02 June 2024
Our prospects are sceptical about the best things we say. But … we can fix that. How?
First, tell our prospects what our offer cannot do. They will believe that. People have no problem believing negative news.
Second, tell our prospects what our offer can do. They will think, “You already told me something negative, so I think what you say is fair and true.”
Examples?
“Our investments won’t make you a millionaire overnight, but your investment can grow so you can quit your job earlier than you planned.”
“Our Tax options won’t stop you paying Tax, but we can make sure the government takes far less of your money in the future."
This simple change could mean the difference between success and failure when talking with sceptical prospects.
Big muscles … but low I.Q.
I had a friend a fellow professional. His New Year’s goal was to work out daily for an hour at the gym to increase the size of his calf muscles by a quarter of an inch.
He had money problems, so I suggested learning new skills as well. He told me he couldn’t afford the time to learn new skills because he was too busy going to the gym in his free time.
To be fair, he did get a quarter of an inch increase in his calf muscles but kept his money problems.
Be careful of the goals we choose.
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
The man who invented predictive text leaves behind a whiff, two sins and a doughnut.
My husband was hinting at what he wanted for his 50th birthday.
He said, "I want something shiny that goes from 0 to 200 in about 2 seconds."
I bought some bathroom scales.
And then the fight started .....
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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