Learn to talk to people where they are

08 September 2024

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One size doesn’t fit all. When we customize our ice breakers, we adjust for the type of prospect we have.

To someone nearing retirement, we might say, “I just found out how to double our pension in only nine months.”

Of course, this is interesting to our older prospect, but totally uninteresting to our 19-year-old university student. What should we say to this person?

“I just found out how we don’t have to work 45 years like our parents”

This is why we want to constantly build our inventory of ice breakers. Each new ice breaker we learn gives us more options to get prospects interested in our business.

6 million bits of data bombard our prospect’s brain every second

So how can we stand out and get our prospect’s attention? Easy!

  1. Talk about our prospect. That is the most interesting subject our prospect knows.
  2. Talk about our prospect’s problems. Now we are extremely interesting.
  3. Put the problem into a tiny story, now we are riveting.

It is easy for us to be the second most interesting person in the world to our prospect.

What comes first?

Remember, our company brochure is only a tool.

It is what we say before the tool that counts.

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

“I turned to my prospect and said am I boring you? You have yawned 6 times when I was speaking.

Prospect: Those were not yawns.

Those were 6 unsuccessful attempts to speak”

 

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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