Hard to Get: A Prospect Process that Works

Getting prospects on the calendar is the hard part, but how do you close them? You need to sell, but most people don’t like being sold to. What’s the right recipe? Provide value, build trust, demonstrate credibility, be clear about your offering… then step back! If you want to close prospects, keep them feeling in control. Be so good they can’t ignore you. Apply the opposite of pressure–don’t let them make a snap decision, and don’t let yourself undercharge under pressure. This presentation will demonstrate a prospecting process that has built a wildly successful financial planning practice while skipping the sales-focused processes that no one likes anyway.

Speakers