Four Common Client Objections and How to Counter Them

Four Common Client Objections and How to Counter Them

There’s so much uncertainty surrounding investing that people postpone the decision. Clients and prospects can think of a multitude of reasons not to invest: Whether it’s tax time, retirement looks too far away or they want to buy a new car or kitchen.

However, when clients say they’ll ‘think it over’ it doesn’t mean they’ve found a good reason to delay investing; perhaps it means they don’t trust you enough yet, perhaps they don’t understand what you said or perhaps you simply  haven’t  convinced them to act. So how do you get them to do the right thing and start securing their financial futures?

Here are some common objections you’ll face – and how to answer them.

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Don’t Let Clients’ Concerns Escalate: Tackle Issues Head on

Don’t Let Clients’ Concerns Escalate - Tackle Issues Head on

Meeting your clients’ expectations is the least you can do – it’s simply part of your job – so don’t expect to get a pat on the back for it. If you want to retain clients for the long term, you need to step up your level of service way beyond this and be more proactive than other advisors. Offer your clients a heroic standard of service by taking ownership of their problems before they become detrimental to your business.

Here are four ways to ensure you keep things on track.

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Why Both You and Your Client Need the Skill of Visualization

Naturally your clients read the papers, watch the news, and use the internet to see what’s happening to their investments, they’re interested. And there will be bumps in the road. Keeping clients fully invested in the face of bad news is hard to do, so how do you get them to grin and bear it?

When someone sees their portfolio go down it’s your job to refocus them on the road ahead.

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5 Ways Storytelling Helps Financial Advisors Succeed

5 Ways Storytelling Helps Financial Advisors Succeed

Think about the last “Great Presentation” you attended, where you felt as if the speaker was speaking your mind. How did this experience make you feel about the presenter?

Did you think he or she was so smart? Were you moved to ask for their business card or connect over LinkedIn? Or maybe you just walked up to say how much you loved their presentation? When you went back home, did you share your experience with someone?

For a truly great presentation, I believe the answer to at least one of these questions would be a “Yes”.

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