Let Them Think It Over
Many financial advisors are trained to ask questions with the ultimate goal of selling some type of financial product or service. Prospects know this and often are reluctant to disclose too much information that the salesman could use against them later on. --Jeff Harris
Clients with a high-net worth can smell a salesman in a New York minute. These sought-after clients will not want to work with advisors who don’t take the time to learn about what's most important to them—personally, not just financially, contends Chartered Financial Consultant Jeff Harris. Harris switched to a fee-based investment advisory practice 15 years ago so that he could focus more on the client than on sales...Many financial advisors are trained to ask questions with the ultimate goal of selling some type of financial product or service, he says. Prospects know this and often are reluctant to disclose too much information that the salesman could use against them later on. "I would ask clients to take my recommendations home and think about them for a week or so," says Harris. "When we met again we would proceed however they chose. No pressure."
-Jeff Harris, founder of The Family Legacy Forum, a Lake Wylie, SC- based firm that helps clients with their estate planning, in Want to Bring a Prospect on Board? Tell Them What's in It for Them
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