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You know the drill. When competing for corporate accounts, they have a structure. They might bring you back for a second round, like making it into the semifinals on The Great British Banking Show. But when selling to individuals, the rules are different. They won’t say: “Stop talking. You’ve convinced me! Where do I sign?” We’ve all heard of people who “talked themselves out of a sale.” When do you stop presenting and start closing?

Sometimes you don’t need to! As a financial advisor, I once had an experience when a client referred me to a friend. When we met, she handed me a stack of papers and said: “You are my new financial advisor.” It’s rarely that easy.

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