The Right Story at the Right Time Can and Will Tip the Decision in Your Direction

The Right Story at the Right Time Can and Will Tip the Decision in Your Direction

When you meet with prospective clients, they will very possibly have concerns. They may be worried about investing per se, undecided about whether now’s the right time to invest, or unsure if you are worth your fees.

Don’t see their concerns as obstacles but as an opportunity to build trust. If you suspect they feel anxious, step in tell them an “I know what you’re thinking” story to reassure them they’re doing the right thing. This is a story designed to take away some of your prospect’s concerns.

Here are some situations where a good story can help persuade prospects to hire you as their advisor.

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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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