Benefits, Not Features. Solutions, Not Problems. Never Sell, Let them Buy
Brennan Scanlon, Referral Institute
How are you describing your credit union? It’s not just about features and benefits; it's about problems and solutions. Explain your credit union in a manner where people will have to have it! Purchases are made on emotion, how much are you moving people? After all, it’s only Inspirational Language, Delivered with Passion, that Moves People.
About Brennan Scanlon
Brennan started in sales at 19. He was given 6 employee benefit clients worth $120,000 in annual premium. He grew that book to 50 employee benefit clients worth $4.8 million in annual premium, all by referral.
Brennan’s first encountered BNI, Business Network International, at age 19 when his job was to hit play on the VHS tape of Dr. Misner during informational meetings. Today, he is the Executive Director of 48 BNI Chapters & 1,100 Members. Last years these members passed 39,000 referrals that resulted in $36 million in closed business. Brennan is twice an International Founders Circle Member and was recently appointed to BNI’s International Franchise Advisory Board. He is proud to be a 14 year BNI member, has given thousands of referrals, and has been thanked for over $2 million in closed business.
Given what he learned in insurance sales and as an Executive Director for the world’s largest business referral organization, Brennan has become a Keynote Speaker and Trainer for the Referral Institute having presented in Ohio, Colorado, Nevada, California, Maryland, Massachusetts, Louisiana, Kansas, Florida, Oklahoma, Virginia, and Illinois for Chambers of Commerce, Trade Associations, and various clients such as US Bank, Nationwide Insurance, and Northwestern Mutual. He is an adjunct faculty member at the Carroll Community College-Miller Center for Small Business as an expert on Business Networking & Relationship Development. Brennan is a guest columnist for the Cincinnati Business Courier, the regions business newspaper, and was named in their 2012-2013 Class of Forty Under 40, which identifies Greater Cincinnati’s next generation of business leaders. In 2014, Brennan became the youngest board member in the United States for the nation’s 5th largest bank.
Finally, Brennan is co-authoring a book with the Founder and Chairman of BNI, Dr. Ivan Misner. The book, Avoiding the Networking Disconnect, is set to release in the Summer of 2015.
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