This Question Works

18 August 2024

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Do we need a safe, non-invasive question that moves our conversation forward? A question that can tell us our prospect’s motivation?

Ask this question.

“So, what do you like to do in your free time?”

Prospects get to choose what they do in their free time. Their free time activity might be the most important reason to use our business to get more free time.

“I’m just curious …”

I was afraid to talk to strangers. Pretty normal for us introverts. But it all changed with these three words, “I am just curious.”

These magical words melt the hearts of our prospects, and we don’t have to fear rejection. Just putting these three words in front of almost any phrase, feels so polite to our prospects, everyone smiles.

Examples?

• “I’m just curious, do you hate paying too much tax?”
• “I’m just curious, do you know anyone who wants to reduce risks in their investments?”
• “I’m just curious, how do you feel about having the option to retire earlier?”
• “I’m just curious, do you hate overpaying fees for the service you get?”
• “I’m just curious, do you hate trying to figure out the latest changes in pensions?”

Three words that can change our lives.

Can’t think of how to introduce your offer?

Try one of these phrases:

• Guess what?
• I just found out …
• You might want to know …
• Have you heard?
• You’re going to love this.
• Just imagine...
• Check this out!
• Wait until you hear this.
• You won’t believe this.

This simple question makes closing easy

“How do you know if this option is good for you, or not?”

All we have to do is be quiet and listen. Our prospect will tell us exactly what he or she wants in an the perfect option.

Listeners win. Listeners have the advantage.

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

1. Rapport, to turn a stranger into a friend.
2. Key question to find out the prospects' biggest financial challenge
3. 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

We all know that Einstein was a genius, but his brother Frank was a monster.

I'm allergic to rice. I'm basmatic.

The inventor of hard boiled eggs wrapped in sausage meat has just died. RIP Scott Chegg.

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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