The #1 principle for every meeting – particularly prospect meetings (works with teenagers too) – is never, ever give up control of the meeting.
Repeatedly I hear advisors, when they are learning our step-by-step system to close more prospects, say that they start prospect meetings with some version of, “So, what would you like to talk about?” or “What brought you in today?”
You are handing the reigns over to the prospect and giving up control.
Here’s the phrase I teach advisors: “As we proceed, I want to make sure we cover everything that’s important to you. Here’s what normally happens…”
This statement communicate empathy and demonstrates leadership.
Memorize it and say it word for word.
If a prospect is unwilling to follow your leadership, you do not have an ELP Prospect.
An ELP Client is…
Easy to Work with
Listen to what you say
Pay you the most.
Never give up control of a prospect meeting.