For a client or prospect to take an action — sign a client agreement, add to their retirement account, walk back from a rash decision — they often need to have an "aha" moment. You can help them get there.
It has been said that advisors love scripts. Why are they popular? If you lose your train of thought, you know where to pick up the original presentation. They are an example of “best practices.” You don’t need to reinvent the wheel.
Many advisors are Type A personalities. Repeating someone else’s words isn’t appealing to them. They might look at a script and say: “I could get the point across much better. Here’s is how I would say it…” Suddenly, there is a new script!
Scripts don’t need to be long. I think clever expressions are very short scripts. Here are a few expressions that might be helpful in the right situations. Having the right expression at the right time can create “aha” moments with clients and prospects.
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