At one of our Private Client Mastermind 2-Day events we focused on Anchors and Levers. Removing anchors and accelerating levers. In your head. And in your business.
One lever (or anchor if it’s not in place) in your business is your Prospect-To-Client Engagement Process, which should include proven scripts to ignite prospects to take action.
One of the biggest mistakes I’ve seen advisors make is handing the reins of control to the prospect in the initial meeting.
Advisors will (mistakenly) say something like, “What would you like to talk about today?” or “What’s on your mind?”
Don’t do it. You have just handed the reins of control to the prospect.
Say this, “I want to be sure we cover everything that is important to you and here’s what normally happens…”
It’s your job to show leadership and lay out a path for an effective meeting.
Then this, “When you open Google maps, the first thing it asks you for is where you want to go: your desired destination. That’s where we will begin. If you could wave a magic wand and enjoy anything in your future, what would that look like?”
Then this, “The second thing we want to look at are the obstacles that stand in your way. There are two kinds of obstacles. The second is the most dangerous…”
If your prospect is not willing to follow your leadership in the initial meeting, they will not be willing to follow your leadership with their money.
Find out early.