Getting appointments: Success is closer than you think

When using this strategy with clients, you cannot overwhelm them with information. You may think that invoking lots of data makes you look good, but burying them in numbers does not work. Their eyes will glaze over; they won't remember any of it.

Instead, pick one clear, simple message to convey. Past editions of this column have given you many options to choose from. After your appointment, your client will start to see and hear things that reinforce that message. And every time you visit that client again, repeat the message.

That message must be conveyed through amazing and powerful questions. This process keeps them engaged. And it helps people to become emotionally invested in the answers. 

I will fill next month's column with questions. But there is one requirement before I share them with you: practice!

Asking questions must become second nature to you. You must know your questions instinctively and ask them in a conversational manner. This is key, because otherwise, you will be thinking of the next question when you should be listening to the answers.

Here is one amazing question to start with: "Do you want to be rich or would you like an absolute guarantee that you will never be poor?" Almost every time, they will say that they want the guarantee (and if not, then you have learned something important about your client).

Then I ask, "If I could show you a way that even if you ran out of money, you would never run out of income, would that be of interest to you?" They always say "yes."

We advisors represent the only industry that sells products that can do that. But the American people do not know about them. We must ask our clients whether they would be interested in these benefits.

Asking questions helps me run 30 to 50 appointments per week, without spending money to obtain those appointments and leads. Next month, I will give you many more questions that will increase your appointments.