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The Idealogy Behind 6th Sense Proposals...
What is 6th Sense?
6th Sense is the intuitive perception that you understand. It's the Ahha! feeling about insurance, for maybe the first time!
Why 6th Sense Works...
With 6th Sense, you empower the buyer to:
High impact graphics
People process information 75 to 80% visually. Studies prove visual recall is almost perfect.
In his book, You've Got to Be Believed to Be Heard (St. Martin's press, New York, 1992), Bert Decker offers this about the power of visuals:
After one and ½ days of seeing pictures, subjects tested were shown the same and other pictures again. They correctly picked out 85 to 95% of the same visuals correctly.
How many of you have said "I remember your face, but I forgot your name?"
Visualize, don't verbalize
There are more than 800,000 words in the English language. We use 800 daily. Those 800 have 14,000 different meanings. That means the words we use each day average 17 meanings apiece. Use the right graphics to present and you greatly increase understanding.
Your brain tells you; "If I can't draw it, I can't see it. If I can't see it I can't understand it." Your task, then, is to draw pictures your buyers can see so they can understand.
The right colors in the right locations create:
which lead to an increased comfort that you're the right agent
Moment by moment your brain maps everything you're doing. Since that's how the brain works, 6th Sense Proposals map your agency's processes to educate your buyers how you work to:
The more your buyer knows how you operate the more they trust you.
This page you're reading, like 6th Sense, is "chunked" for easy reading and understanding. Notice no paragraph is longer than what the brain can easily absorb.
The architecture of 6th Sense zooms past the short-term working memory into long-term memory. Again, when you get into long-term memory, you're perceived to bring more value.
When you go to make a phone call, you say the number to yourself. On the way to the phone, you're interrupted. That interruption causes you to forget the number. It got pushed out of short-term memory by the new information the interruption caused.
Get into long-term memory and get the order!
Decision making time
Since most sales aren't made at presentation time, when your buyer reviews your proposal at decision making time, their recall of your presentation will be more vivid than other presentations. The more they remember, the higher perceived value you bring. The higher perceived value you bring, the more you become the agent of choice.
Raises buyer expectations
6th Sense raises the bar in presenting. Your buyer now expects more out of any agent who follows you. Be the first in and lock up the order.
Be a rule breaker! Be a rule maker!
Now take one of your business cards and on the back, draw "risk management." It's a term we frequently use. But, can you draw it? And, when you use it, can your buyers "see it" so they understand it?
Unless you paint word pictures that your buyers can "see" in their mind, they won't understand you.
And because people fear what they can't understand they will buy on price.
Don't continue to use your copycat, data-driven, boring proposal.
6th Sense Proposals will:
...change the way agents think.
...change the way agents present.
...change the way clients feel about their insurance.
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