19 May 2024
Everyone knows this is the most important question to our prospects. But what answer do they want? What are they most interested in?
Here’s a choice:
- Please tell me about the benefits you offer. I want more benefits in my life.
- I have a problem. Can you help me fix it?
Prospects will stop everything in their lives to hear a solution to their problems. When we talk about prospects and their problems, our message is heard.
So how do we know the most pressing problems of our prospects? Easy. We listen. And that is why Professionals who listen have an unfair advantage over the talkers.
Feeling shy? Don’t know how to start?
Make it easy for the person we meet. Tell them our name first. Then, the new person will feel more comfortable sharing his or her name. It would sound like this:
"Hi, my name is John Smith. What is yours?"
Meeting new people is safer when we make it easy and comfortable for them.
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 here for short video.
Date: Thursday 4th July 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
A man is very overweight, so his doctor puts him on a diet.
"I want you to eat regularly for two days," she tells him. "Then skip a day and repeat the procedure for two weeks. The next time I see you, you'll have lost at least five pounds."
When the man returns, he's lost nearly four stone. "Why that's amazing," the doctor says. "Did you follow my instructions?"
The man nods. "I'll tell you though, I thought I was going to drop dead that third day."
"From hunger you mean?" Asks the doctor.
"No," the man replies, "from skipping."
Until the next time, if you have friends who would like to get these newsletters, please send this link:
http://www.berniedesouza.com/coaching/professionals.aspx
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