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I understand the title mentions "selling," but today we'll focus on being super effective with prospects. Regardless of how you get referred to them—through COI, other marketing, seminars, or various platforms—I'll share my observations on what truly works and what doesn't.
Two things frustrate advisors: losing a client without a clear reason and failing to secure a prospect despite knowing they can help. Both scenarios can leave an advisor feeling exasperated and questioning what went wrong.
In this episode, I will talk about how advisors should engage with their prospects, how to create emotional connections, and why they should prioritize outcomes over too much information.
I also discussed the following:
- (04:22) What causes advisors to become ineffective when dealing with people
- (08:11) The three “buckets” of outcomes
- (12:34) Why over-explaining the planning process is unnecessary
- (16:07) Why advisors should never use the words “fee” or “cost”
- (18:11) How to influence, persuade and lead a person
Related: Why Advisors Aren't Getting More Client Referrals and How to Fix It