(Related: 6 Tactful Ways to Ask for the Order)
You gave your new client your best recommendations. You want the business to stay in place, the client to be happy and more business to follow. What should you do after the prospect says yes?
Why Trades Get Into Trouble
Let’s assume you provide a range of services to your clients including investments in addition to insurance. You talk about wealth management with your clients. In this case you are suggesting they work with a professional money manager available on your firm’s fee-based asset-management platform. This is an investment, not an insurance product. Different rules may apply.
The first problem: You are sitting in their kitchen delivering your presentation. You are enthusiastic, fielding questions as they come. The energy level is high. Finally the client says: “Alright already. Show me where I need to sign.” They complete the paperwork and write out a check.
Suddenly the temperature in the room changes. You are calm. You are also smiling. You gather up the paperwork and leave their house as fast as you can.
Your rationale: Didn’t I once hear that lawyers are told “When the judge says, ‘Not Guilty,’ close your briefcase and leave as fast as possible because no further good happens by staying around?”
The client’s rationale: Didn’t I learn about zero sum games in college where there’s one winner and one loser? One of us just handed over a check. The other put on a big smile and cleared off as fast as possible. I think I know who the loser is.
Risk: They call to cancel or back out the next morning. (Paperwork might be involved.)
The second problem: The client didn’t cancel, but we are in the first couple of weeks since they signed the paperwork. No news is good news.