Most advisors believe that prospects can be moved to take action with F.I.N.D.: facts, information, numbers and data.
Here’s what you will find when you use F.I.N.D. to try and move a prospect to action: it puts prospects into The No Decision Hole. It’s the part of the brain where no action happens.
It’s the LEFT Brain.
It sounds like this, “Let me think about it and get back to you.”
Decisions are primarily made in the RIGHT Brain – the storehouse of emotions.
Famed Neuroscientist, author and TED Speaker, Antonio Damasio found this in his research on people who had injured their RIGHT brain, “In patients who couldn’t feel emotions, their ability to make decisions was seriously impaired.”
They couldn’t even make easy daily decisions like whether to eat or not.
Why do most advisors try and move prospects (and clients) with F.I.N.D.? Because we have been taught by the product manufacturers, who believe that their amazing financial products and investment solutions are WHY prospects buy.
You must begin in RIGHT BRAIN and end in RIGHT BRAIN if you want prospects and clients to take action!
Here are 2 words that move prospects and clients into RIGHT BRAIN: Imagine. Picture. Then paint their life with your solution.
And watch as more prospects TAKE ACTION with YOU!