30 June 2024
The three questions
Instead of doing an information dump on prospects, we focus on the three basic questions our prospects want to know about our business.
Don’t know these three questions? Here they are:
Question 1: “What kind of business are you in?”
Question 2: “How can you help me with my problem?”
Question 3: “Exactly what outcome can I expect if I work with you?”
The long, old-school sales presentations of the past are history. In the TikTok generation, we need to get to the point now.
And why do we spend time studying and doing personal development?
Leadership Quiz
Where is the best place to invest £100 in our business?
A. Facebook ads for more prospects
B. Free offers to get new clients
C. Buy leads of prospects
D. Training to learn new skills
And now, some answers.
A. Not the best answer. The problem is that when we finish with these prospects, we have to buy more Facebook ads. The cycle never ends. To move forward in our business, we have to pay, pay, pay for every step.
B. Not the best answer, but a great way to create new prospects. Satisfied prospects might engage or expect more free offers.
C. Not the best answer, but at least we have someone to talk to temporarily. Again we are trapped into paying more money every time we want to talk to more prospects. There is the problem that we may just “talk” to these people with ordinary language. Knowing what to say is important no matter how we meet prospects.
D. The best answer. When we invest in learning exactly what to say and do, we then have skills that will last a lifetime. No one can take those skills from us. And once we have paid for these skills – we own them. We can use these skills to sponsor more people.
On our way to becoming a “heavy hitter” genius?
Here is a quote by the famous painter, Renoir, who knew what he was talking about:
“First, learn your craft. It won’t prevent you from becoming a genius later.”
Let’s master the four core skills to get more clients.
If you want to know more about these skills just email me back.
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
Depresso - the feeling you get when you've run out of coffee.
What do you call a pony with a sore throat?
A little hoarse.
What do you call an alligator wearing a vest?
An investigator.
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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