I was working with a very bright, beautiful woman working as a wealth advisor for a bank in Chicago. As a single mom with 2 kids she is highly motivated and determined to succeed.
She does a fabulous job developing relationships and putting the client or prospective client at ease, her accent combined with her vocabulary and clear articulation creates an almost trance life feeling in the listener.
At the end of each meeting it’s obvious that the prospects really like her and seem ready to move forward. But the business is taking forever to close, the process takes forever. Once that first meeting is over she feels as if she must start chasing the prospect sometimes almost hunting them down to get the business initiated. So what’s the problem?
Women tend to be very good at developing those relationship, their intuitive nature and soft warm voice can be a tremendous asset to developing a good relationship . But when the time comes to getting the prospect to take action this same approach can create problems. At the moment you begin speaking about money and finances women need to change their voice, their tone and even their body language. It’s at this point that you must transition from that nurturer to warrior. Now I’m not telling you to use all the “sales tricks” we have been taught for centuries. That’s not MY style and is probably uncomfortable for many of you. But what you can start doing is putting the onus or responsibility into the prospects court. Let me explain.
Once you have gathered the information you need, you have uncovered where there is a need, and they are qualified financially it’s time to get them to solidly commit to the process. Here is a simple process that will help you do just that.
1. The first step is summarize the issues focusing on the problem areas:
So Mr. Smith what I hear you saying is that your primary objective is to retire in 3-5 years, is that correct? YES
But your not sure what it is you want to do in retirement nor do you know how much money you will need in retirement, is that correct?
You know you have been accumulating wealth towards that goal but you really don’t know if what you have accumulated is enough, is that right?
How important is this to you? VERY
What would it feel like if you knew you could retire in 3 years and you knew exactly how much income you would have to spend? GOOD
Then what would prevent you from getting started on building your plan today?
This is just one scenario, the key is using affirmation statements to get them to acknowledge their wants and their gaps.
2. The second step is putting the responsibility in their lap, instead of telling them what comes next or what you would like them to do next, let them tell you what the next step will be. The important thing for women to remember is that when you ask an open ended question and there is silence, DON’T FILL THE SILENCE. That silence is the best indicator that you just asked a great question, a question that is forcing the prospect to actually think.
The more engaged the prospect becomes in the process the easier it will be to get them to take action. Remember, once you have developed a good rapport with the prospect, affirm the issues and then put the ball in their court.
Where is your comfort zone: Nurture or Warrior?
Tell me in below by typing Nurture or Warrior