I always ask my prospects and clients lots of questions when I meet with them. It quickly brings into focus the things we need to discuss.
One of my favorite questions to ask everyone is, “Can you win by not losing?” I don’t let them answer. I continue, “Before you answer, may I ask you another question? Did you lose some money during the last downturns?”
“Some money” is the important way to phrase that question. Why? Because it is a general enough question that people will answer it. It isn’t too personal; it isn’t too specific. People won’t get defensive. If you ask, “How much did you lose?” or “Have you been unsuccessful at saving for retirement?” then they become defensive. Now you have an adversarial relationship. That is certainly not your goal.
I bet when I have asked that question 5,000 times, 4,950 times the person answered, “Yes, I did lose some money.” I then ask, “Would you like to know strategies that will prevent you from losing money ever again?” Of course, they always say yes.
I continue with my prospect by asking, “May I share something with you?” I always ask for permission. This gets them invested. They keep saying yes.
Tell a story