As Q1 comes to a close, it may be time to refocus your practice. These five rules to live and work by will make you more genuine and intuitive, and will give each sales real staying power.
1. Be upfront about who you are and what you sell.
In sales, there’s simply no substitute for honesty. Being open and honest with your clients and prospects is the only way to develop a relationship that will last. To this end, pay heed to a set of rules that I like to call the Truth Standard. It’s comprised of three parts: 1) Never misrepresent a competing advisor, product or company; 2) Never fear monger during the sales process, especially about government benefits; 3) Be totally transparent about your professional background and training, and communicate your authentic self at all times.
2. Do thorough fact-finding to uncover prospect needs.
Always do legitimate fact-finding. The time you invest here will make you a better advisor and generate more revenue over the client’s lifecycle.