"Sales isn’t about closing a deal, it’s about opening a future."
After over a decade of guiding individuals and families through the estate planning process, I've learned this universal truth:
People don’t just buy services. They buy certainty. They buy protection. They buy peace of mind.
And this truth applies to every business in this room.
Whether you’re in real estate, insurance, wellness, finance, or coaching, you are not just offering a transaction. You are offering transformation. Your clients are seeking something deeper: safety, clarity, and the ability to breathe easier about things that matter.
In my world, that means helping people protect their loved ones, preserve their assets, and ensure their legacy. But this principle can elevate any conversation:
Here’s your actionable tip:
Ask this in your next conversation:
“What are you really trying to protect, preserve, or create?”
This single question shifts the conversation from transactional to transformational. It dissolves resistance and builds trust, not through persuasion, but through connection.
When we help people articulate their real goals and align our offerings accordingly, we are no longer "selling". We are serving with integrity and influence.
So before your next strategy call, client session, or sales pitch, ask yourself:
“Am I selling a service, or am I helping someone realize their future?”
Because the fastest path to business growth is not just being better at selling, it’s being better at connecting to what truly matters.
Sales Tip from Kristi Hancock, Estate Planning Attorney
