The perfect meeting maximizes the possibility of converting a prospect into a client. Here’s the ideal way to structure that meeting.
When I talk to advisors whose businesses are growing, I am struck by the extent to which they’ve changed and adapted the way they work. It’s not just that the things that made you successful in the past won’t lead to success in future. More alarming for many advisors, continuing to do the things that you’ve done to this point is a guaranteed prescription for failure.
LinkedIn has become an effective site for communicating between advisors, prospects and centers of influence. My recent experience illustrated how advisors should respond to inquiries from a LinkedIn contact.
A coaching client recently asked me to name the most critical traits an advisor needs to convert more prospects into clients. Here was my answer.
Engineers (like all other groups) have well-defined personality traits. If you want to convert them, you need to understand what makes them tick.
It’s been challenging to limit this list to five surefire ways to fail to convert a prospect, but these will be a good start.
Converting the alpha male is surprisingly easy if you follow these simple rules.
Since we’re using only about 25% of our mental capacity to listen to others, there’s plenty of brain “bandwidth” left over to be distracted with other thoughts. While we’re distracted, we’re not listening carefully.
Before you jump to the wrong conclusion, let me define my “problem.” I’m not very effective when I coach male advisors how to deal with women, whether meeting with female prospects or couples. I don’t have this issue with female advisors, who generally are more empathetic and sensitive to these issues than men.
The difficulty advisors face when trying to persuade clients to abandon their long-trusted way of investing is rooted in a well-known psychological bias. Understanding this bias is the key to gaining more assets.