Don’t Replace Your Good Furniture – Analogy
We’ve said time and time again that people love analogies and stories. If you become a great storyteller, you’re gonna hit the ball right out of the park every single day in this business.
Listen to the audio or read the transcript below to learn the furniture analogy and how ti can help you convince clients to stick to the plan.
A lot of times clients will see something that they don’t own, and they think they ought to own. They want to sell what they do own to go chase what they shouldn’t own, but they think they should own. You’ve been through this scenario a million times.
Tell your clients this great and simple analogy.
If they own high quality, reasonably priced stocks and they want to sell those to chase something else, tell them that is exactly like throwing out their living room furniture with a low-cost basis to replace it with expensive, high-cost furniture.
Why would they do that? It makes no sense.
It’s a great story. It’s a simple story. It’s a compelling story.
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- Say It So It Makes a Difference – 2-CD set, mp3 version
- How to Use Stories and Analogies to Influence and Persuade – Webinar Replay
- How to Create and Tell Great Stories – Webinar Replay
- Six Essential Stories Advisors Need to Turn Prospects into Clients – Webinar Replay
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