I have never met an advisor who does not want to increase her assets under management, yet this subject is rarely discussed at advisor conferences. Instead, most sessions focus on technical financial issues, like active versus passive management, the direction of markets, alternative investments and similar subjects.
Have you ever approached a stranger in a foreign country to ask for directions, and the response was something like “no speak English”? There was no way for a dialogue to take place. You may not realize it, but many of your prospects feel the same way when you do the “data dump.”
Sales is hard. We often encounter resistance to our product or service. If you’re selling Fords, it’s likely a prospect might tell you Chevrolet has some features missing in your model.
When you are trying to convert a prospect into a client, it’s only natural to feel the burden of “making the case” for your service or product. But what if you accepted the following, which is supported by significant research?