Early in a prospect meeting, they ask, “So, what do you do?”
First, don’t be so quick to tell prospects what you do.
Write this down: If a prospect believes that what they are doing currently is going to get them where they want to go, you are wasting your breath (and time) telling them what you do.
This is super IMPORTANT for you to know…
Prospects are not coming to your office wanting to change. Prospects are coming to prove to themselves (and their spouse) that their plan is on track and that their current advisor is doing fine.
If you talk about what you do BEFORE they are convinced that what they’re doing WON’T get them where they want to go, you are wasting your time.
The first thing you need to do is help your prospect “self-discover” that they aren’t going to get where they want to go.
How? With laser-guided questions, designed to skillfully help the prospect see that they have issues and challenges they are not even aware of.
That’s the #1 priority for the FIT1 meeting.
It’s the O in The Prospect FOCUS Agenda. Obstacles.
Lifestyle and Legacy Obstacles. You. Family. Community obstacles. Your questions should point to the Hidden Obstacles your prospect is not even aware of.
“With over 70,000 pages of tax code and regulations, how confident are you that you are taking advantage of every opportunity to eliminate or defer income taxes?”
“How do you feel about the hidden estate tax on your IRA and 401(k) money?”
“Are you aware of The 80% Retirement Myth?”
“Is your plan leaving money to your kids and grandkids protected from The Four Wealth Predators?”
Be sure to summarize and re-summarize their issues.
“How much of a concern are these?”
“If you were able to eliminate these, what difference would it make?”
BEFORE you talk about what you do, be sure your prospect has “discovered,” with your skillful guidance, that they are NOT going to get where they want to go.