Richard CanfieldPodcast Host and IBC Advisor, Ascendant Financial · Authorized Infinite Banking Practitioner | Author of 4 Books

Do You Know What You’re Selling?

17 Jan 2025 · 1 min

Watch on YouTube

0:31

A short recorded conversation (YouTube) focused on the importance of deep product knowledge before selling financial/insurance products. Speakers discuss that common sales training often teaches only how to sell, not how the product works, and use indexed universal life (IUL) as an example of where understanding mechanics matters.

Chapters

What would you indicate to that person as to where they should start their learning journey to make sure that they're putting themselves in a good position to be able to actively help the clients they want to serve?
What I see in almost all these cases is some level of continuing education where they bring them out to their home office or they bring them to a conference and they teach them how to sell the product. We don't really teach them about the product and the underlying intricacies of the product or how it works. If you're thinking about selling iul, one thing you need to make sure you understand is actually how the product works.