9. Find The Problem
Simply look for the problem! When you find the problem, make sure that you have identified it! That you recognize it and you understand it so well you know the price of doing something about it, and the price of doing nothing about it. Pinpoint the problem! Problems have price tags!

10 Fit The Right Solution To The Problem
Your work is to make the financial product fit. You know, when you buy a pair of pants, or a pair of shoes, you don’t just buy any pair. You make sure the fit is precise. Like a tailor with a bolt of cloth, you must make the product fit.

11. Keep Your Solution Simple
Sell a package – a very simple package designed to do a special job.
Sell a policy designed to make sure a spouse will never be dependent on the children, a policy designed to convert bricks and steel back into dollars, so a family ends-up with cash instead of frozen assets. I repeat, sell very simple packages! Merchandise – simple clean-cut packages. Regardless of size!

12. Sell Softly
Don’t back your prospects into a corner and force them to make decisions. Don’t push. Lead. Be a leader! "Let me put this together and you take a look."

13. Ethics And Honesty
Always remember that ethics and honesty are proven to pay best! The best interest of the client always comes first.

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