9 phrases that open doors with prospects

1. Every storm passes.

Does this sound familiar? It's a line from commercials for "Fire Country" on CBS. The stock market has been having days when the Dow Jones Industrial Average is down by 400 or 500 points. The numbers are scary, but we forget that Dow is around 39,000 and the percentage decline is not that scary. Every storm passes reminds people that the market and the economy move in cycles.

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2. Everyone should have the opportunity to say no.

This is something you tell yourself when standing in front of the mirror, or an imaginary mirror. You have a good idea, with a list of clients and prospects you intend to approach. We often take names off the list because "he lost his spouse" or "she is between jobs." We don't know the full story. Politely ask for business. If it is the wrong time, they should be equally polite when they tell you. You might be surprised by a positive answer.

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3. I am here if you need me.

When a friend suffers a tragedy, we might see "money in motion" but do not want to appear predatory. We hold back. Friends can take this the wrong way: You saw a need and were able to help, but you chose not to do so. A tactful approach can be: "You know what I do. I am here to help if you need me."

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4. When you tell friends about me, what do you say I do?

This is an ideal lead-in for telling your story. You might start a conversation over coffee by asking prospective clients to talk about their job or profession. When you ask that question, you put them in an awkward position. They cannot say: "I have never told anyone about you," because that sounds rude. They will likely have a one-or two-word answer. It might be "stock broker" or "sell insurance." Now you can say: "That is part of what I do…" and take what they said and build on it.

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5. It's amazing the amount of work it takes to make something look effortless.

Advisors are involved in the community and are often great organizers. Here's the problem: When everything flows smoothly in putting on a gala or fundraising event, people get the idea that "this is easy. Anyone can do it." This also happens to advisors when the stock market keeps going up. Some investors think: "Investing is easy. Why do I need an advisor?" Explaining the work behind effortless outcomes lets people know that a lot of preparation and planning go into delivering a successful event. You accepted the compliment and shared the credit with (unseen) others.

Credit: Adobe Stock

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6. You can never thank people enough.

This expression, well known in the nonprofit world, goes over the heads of people who have never asked anyone for money or think that wealthy people should just hand over cash because a cause is worthy. If you are an advisor, you should thank people for being clients from time to time. If the advisor is involved in raising funds for charity, thank donors often. Tell the other people soliciting donations to thank people days, weeks and months after the gift. If people do something and feel good afterward, they will likely do it again and again.

Credit: Adobe Stock

7. Everyone needs something.

When cultivating high-net-worth individuals, it is easy to assume they have so much money they can buy anything they want. You have heard "Money can't buy happiness." People have needs on different levels, and not all can be solved by writing a check. Finding a need and stepping up to address it can open doors. It might not ring the cash register now, but maybe later.

Credit: Shutterstock

8. People don't lie to you the first time you meet.

I was surprised when a prominent figure in our local community mentioned this to me. He followed it with, "They have no reason to." From an advisor's point of view, this means that during initial conversations when you are sizing each other up and determining if there is "prospect potential," you are likely to get a fairly accurate picture. This is an upbeat, positive message. You can take people at face value.

Credit: Adobe Stock

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9. Friends may have wanted to do business with you for a long time.

This is often followed by, "They just haven't figured out why they need you." You know how you help people, a wide range touching different aspects of their lives. They don't know that. They often have a narrow view concerning what you do. "You sell insurance" or "You sell stocks." You need to increase their understanding. Finding they have a problem is a good approach. "I've helped other people with that problem. I may be able to help you too."

Credit: Adobe Stock

1. Every storm passes.

Does this sound familiar? It's a line from commercials for "Fire Country" on CBS. The stock market has been having days when the Dow Jones Industrial Average is down by 400 or 500 points. The numbers are scary, but we forget that Dow is around 39,000 and the percentage decline is not that scary. Every storm passes reminds people that the market and the economy move in cycles.

Credit: Adobe Stock

2. Everyone should have the opportunity to say no.

This is something you tell yourself when standing in front of the mirror, or an imaginary mirror. You have a good idea, with a list of clients and prospects you intend to approach. We often take names off the list because "he lost his spouse" or "she is between jobs." We don't know the full story. Politely ask for business. If it is the wrong time, they should be equally polite when they tell you. You might be surprised by a positive answer.

Credit: Adobe Stock

3. I am here if you need me.

When a friend suffers a tragedy, we might see "money in motion" but do not want to appear predatory. We hold back. Friends can take this the wrong way: You saw a need and were able to help, but you chose not to do so. A tactful approach can be: "You know what I do. I am here to help if you need me."

Credit: Adobe Stock

4. When you tell friends about me, what do you say I do?

This is an ideal lead-in for telling your story. You might start a conversation over coffee by asking prospective clients to talk about their job or profession. When you ask that question, you put them in an awkward position. They cannot say: "I have never told anyone about you," because that sounds rude. They will likely have a one-or two-word answer. It might be "stock broker" or "sell insurance." Now you can say: "That is part of what I do…" and take what they said and build on it.

Credit: Adobe Stock

5. It's amazing the amount of work it takes to make something look effortless.

Advisors are involved in the community and are often great organizers. Here's the problem: When everything flows smoothly in putting on a gala or fundraising event, people get the idea that "this is easy. Anyone can do it." This also happens to advisors when the stock market keeps going up. Some investors think: "Investing is easy. Why do I need an advisor?" Explaining the work behind effortless outcomes lets people know that a lot of preparation and planning go into delivering a successful event. You accepted the compliment and shared the credit with (unseen) others.

Credit: Adobe Stock

6. You can never thank people enough.

This expression, well known in the nonprofit world, goes over the heads of people who have never asked anyone for money or think that wealthy people should just hand over cash because a cause is worthy. If you are an advisor, you should thank people for being clients from time to time. If the advisor is involved in raising funds for charity, thank donors often. Tell the other people soliciting donations to thank people days, weeks and months after the gift. If people do something and feel good afterward, they will likely do it again and again.

Credit: Adobe Stock

7. Everyone needs something.

When cultivating high-net-worth individuals, it is easy to assume they have so much money they can buy anything they want. You have heard "Money can't buy happiness." People have needs on different levels, and not all can be solved by writing a check. Finding a need and stepping up to address it can open doors. It might not ring the cash register now, but maybe later.

Credit: Shutterstock

8. People don't lie to you the first time you meet.

I was surprised when a prominent figure in our local community mentioned this to me. He followed it with, "They have no reason to." From an advisor's point of view, this means that during initial conversations when you are sizing each other up and determining if there is "prospect potential," you are likely to get a fairly accurate picture. This is an upbeat, positive message. You can take people at face value.

Credit: Adobe Stock

9. Friends may have wanted to do business with you for a long time.

This is often followed by, "They just haven't figured out why they need you." You know how you help people, a wide range touching different aspects of their lives. They don't know that. They often have a narrow view concerning what you do. "You sell insurance" or "You sell stocks." You need to increase their understanding. Finding they have a problem is a good approach. "I've helped other people with that problem. I may be able to help you too."

Credit: Adobe Stock

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9 phrases that open doors with prospects

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1. Every storm passes.

2. Everyone should have the opportunity to say no.

3. I am here if you need me.

4. When you tell friends about me, what do you say I do?

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5. It's amazing the amount of work it takes to make something look effortless.

6. You can never thank people enough.

7. Everyone needs something.

8. People don't lie to you the first time you meet.

9. Friends may have wanted to do business with you for a long time.

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1. Every storm passes.

2. Everyone should have the opportunity to say no.

3. I am here if you need me.

4. When you tell friends about me, what do you say I do?

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5. It's amazing the amount of work it takes to make something look effortless.

6. You can never thank people enough.

7. Everyone needs something.

8. People don't lie to you the first time you meet.

9. Friends may have wanted to do business with you for a long time.

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Instant Insights /

9 phrases that open doors with prospects

1. Every storm passes.

Bryce Sanders

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