Hello Advisors and Agents,
I have heard dozens of advisors tell me they close almost every client they meet with. But when I dive into their stats, I realize that is far from the truth. In fact, the advisor typically provides an excuse as to why that prospect didn’t close and how it wasn’t their fault.
How can we close more of the meetings we have? The answer is simple, and you probably can guess it: selling to their concerns.
Here is a three-step process we use to understand our prospects concerns, how important their concerns are, and how to sell against them.
We say something along the lines of, “Our clients come to us most often because they are concerned with running out of money, losing money in the markets, or any of a number of common issues.”
List the top three concerns you typically hear from your clients.
Which common concern really resonates with you? Why that one?
Ask yourself: What’s the risk in your mind if you don’t solve their issue?
For some people, they can live with that issue for years. Others want to solve it right away. How about you?
As we ask questions in this way, we are able to learn what is most important to our prospect. As we focus the remaining time with our prospect on developing a plan together to solve their concerns, our close rate skyrockets.
We invite you to try it yourself and let us know how it goes.