in the sales process like this first we are having the prospecting stage and second we we move to the presentation level and of course at the end we also want to get the end result which is closing however sometimes we also have to undergo the handling objection so you look at the this pyramid this pyramid shows that prospecting is the base of the foundation of the sales process what does it means it means that we need to put more time to to put more focus when we are doing the prospecting what are we doing for the prospecting when we are doing the prospecting we actually building the relationship with our Prospect and the end result of the prospecting process that we want to have is how to make them comfortable with you Norman lein effer said that if Prospect do not feel comfortable with you it is useless for you to go to the next stage I had a client at a time in 2004 that was my first year when joining Insurance my client which is the husband bought a policy for me he was my University friend and after a couple years later I found him having a better position and also having more children so I came to see him again and I offer him a bigger insurance at that time he seemed quite interested to buy however he asked me to talk to the wife to explain about the proposal so I came to their house in that big living room I was sitting here and the wife chose to sit quite far from me so what can you see with a distance like that actually the wife didn't feel comfortable with me yet however I was still young agent at that time I didn't know about these things I directly jumped to the next stage which is the presentation level so I only explain about uh the benefit of the insurance the premium and how can this benefit to your family and at the end of my presentation the wife only said well I think my husband does not need the insurance that much he's still young and healthy so I failed to close the case two years later I got a call from the wife it was quite strange because usually I only have a communication with the husband so that was the first time I got a call from the wife and the wife took over the phone my husband is hospitalized due to heart attack I was so shocked because the husband was just only 36 years old and now he got the heart attack with only a small amount of insurance I came to the hospital I accompany her to go to to the process especially helping them to go uh to for having a claim process and I found her more comfortable with me and I found her having an open communication with me he shared with me about her fear her concern and after everything was done I came again to their house and now the situation was totally very different the the wife welcome me very warmly since then we become close friends and I got so many referrals from her and every time I come to see her to offer Insurance most likely she will buy from me what did I learn from this lesson I learned that had I built the good relationship with them before especially for the wife I would have insured the husband with a bigger insurance that was my mistake then I now I learned that how we can make our Prospect comfortable before we move to the presentation and you must do it especially when we are dealing with women Prospect and not only comfortable but also how we can connect with them I learned also from Regina buya that in the prospecting process what we are doing is we are connecting our soul is connecting with our clients Soul our Prospect Soul connection me means that we understand what their need what is their goals what is their dreams what are their fears until we can understand about what is their goals and what is their needs and they can receive our presence as an agent that we are as a person who are helping them not to taking money from them then only you can go for the next ST which is the presentation level I talked to