Over the past few months Hannah had been doing a bang up job at attracting affluent prospects. Her seminars were creating a buzz and she was finally reeling in new prospects with millions, the problem? She couldn’t close the business.

We spent one whole coaching session focused on her ability to get the prospect to commit to doing business with her and everything we did came down to one simple statement: Ask for what you want.

As we reviewed each prospect I asked Haannah, “What do you want from this prospect?” as with most advisors she gave me lots of details without ever answering the question. I again asked “Hannah, what do you want from this client?” She then shared what she thought he should do, again I shook my head and asked “What do you want from him Hannah?” She finally blurted out “I want him to open an account with me.” I told her then ask for what you want.

That afternoon, the same day as our coaching call Hannah emailed me and told me that she got the account and it was a million more than she expected. She said she had a nice conversation with the prospect and finally said “Jim, can I open an account for you?” and he said YES. The rest is history.

How simple the process is when you know what you want, all you have to do is ask.

Take a look at your top 5 prospects and ask yourself:

What do you want from that prospect and how can I ask for what I want…. then do it.