drawer, stare at it, then toss it over your shoulder saying, “Naw, that’s not it. But, this is really interesting. What were you saying?” The idea is to keep doing that because it builds curiosity and mystery in the mind of your prospect. After three times, the prospect will have that sense of urgency. Advanced Tip: While you rummage through your desk, make sure to mumble to yourself. The key to advanced mumbling is to mumble unintelligible sounds, and then add in one word clearly enough for the prospect to understand. “Mmmmumble … mmmumble … state hospital … mmmmumble….” In Conclusion. The approaches above are appropriate for beginners, and also for the highly experiences producer who has never had to make a sale. The key to making those approaches work is to focus on anything other than the prospect. After all, he’s there for your benefit. Your IARFC Reward. The tips above are not for everyone. If you want to take a different approach, perhaps one that invites prospects to pay attention to you, or even engage in a conversation, just send me an email. I’ll send you 20 really good (and valid) sales tips. No kidding.
Michael Lovas Michael Lovas is the author of twelve books, mainly on Professional Credibility and Psychological Communication in the financial industry. He has been published more than a thousand times since 1986. All of Michael’s work teaches professionals how to use simple, effective psychology to write more business and inspire their clients to love them. He is also the cofounder and a principal of AboutPeople, a unique consultancy focused on helping advisors build credibility and relationships with their chosen target. Contact: 509 465 5599 michael@aboutpeople.com www.aboutpeople.com The Register | June 2013
Financial Planning Process™ course
Take the Next Step! Acquire the skills and tools for a more profitable financial planning practice — developed by veteran financial planners, business consultants and practice management experts. Self-study, or in the classroom
Call today for details: 800 532 9060 x 307 Page 21