/ by Don Connelly / Presentation Skills / 0 comments
Undoubtedly, you are familiar with the theme: You have a prospect in front of you with a clear objective. After gathering all the facts and probing them on why it’s important to them to achieve the goal, you present an iron-clad solution that checks all their boxes, throughout which they nod in agreement. You lay out the steps to get started and ask them for their approval to move forward. When they shift back in their seats, you know what’s coming—the pause, the hesitancy, and the anxiety over making a decision, leading to the standard, “We’d like to think about it.”
After addressing their concerns, walking them through how your solution helps them achieve their objective, once again with approving nods, they again shift in their seats and confide that they just don’t think it’s a good time to start investing.
That’s a very good sign—a strong indication you’ve done your job—up to this point. But your job is not complete until your prospects take action to improve their situation. All they need now is a reassuring nudge. All they might need is some perspective—some time perspective.
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Use the Perspective of Time to Move Your Prospects to Action
/ by Don Connelly / Presentation Skills / 0 comments
Undoubtedly, you are familiar with the theme: You have a prospect in front of you with a clear objective. After gathering all the facts and probing them on why it’s important to them to achieve the goal, you present an iron-clad solution that checks all their boxes, throughout which they nod in agreement. You lay out the steps to get started and ask them for their approval to move forward. When they shift back in their seats, you know what’s coming—the pause, the hesitancy, and the anxiety over making a decision, leading to the standard, “We’d like to think about it.”
After addressing their concerns, walking them through how your solution helps them achieve their objective, once again with approving nods, they again shift in their seats and confide that they just don’t think it’s a good time to start investing.
That’s a very good sign—a strong indication you’ve done your job—up to this point. But your job is not complete until your prospects take action to improve their situation. All they need now is a reassuring nudge. All they might need is some perspective—some time perspective.
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5 Ways to Reduce Risk
/ by Don Connelly / Best Practices / 0 comments
I want to talk about reducing risk. I believe in my heart to not invest money is to go broke safely. You simply can’t save enough for retirement. Bertrand Russell said, ‘to conquer fear is the beginning of wisdom’. All clients are afraid of investing; they are afraid of losing money. In order to trust you with their money, clients have to conquer or at least control their fear.
Watch the video or read the transcript below to learn how to address their concern about risk and explain you can reduce risk.
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To Not Invest Is to Go Broke Safely
/ by Don Connelly / Investing Wisdom / 0 comments
Bertrand Russell said to conquer fear is the beginning of wisdom. In order to trust you with his or her money, a client must, if not conquer, at least control his fear. Explain to your clients that there are five ways to reduce risk.
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