Credit: amornchaijj/Adobe Stock
Getting prospects to commit isn't easy. Has anyone ever said: "Stop talking. I'm convinced. Where do I sign?" Probably not.
Experienced advisors are good at reading body language. You can tell when a prospect is receptive, but you have not won them over yet.
These are your hesitant prospects. Clients can fit this profile too, especially if you are suggesting major portfolio changes.
You are ethical and respectful. It is their money. They make the decisions. However, you also have the courage of your convictions. You feel your advice is right for them.
How can you keep the conversation going and win them over? Here are some suggestions. Sometimes the right words can help them view the situation from a different perspective.
© Arc, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to TMSalesOperations@arc-network.com. For more information visit Asset & Logo Licensing.