You need to show them all the tricks that bankers, brokers, accountants and attorneys play on them. It’s like this:
If a magician shows you how he cuts a lady in half, can he ever trick you with that again? No way! So, for example, if you show them how brokers and bankers purposely do things to harm them for the banker’s or broker’s own benefit, they know that you would never do it to them because you’ve just shown them how the trick works. You wouldn’t try to trick them with something that they already knew about! You look like their knight in shining armor.
Let me give you an example: Let them know that the banker or broker could have easily titled their account to bypass probate but didn’t. No cost. No hassle. But they didn’t do it. Why?
Explain to them that the reason POD’s and TOD’s weren’t disclosed was so that their account would stay with the banker or broker during the 6-month to 2-year + probate process. Why? So the banker and broker could make money on them when they are dead. These skeptical retirees are ticked at everyone but you. By letting them know how the whole system works, you have a friend for life.
The 87% That Are Untouchable!
WAIT A MINUTE! HOW CAN YOU TELL THEM THESE THINGS IF THEY ARE PART OF THE 87% THAT ARE UNTOUCHABLE?
That is the point Malcolm Gladwell makes in his book, Tipping Point. The only way to reach these people is to create a marketing system that spreads like an EPIDEMIC! Can you ignore the Black Plague by simply not answering your phone or not going to a seminar?
No. If the Black Plague existed today in epidemic proportions, you would not be able to hide from it anywhere. Not in your home, your basement or under your bed. Nowhere.
So you must create the equivalent of an epidemic. (See next article on how to create an Epidemic of prospects)