Walk Prospects Through Your Process
It's easier for prospects to make a decision and a commitment when they understand that you have a consistent, high-quality system in place to serve them.
If the prospects seem like a good match for you, walk them through your entire process, methodically describing what will happen at each step. Explain that the next step will be for you to gather the information from them that you'll need to formulate your recommendations for their specific needs. The reason for doing this is that you want them to have faith in the integrity of your process. It's easier for prospects to make a decision and a commitment when they understand that you have a consistent, high-quality system in place to serve them.
-Cliff Oberlin, CPA/PFS, CFPM, is CEO, and Jill Powers, CFP, CDP, is president, of Oberlin Financial, in Head Start
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