "Speaking of sons, ours will be here in a few minutes. He insists on being involved as we contemplate making some changes to our financial picture. We have been retired for 4 years and lost quite a bit of money in all of the financial calamity."   "Yes, he insists on being here. Not sure if he is trying to protect us, or preserve our money to make sure we leave more to him," said the husband with a huff.   Can you say tension?   Just then, their son pulls up in a hurry and blurts out, "I hope you guys have not started without me, and for God's sake haven't signed anything!"   "We were waiting on you and just talking about their beautiful roses. My name is Brandon Clay," I said extending my hand that was left un-shaken.   "Roses, huh? Step one, build rapport, step two...fleece two elderly people, right? I've been in sales and I know how this works. Your business card says you are a insurance and annuities specialist - what does that mean exactly?"   Can you say antagonist?   I resisted the urge to meet his cynicism with defense or offense. Instead I did what I knew to do...I used my authentic voice;   "My primary role will be helping your parents provide for their current lifestyle needs, protect their hard-earned wealth from additional risk, and preserve it to be passed on to future generations. I understand your suspicions about the current state of affairs.   There were decades when people like your parents did all the right things, following what appeared to be sound advice...and then the game changed dramatically. That is regretful, but saying sorry to someone that has lost wealth is a small consolation.   What needs to happen now?   I believe a thorough review of your parent's resources, their risk tolerances and needs/goals should be blended into a comprehensive plan that can be implemented and, more importantly, understood by all involved."   Awkward silence.    Actually, not awkward for me.    I had already disconnected from the outcome of the sale and figured the worst thing that could happen is that I walked out with some rose clippings to give Natalie...   To be continued on Monday.   Some of my more devout followers will know that this true story is told in the 3rd installment of The Sales Crumbs Trilogy...Feasting on Sales Crumbs (shameless plug, but it is full of autobiographical stuff of my sales and life journey!)   While you know there will be a happy ending to this story (and yours!), it is how we get there that matters.    The best things in life are the things we work for and earn through adversity...using our gifts and skill.    Make no mistake, we will all take an "easy sale", but only the more difficult ones can qualify as... Your Best Sale Ever!    Until Monday, I wish you Money, Power, Success!