I was scoping out some blog material over the weekend and something really caught my eye and stuck in my gut… (maybe it was because it validated some anal habits of my own?).
But I think it is worth sharing and reflecting on during stressful and uncertain times, so thank you Katherine Vessenes for your scenario in AdvisorMax coaching session on April 10…
“Going into every meeting your mindset should be to assume the sale.
Very few advisors understand that the financial services business is really a lot like theatre. Your stage is your office and needs to be very tidy and professional looking…you need to create a “wow” experience and think of your client as your audience.
You are playing the role of ???, viewing yourself as confident, in charge, powerful and about to nail your role. Your mindset should be to assume the sale.
Go into every meeting thinking that of course they will do business with you because you know you are really good at what you do and you have your clients’ best interest at heart.
When you put these two things together, that’s a killer combination…”
Ok, I don’t know if my office could be described as “tidy and professional looking”, but it does create that “WOW” feeling… (I think I have mentioned before my obsession with sports and their motivational effect on me?).
I do most of my recruiting “in the field” anyway, but I will agree that confidence and creating the right “stage” is crucial in closing more sales.
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