To get 9 out of 10 clients you need to blow them away, You need to do everything from the previous email, PLUS:
- Show clients a vision they haven’t already seen
- Absolute belief in in client’s ability to achieve their goal
- Share personal (or other related) stories to inspire clients to take action
- Provide clients a sense of certainty (e.g. if you are not sure about taking on more debt, don’t expect your clients to be sure)
- Draw a picture in client’s mind again and again for what is possible, live in that picture yourself, so that the client know that you are on their side
- Be naturally excited about what the client has achieved and will achieve
- In the appointment, the client’s world becomes your world, you don’t exist at all or you only exist because of the clients; so put your personal agenda and family issues aside
- Add value to what the client is doing or thinking about doing
- When you don’t know say you don’t know, but I will find out and get back to you – AND try to get back to them in 2 hours
- Know the lenders product back to front, keep yourself up to date so that you speak with authority and certainty
This will put you streets ahead of your competition.
“Be like a fast-talking car sales man and you will achieve your annual target OR be like a dentist who know his craft and you are all set for your lifetime goals”