Sales Masterclass from Bon Jovi

Yes, I learned a lot about sales from Jon Bon Jovi - inspiration can truly come from anywhere!

Many years ago I heard an interview where he was asked why their music was so successful and he explained his writing philosophy: Great anthems start with a great refrain, and the purpose of the lyrics is just to get you back to that refrain…People forget lyrics, but they always connect with a great refrain.

SHOT THROUGH THE HEART AND YOU’RE TO BLAME, DARLIN’ ___ ____ ____ _ ___ ____!

Even if it was just in your head, you sang the rest, didn’t you?!? Can you sing the first verse without looking it up? When I play that little song clip to kick off a sales training and challenge the group to keep it going, they ALL can finish the refrain, but maybe 1 out of 20 people will get the first verse (and, no, it’s not “Johnny used to work on the docks”).

This is similar to the Anchoring Bias we discussed in Driving FPP #6 - the refrain is what we “Anchor” to and form our opinions around. This also builds upon the messages from the last two months - your financial success is based upon your ability to earn an income and the decisions you make with that income.

INCOME is the refrain we need to help prospects and clients anchor to, and we need to continually bring them back to, throughout the planning process. Income is the refrain, and each PX module is a verse that brings them back to the refrain.

🎶🎼🎸🎤 Sing it with me!!

“Achieving each of these things you mentioned is 100% dependent on both your ability to earn an income, and the decisions you make with that income, balancing your lifestyle needs and desires of today with these longer-term priorities.”

DI: If you lost your ability to earn an income due to an illness or injury, even if it was just for a year or two, the probability of you being able to achieve your goals decreases significantly.

“Achieving each of these things you mentioned is 100% dependent on both your ability to earn an income, and the decisions you make with that income, balancing your lifestyle needs and desires of today with these longer-term priorities.”

Life Insurance: If you died, would it be important to you that your family can still maintain the lifestyle you’ve been able to provide?

“Achieving each of these things you mentioned is 100% dependent on both your ability to earn an income, and the decisions you make with that income, balancing your lifestyle needs and desires of today with these longer-term priorities.”

Retirement Accumulation: As you accumulate toward retirement, it’s important to have a clear picture of the life you want to live at that time and accurately model it out so you can align your actions today with the outcomes you want in the future.

“Achieving each of these things you mentioned is 100% dependent on both your ability to earn an income, and the decisions you make with that income, balancing your lifestyle needs and desires of today with these longer-term priorities.”

Asset Location and Down Markets Matter: When you get to retirement, would you be more worried if you ran out of assets or income? (h/t: Tom Weilert)

“Achieving each of these things you mentioned is 100% dependent on both your ability to earn an income, and the decisions you make with that income, balancing your lifestyle needs and desires of today with these longer-term priorities.”

OK, my song isn’t exactly a banger Bon Jovi anthem, but you get the point…

Having income as a continuous touchpoint helps advisors better learn the sales process, and it keeps prospects focused on what is most important to achieve financial security.

Hit reply, and let’s have a conversation on how you can use concepts like this to make your sales and planning development work even more impactful!

The “Fillable Funnels” (attached) is one of my favorite NM pieces to help communicate this philosophy - Income invested creates Assets whose purpose is to create Income…

Open the Fillable Funnels (FPP Tools)

Also, here is a snippet of the Bon Jovi interview I am referencing:

Video: Bon Jovi Anchoring (YouTube)

Think Differently,

Steve