September 24, 2016

As I meet with new clients and friends every day, I commonly hear the same questions "What is a BCIN?" "When is a BCIN required?" Etc. Here is some clarification to the public on some important issues about choosing a company to provide you with plans. Please note that this information applies only in the Province of Ontario.

What is a BCIN?

A BCIN stands for 'Building Code Identification Number'. This number is assigned by the Ministry of Municipal Affairs & Housing, to successful applicants who have completed the requirements outlined in Division C Section 3.2 of the Ontario Building Code. There are two distinct types of BCIN number, individuals & firms. Individuals are people who have completed the exams and have received a BCIN from the MAH; However, they do NOT carry any insurance. As a result this limits the types of projects that the person can do. Firm BCIN's on the other hand MUST carry valid liability insurance, and depending on the amount of designs fees that a firm charges in a year will dictate the required amount of insurance coverage they must have. Insurance is expensive but it is there to protect you so avoid working with companies who do not have it. For most people, a home is your single largest asset; Do you really want to get plans from someone without insurance?

How do I know if I am choosing a registered company?

The Ministry of Municipal Affairs & Housing provides a database of all registered BCIN holders. The registry is available through a system called QUARTS. Once on the Public Registry, this system allows you to search by the individual's name, the company's name or the BCIN #. Once you have found a business or individual, it will bring you to a page with details on the company. It lists the mailing address of the business & contact details. At the bottom it should also show the Registration as 'Registered Designer' and the Status as 'Current'. If it shows up as 'lapsed or expired' then this means that they either do not have valid insurance for that year, or that they are late in filing their paperwork.

Do I need an architect or engineer for my project?

Probably not! There have been massive changes to the system in the last few years, opening the doorway for a new title; Designers. Architects & Engineers are NOT required for any project less than 600m² (6,458 sq.ft.) and less than 4 storeys. For most residential and small commercial projects, you do NOT need an architect or an engineer. However, and this is important, if the project involves certain structural modifications, an engineer may be requested by the municipality to review the plans. On this note, there is a BCIN exam which will supersede this requirement! If your design company is a registered company in the Category of 'Building Structural' then they can complete the plans.

When do I need a BCIN 'stamp' for my project?

Depending on …

Life Insurance Closing Techniques

If you were expecting another one line sales pitch to be written here, you definitely will not find it. Life insurance closing techniques have very little to do with sales pitches at all. The whole say this and all of a sudden you will get this kind of reaction from your prospect sounds like a crush sale to me.

If it ever came down to you giving a sales pitch, you are either trying to salvage the sale, or you are not in true communication with your client. Think about it, you are solely relying on some outdated script or pitch that was written who knows how long ago. Wouldn’t you rather know how to not perform a sales pitch and still close a deal?

I am one of those individuals that likes to know how things work. For example, if a doctor just ran some pitch on you, but he really didn’t know the science of his own work would you go with that doctor? I didn’t think so. The same concept goes with life insurance closing techniques, if you do not know the science of truly closing a deal, then why look for the quick way out.

This brings me to my very first point, you are in this business to sell yourself, not your products.

Life Insurance Closing Techniques – Always Sell Yourself

What exactly do I mean by “sell yourself”. A lot of individuals hear this but very few actually understand the science behind it. I am going to try and put it into the best perspective for you. Think of a time when you wanted to buy something, like a TV or Car. Do you remember the individual that you dealt with during the course of the sale? Maybe you do not remember his or her name, but you can definitely remember if they were knowledgeable, kind, informative, and helpful. Now, do you remember the guy you did not buy from?

What were the reasons you did not buy from that individual? Maybe he did not help out, he might have been rude or even ignored your questions or concerns about the product you were wanting to buy.

The reason why you did not buy from that individual, was because they did not sell themselves. Even though it was the same product, same price, same warranty, you still did not buy from that individual. Life insurance closing techniques are about getting to know your client.

They will not buy from a stranger, so you turn them into a friend. Friends have trust, and trust is what will get you the sale. The client must trust you with their money. If you are just out there doing some sales pitch about some product but have not really gotten to know who you are sitting across from, you are literally hiking up hill to close that deal.

Life Insurance Closing Techniques – The Sales Presentation

After you have gotten to know your client, …