Prospecting Weapons

Your prospects and clients don’t always do what’s best for themselves, especially when it comes to their money.  As a Financial Advisor this can be frustrating. But it doesn’t have to be this way. Here is why.
The better you become at communicating that you and your service are the absolute
best solution for their money problems the quicker your prospects and clients start
making better financial decisions.  My point is you need to continue to improve your communication and influencing skills.  That is why I am going to be sharing with you some of the absolute
best “prospecting weapons” on the planet.

These “weapons” will literally give you an unfair advantage over every other Advisor out there.  The only thing I ask is that you use this stuff for good.  Don’t be like Madoff. Here is a quick list of some of these weapons:

  • scarcity
  • stories
  • social proof
  • interaction and conversation
  • reason why
  • reciprocity
  • authority
  • common enemy
  • emotions
  • likeability
  • anticipation
  • event based
  • take-away

Just learning and implementing a few of these “weapons” will drastically help you influence more prospects and clients. When you get good at more than a few of these “weapons” and combine them together in your entire sales process, your prospects and clients will literally be whipped into a buying frenzy.  That is how powerful these “weapons” are. Let’s take a look at one of these right now.

How To Tell A Story

It is no secret.  Telling a well-constructed story is one of the most effective forms of persuasion.  Here are 3 great tips for telling good stories, as written in the excellent book “Neuromarketing by Patrick Renvoise and Christophe Morin:”

#1: Be sure that your story has a point, and be sure you make the connection for your audience. Don’t rely on them to draw the connection on their own.  A story
with no point is like a joke with no punch line – it’s a waste
of time.

#2: Make the story personal. Don’t say, “A woman went to a job interview.” Say “Agnes went to a job interview.”

#3: Put passion into your story.  Add details that prove you really lived or experienced that story.  Create those sensory impressions that will impact the old brain and help your prospects envision themselves in the story.

This is one of my favorite and most effective methods for persuading people. All our life we’ve been told stories: as children, in school, at camp, through books, movies, opera, ad even television and radio commercials.  As humans, we’re hard-wired for stories.  We’re conditioned to respond to them and we do.

Why Stories Work

Stories resonate with listeners.  They allow the listener to connect emotionally with the storyteller.  Listeners hear themselves in the stories they are told.  Best yet, stories are memorable.  Facts and figures are forgettable.  A good story is remembered and retold.  And here’s a secret:  you have a storied past! Don’t be afraid to share your stories.  But make sure there is a message in it that your prospect can identify with.

Related Articles:

4 Ways to Prepare for a Crucial Client Prospect Meeting

The Best Advice on Making More Sales You’ll Read All Week

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Brian J. Kay, Executive Director, Leads4Insurance
921 Port Washington Blvd., Suite # 3 Port Washington, NY 11050
tel:(516)944-6700 fax:(516)944-5275