Stuart, one of my private advisor clients, used one of his calls (smartly) to strategize next steps on an affluent prospect worth around $23 million.
He knew (after many years coaching) where I would start.
Most advisors roll into a meeting, seminar, or other presentation not having FIRST taken the time to define the MOST important thing.
Consequently, the outcome is up for grabs.
The result is a crap shoot.
Answering this simple question first will ensure that YOU are focused on the RESULT that you want to make happen.
What ONE ACTION do you want the prospect to take at the end of the meeting, seminar, or presentation?
Then, simply, reverse engineer.
What are the BENEFITS of taking the action for the prospect?
What are the mental OBJECTIONS to taking the action?
What are the practical ROADBLOCKS to taking the action?
Now, build the content to move the prospect to make the decision and take the action.
Warning: be sure YOU are clear about the action you want them to take.
And, that it’s the right action.
For example, at a prospecting seminar, most advisors think the decision that prospects need to make is whether to change advisors and work with them.
The ONE ACTION you want a prospect to take at your seminar is to sign up to meet with you.
That’s the decision.
Not whether to work with you.
It’s too soon for that.
One action. One decision.
Be sure to start with that question: What ONE ACTION do you want the prospect to take?
The, reverse engineer!