Just Cause Your Breath Stinks, Don’t Change The Process [Episode 206]
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What You'll Learn In Today's Episode:
- Why not following the process can impact the number of new clients you’re bringing on.
- That a prospecting meeting should also be focused on delivering value, not on selling.
- Why you should start setting up expectations even before your first prospect meeting.
- Your prospect meeting should be an experience that the prospect hasn’t seen elsewhere.
- How if you try to oversell yourself, you can end up killing the deal.
When you meet with a prospect, are you solely focused on how you close the deal, or are you changing your prospect process depending on who walks through the door? On today’s episode, Matt and Micah discuss why you not only need a prospecting process that works, but you need to stick to it! Trying to oversell yourself, creating new reports, or offering services that don’t fit with your process doesn’t benefit you or the prospect.
Ideas Worth Sharing:
‘You as the advisor have to control the energy in the room.’ - Micah Shilanski Share on X ‘There is a very big line between bringing more value and being desperate or even pathetic in your prospecting.’ - Matthew Jarvis Share on X ‘I think a trap a lot of advisors fall into is they start talking about me; they start talking about myself, they start talking about ‘I’’. - Micah Shilanski Share on XResources In Today's Episode:
- Matt Jarvis: Website | LinkedIn
- Micah Shilanski: Website | LinkedIn
- TPR on YouTube
- Learn about our membership options by contacting [email protected]
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The Importance of Professional Guidance in Selling Practices With Ted Jenkin
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