Be prepared
If you are going after a client, do your homework. It sounds simple, but how often have you tried to wing something or dazzle a client with only your charm and wit? Know something about the company and its competitor. Know the industry. Know the market changes and how they affect your clients’ business. Know how you can help them.

If clients present you with a question you can’t answer, don’t say, “I don’t know.” Those three words will instantly kill your credibility. It is better to say, “I must enlist the aid of someone who is an expert on this topic, but I will get back to you.” If you promise to get back to them, do so in a timely manner.

Be honest
Honesty appears to be a lost art. Establish yourself as the honest, ethical salesperson or broker. Clients always appear to be shopping interest rates or looking for a better deal. But if you come across as being trustworthy, you will get those clients, their future business and their referrals.

Make eye contact with clients. Shake hands when you meet them. People don’t trust a person who talks too fast or won’t look them in the eye.

Deliver what you promise. If you say you will call a client back at a certain time, do so. If you are late, you are giving your competitors the opportunity to step in where you fell short. Punctuality is key and builds instant trust.

If you are looking to just count customers and commissions, you will have short-term success. If you are looking for longevity, you must build rapport and relationships with your customers. They will feed you for a long time.

Talk pleasantly to everyone. Tell everyone what you do. Be proud of your profession. Lastly, don’t say bad things about your competition; it is a small community, and when customers shop around, they tend to embellish what was said.

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