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.
Every one of my coaching clients asks the same question: What works and what doesn’t when it comes to generating new leads? Most have had experience (often at considerable expense) with marketing that fits into the latter category. Here’s the activity I’ve found works best.
When I started my coaching practice, my focus was on converting prospects into clients. That’s where most advisors needed help. Recently, however, advisors have asked for assistance in generating more leads. Let’s take a look at video, which should be a critical part of your marketing plan.
Advisors fall for one of three traps. Those traps share a common trait, which will become apparent. Read on to see if this applies to you.
I tell clients the process of converting a prospect is akin to a first date. Here’s what I mean.
What if I told you I could engage anyone almost instantly? The engagement will be total. The person I’m engaging will be focused on the topic of my choosing, to the exclusion of everything else. I can do this with one person or when I’m speaking to an audience.