I doubt that it’s true when an advisor says to me, “I could close ANYONE, if I only had enough people to see,” or “Anyone who comes into the office becomes a client…I just can’t get enough people in.” ANYONE? Well, suppose I accept that proposition. What keeps them from having enough people to see?…
Everyone has fears that are not based on anything real. If you find that clients are backing away, don’t be impatient, get creative.
I sometimes ask prospective clients a question I picked up from internet list-building guru, Tellman Knudson: “Whose hero do you want to be?” The question is designed to get a client focused on his target market. Once I know whose hero he wants to be, and he has described his “ideal client,” I ask him
“Set it…and forget it!” the announcer tells us about the rotisserie oven he wants us to buy. Get it started, set the timer, and walk away. The bell will ring when the chicken is done and the cooking will stop on its own. You won’t overcook it. I like to use this phrase when I’m
Ron, an insurance agent in the northern part of Texas, had the worst sales record for life insurance in his branch. “I want to do better,” he told me during our first coaching call, “but I guess I’m just afraid of prospecting.” I asked Ron if he had ever talked with his more than 600
A member of my e-letter family, Paul, wrote me to tell me he liked the “date” analogy in my article, Stop Asking For Referrals. Paul shared an experience many of us has had: I met with a couple in their sprawling suburban home. They were worth at least $13 million dollars. Some of that money
