What You Need to Know
- Keep the number of options low.
- Show how much an experienced professional can help them identify and fill coverage gaps.
- Prepare to work alongside the advisors who are already in your prospect’s life.
Sure, you can press people to make an immediate decision.
There’s one problem: You can always get an immediate decision if you are OK with “no.”
The problem is how to reach “do it.”
Let’s look at the reasons prospects don’t make decisions, or at least no decisions on our timetable.
They are afraid of making the wrong decision. Once they’ve made it, they can’t go back. There are no do-overs. They are afraid of buyer’s remorse. The stock market provides good examples. They are afraid to buy because the market is too high. Fair enough. You waited until it’s falling and ask again. Now they are afraid the market is low and going lower. You might be dealing with their own history. They made a bad decision in the past. They are afraid they are going to make another one now.
Strategy: Work with the logic that all the money doesn’t need to be invested at once. It’s like wading into the shallow end of the pool vs. jumping off the diving board. There should be an amount of money you can agree on that is not a huge risk for them, yet enough for you to get started and help them build confidence.
It’s why some people have dirty houses. If it doesn’t seem that bad, there’s no rush to clean up. Let’s leave things as they are. What’s the rush? They don’t feel a sense or urgency.
Strategy: Let’s assume we are referring to growth or earning income in a tax-deferred environment. No one can accurately predict the future, but let’s imagine the stock market goes up or the prospect earns dividend or interest income. Outside, it’s taxable. Inside the product or investment you recommend, any possible gain is tax deferred. Which makes more sense?
3. Too Many Alternatives
This is your fault! They asked: “What do you think I should do to get income?” You thought they said: “What are all the possible alternatives?” Eager to show your knowledge, you present 12 possible scenarios. They lost you after No. 2. Faced with too many alternatives, many of which they don’t understand, they decided to sit on their hands.