Jay Courtney, CLU, ChFC, RICP

Editor
DISC Type : SC

Wealth Management Advisor, CLU, ChFC, RICP at Northwestern Mutual

Irving, Texas, United States

Overview

Jay has no verified overview

Personality Overview

Slow Buyer

Sometimes Friendly

Late Adopter

They are always well-planned and adopt a systematic approach.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. Being observant comes to them naturally.

Topics They Care About

Jay has no verified topics they care about

Media Appearances

Jay has no verified media appearances

Work History

10-1998
Wealth Management Advisor, CLU, ChFC, RICP at Northwestern Mutual

Education

1981 - 1984
B.S. from Iowa Wesleyan University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Irving, Texas, United States Job Level : N/A Designation : Wealth Management Advisor, CLU, ChFC, RICP at Northwestern Mutual
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Insights For Selling To Jay

During A Call Or A Meeting

DO's

  • Preferably use email to follow up with them instead of phone or Linkedin, engage by asking question or opinions
  • Use a presentation with information before getting into a live product walkthrough
  • Share a one-off customer success story but keeps the focus on highlighting objective, numerical results

DONT's

  • Give it some time before you try to build rapport and a relationship, it doesn't come to them naturally
  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jay is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Jay

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Jay move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Jay take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Jay

Personality Compatibility


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