You Are Not in the Financial Advice Business
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Even though you are an advisor, you’re not in the financial advice business.
First and foremost, you’re in the problem-solving business.
The reason this shift in thinking is important is because it doesn’t matter how competent you are or how long you’ve had your practice, if your potential client in your initial conversation doesn’t fully grasp the totality and impact of their issues, they’ll never agree to move forward to solve them with you.
Shifting from being solution-centric to problem-centric is the key to creating deep trust in your sales process…and shortening your sales cycle from multiple meetings to one.
This sounds like a simple and obvious shift, but often your prospect will tell you what they want from you – and you’ll be tempted to respond with education and potential solutions to prove your value.