11 August 2024
Need the toilet? We see every toilet sign.
Don’t need the toilet? We walk past every toilet sign, never noticing its existence.
When we set goals, we notice resources and opportunities that could help us move forward to achieve those goals.
Goals help us see opportunities where others walk by.
The purpose of business
The purpose of business is to solve our prospects' problems.
When prospects tell us their problems, then all we have to do is ask, "Would it be okay if you could fix that problem?"
Our prospects make a quick "yes" or "no" decision. Done.
Let’s listen to prospects problems that we can solve.
5 key words to get prospects to want to know more ...
- “How would you feel if…”
- “How would you feel if you had a chance to own your own business?”
- “How would you feel if you could retire earlier with more security”
- “How would you feel if you could pay less tax”
- “How would you feel if you could get your money working harder for you”
“You don’t have to …”
This is an easy close to finish our presentation. We could say:
“You don’t have to make a decision to start investing today. Instead, you could make a decision to not to invest and keep your present retirement plans as they are.”
Oh.
And now our prospects have to make a choice.
Done. No rejection. It is up to our prospects now.
Social media dating
Social media can be good for making the initial contact, but would we want to date by social media? Get married by social media? Have a family by social media?
Of course not. If we want a deeper relationship with our prospects, we want to upgrade our communication to a phone call, a video call, or a personal visit. This makes sense when we look at our business as a relationship business instead of a transactional business.
Treat people as … people. Not as numbers
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 26th September 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
No man goes before his time. Unless the boss leaves early.
Last week a Japanese rail company issued a statement apologising for a train leaving 20 seconds early.
In England, trains regularly run more than 20 mins late accompanied by an automated, insincere, tannoy message apologising for "any inconvenience caused".
Its revealing that the anagram of England's "National Rail Timetables" is "all trains aim to be late in".
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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