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Agents and advisors have a fantasy: While you are presenting your proposal the prospect says, "Stop talking. You've convinced me! Where do I sign?" But life doesn't work that way. This is another example of how selling is part art, part science. Experienced agents know when it's time to stop presenting and start closing. How can you tell?
After surveying and interviewing successful agents and advisors, one of five things might happen in the exchange with the prospect.
1. Interaction. The prospect isn't sitting like a student at a college lecture. They are engaging with you. You can tell they are following along. They are eager. They might even say positive things like "Got it." or "I like that." There's a back and forth. You know they are absorbing your presentation and following your line of thought.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
