You going to InsMark’s Symposium? I’m speaking next week. Let me know if you’ll be there.
Two weeks ago, we dug deep into the The 2×4 Business Growth Model™ with a new group of advisors at our Private Client Inner Circle.
It’s so cool to start the transformation journey with a new group of advisors. I shared with them the 4 Keys To SANE Growth.
#1. Stack for Authority.
#2. Attract ELK’s Exclusively.
#3. Nurture To Action.
#4. Engage Prospects’ Heart
Last week, I covered #1 and #2.
This week, #3 and #4.
#3. NurtureTo Action.
INDUSTRY MYTH: The industry teaches you to wait for client referrals and introductions from attorneys and accountants.
REAL TRUTH: Referrals are down over 90% from 8 out of 10 clients giving referrals in 2008, to less than 1 out of 10 NOW.
The GOLD is in the COLD.
Cold E.L.K. prospects, that is.
And cold prospects take nurturing.
#4 Engage Prospects Heart.
INDUSTRY MYTH: The industry teaches you that prospects buy from you because of their products.
REAL TRUTH: E.L.K.s are moved to action by their PROBLEMS, not products or planning solutions. Trying to engage with products and logic moves prospects to the part of the brain where NO decisions are made.
“Think about it” is the automatic response.
Write this down: If you show prospects you understand their problems better than they do, they automatically assume you have the solution.
Take as minute and rate yourself on a scale of 1 – 10 (10 being mastery) in these two areas.
#3. Nurture To Action.
#4. Engage Prospects’ Heart
Then take one action.
Not sure what to do next?
Hit reply and let me know you’d like some help.