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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Investing in a Bull Market

Am I oversimplifying things? - AskDON episode

This is an AskDON audio episode where Don Connelly answers Larry’s question about investing. Larry is from Texas, he’s been in the business eleven years and he is managing just a shade under $100 million.

Larry’s question was:

“The market’s been up four years, without a correction. What do you say when people comment that maybe the market’s too high?”

Click the play button to listen to Don’s answer or read the transcript below.

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How to Explain to Prospects They Should Invest Now

How to Explain to Your Prospect They Should Invest Now

As you know better than I, clients are always looking for a more convenient time to invest. There’s always something to do – like buy a new car, redo the home, whatever it is.

The time to invest is now – we can’t put it off.

* This podcast originally appeared on Don Connelly 24/7. Click the play button or read the transcript below.

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Empathize, Don’t Sympathize

Am I oversimplifying things? - AskDON episode

There is never a convenient time to invest. The market is too high, the market is too low, we need a new kitchen first and a million other reasons are readily available. The toughest investment decision every prospective investor faces is the decision to do it. This is where you must play bad cop.

A big part of your job is getting people to do what they don’t always want to do.

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