31 March 2024
“It's not whether you win or lose, but where you place the blame.”
-- Anonymous Advisor
Ever notice that the Advisors who do the least … have the most excuses?
Their philosophy is, “I don’t have to work, or even try, as long as I have great excuses.”
What are some of their favourite excuses from the library?
- I don’t have any time.
- I don’t know anyone.
- No one wants to listen to me.
- It is difficult to know what to say.
- I don’t want to feel like a salesperson.
- It is easy for other people, but not me.
- The rejection is too much.
- It’s too hard.
There are more excuses, but we don’t have to listen to them all. Why?
Because people can be successful even when they have challenges.
For example, just to get to their favourite coffee shop where they can complain about their lives, they must overcome gravity, bad traffic, inflation, and irritating stoplights.
Hmmm. They can overcome these excuses, because they want coffee. So yes, they can overcome their business excuses if they truly want the result.
Excuses don’t stop us. Not wanting the outcome enough is what stops us.
Don’t take my word for it.
Prospects are sceptical. So what can we say to disarm this resistance? Here are some examples:
- “Don’t take my word for it. Look at your own experience.” (Hopefully, our prospect’s personal experience will verify that what we are saying is true.)
- “Don’t take my word for it that this is a great investment opportunity. Instead, look at the proof. The company offers a 100% money-back guarantee on the advise we give. They wouldn’t be doing that if they were not confident of your success.”
This is a great way to fight our prospects’ natural scepticism.
Say this to close and avoid procrastination
“Choosing to move forward is a choice. Choosing not to move forward is also a choice.”
Financial Advisors – Midlands
How to get clients without prospecting.
At no cost – Here are details of face-to-face Masterclass for Financials Advisors
Free ticket if booked in advance. Only 18 seats available.
Please find the details below. Click for here for short video.
Date: Thursday 11th April 2024
Time: 2:00 pm to 4:00 pm
Venue: Hogarths Hotel, Four Ashes Road, Dorridge, Solihull, B93 8QE
During this workshop, I will also include my "12 magic words" technique for
- Rapport, to turn a stranger into a friend.
- Key question to find out the prospects' biggest financial challenge
- How to close using the exact soft words.
This effective 12-word process I have shared at many MDRT events around the world.
Please don't miss this opportunity to take one of the 18 remaining seats at this venue.
Join us for an afternoon of knowledge-sharing and networking. We look forward to welcoming you to this impactful event.
Limited numbers, so confirmation required.
Email justyna@berniedesouza.com or call Bernie De Souza on 07795 600 700 to book your place.
Humour
I've just found out my uncle has left me a stately home in his will.
I have no idea where Sod Hall is. I'm just off to google it.
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