Do you know how to go into an appointment and come out clean on the other side?
Imagine this…you are in your best sport coat, you walk into the foyer of your prospects home, shake hands, and the opening appointment begins.
You immediately go to work explaining the benefits of the FIA: Protection from market volatility, guaranteed income for life, tax-deferred savings, everything is flowing smoothly and the prospect seems to be receptive to your ideas.
All of a sudden, a stress cue, and you anticipate it perfectly….
“What are the fees?” the prospect asks.
Because you have done your home you proudly announce the fee is only 1% , or in other words, half of what they are currently paying in their brokerage account.
The appointment draws to an end. Before you have time to ask for a second meeting the prospect tells you they are thankful for your time but they will need to think about it before they make a final decision.
In the coming weeks you leave voicemails and send emails that are never returned. You are worn out wondering if the prospect was ever serious to begin with. You know your plan makes sense and you can improve their situation.
Why can’t they see it?
We’ve all had this happen to us…right?
Don’t get me wrong…qualified prospects are important but they aren’t worth anything unless you learn to finish.
The tricking thing about becoming a great closer is you’re trying to close on a moving target. You don’t know what kind of objection or hidden bias your prospect is going to throw at you. You need to be able to close from any position.
That’s why it’s important to have the right appointment process.
Learn to Close More Business with this Super Easy to Use Process