RUBY and VIC Will Help You Make More Quality Sales and Build Quality Relationships Want to make more sales?........ Call on RUBY and VIC. RUBY and VIC aren't characters in a story. Instead, they're an easy-to-remember system to keep your presentation on track and focused on the client. Often, all you need is RUBY. But if you get through these four steps without completing the case, call in her buddy, VIC, to close the case.

1. RUBY and VIC
Will Help You Make More Quality Sales and Build Quality Relationships
Want to make more sales?........ Call on RUBY and VIC.
RUBY and VIC aren't characters in a story.
Instead, they're an easy-to-remember system to keep your presentation
on track and focused on the client.
Often, all you need is RUBY. But if you get through these four steps
without completing the case, call in her buddy, VIC, to close the case.
Before you start on your RUBY-VIC guided presentation, you MUST
always do a complete presentation and a complete fact finder.
Without a complete fact finder, you're shooting in the dark.
It would be like a doctor prescribing medicine without first diagnosing the
condition and "Prescription without diagnoses is malpractice!!!"
You may end up proposing a band-aid when the client really needs a
tourniquet.

2. Okay, now you've completed the fact finder. You've learned what the
clients say they're most concerned about and have probably uncovered
needs they're not aware of.
Now, when you come back, you're ready to do business.
R.U.B.Y.
R = Recommend.
Present your proposals. What I would like to do is make some
recommendations after I have run an analysis on your situation.
Recommend with the Understanding Because and address Your concerns
U = Understand.
Watch the client's and the body language. Do they look like they
understand what you're talking about? Do they look perplexed?
Don't use "insurance-speak." Use simple, plain English, and ask the person
questions until you're sure he or she understands your proposal.
Few people will buy something they don't understand - and even if they
do, it's not the right way to start off your relationship.
B = Because.

3. This is the "reasons" part of your presentation. Reiterate in your own
words what the client has said is important. This is called mirroring. For
example, "I understand you want as much of your money to go to your
children as possible. The plan I'm recommending will accomplish that
because the second-to-die policy will produce a substantial death benefit
that can be used to pay taxes that will be due on the death of the second
person."
The "because" step is crucial because people buy emotionally but validate
logically. In the emotional part, you want to create an internal process, so
the person will want to buy from you; now, the individual's reasoning
kicks in. He or she wants to validate the positive emotions with cold, hard
facts and well-developed reasons.
Mirroring helps on both the emotional and logical side. Now, the person
thinks, "the agent really listened to me and answered my questions."
Y = You're concerns.
Show that you understand the person's concerns.
Then say;
"All we need to do at this point is address your concerns and then we'll
get the process started. So, let's answer if any of your concerns. Jim is
there anything I need to clarify for you?"
If your soon-to-be client doesn't have any concerns, you start the process:

4. "Great! What we need to do to get the process started is: "
“I need to see your Drivers Lic”.
Congratulations. Provided the case gets through underwriting, you've
helped someone make someone a new client.
Address Concerns
But perhaps the person still isn't ready. If the person says, "I'm not ready
to do anything," call in VIC. The VIC technique can save many cases that
seem like lost causes.
V = Verify.
Go back. Make sure that you've analyzed the person's needs and desires
accurately. Verify the nature of the stumbling block. I use this language:
"You have some reason for hesitating. Can you help me understand what
it is?" You need to verify what the real issue is.
By asking this question, you continue to make this a collaborative process.
I = Isolate.
Based on the client's response, you can now isolate the problem with
laser clarity. What is the real barrier?
Let's say the client says he's concerned about the insurance company's
stability and has shared with you that several of their friends bought

5. policies from companies that weren't there anymore. This might be a
good response: "Mrs. Jones, thank you for sharing that with me. Many of
my clients have felt the same way and found that they feel much better
buying a policy from Rock-solid Insurance, which is the company I am
showing to you."
Feel Felt Found
When you isolate a client's concern like this, the "feel, felt, found"
response will help you to move forward.
Now you can ask, "If you weren't concerned with the company's stability,
would you be able to go ahead?
Is this the only thing that you're concerned about?"
Especially if you're dealing with older persons, you may hear objections
like, "I don't really trust these insurance companies. They don't pay as
much as they say. How do I know I will be treated right? What if the
company goes out of business or is bought by another insurance
company? My friend thought his policy was worth a lot but when he went
to cash it in, it wasn't worth anything."
C = Cushion.
Here's where you respond to and clear up irrational objections and
misconceptions. I often say, "Many of my clients felt the same way you
do," and then gently explain why they were mistaken. That way, you
avoid getting backed into the deadly "yes, and" corner with the person.
For instance, their friend probably bought a term insurance policy and
didn't realize it had no cash value. Of course, you can't comment on their

6. friend's policy because you haven't seen it. Nor do you want to hint that
the friend is clueless. So, go back to your proposal and show that the
policy you're proposing provides a death benefit and guaranteed cash
value. Show how your plan is different.
Consider the client's viewpoint. The policy has many pages of intimidating
fine print. They want to be sure that they're not making a mistake.
When you cushion, you put their mind at ease.
Now that you've provided a cushion of comfort, ask for the order again.
You'll be surprised how often you'll succeed!
We ALWAYS do the right thing 100% of the time!