They Changed Their Minds

At the end of a two-hour long "fact finding" meeting, advisor Marianne told her seemingly enthusiastic prospects that she would be researching a couple of things and then putting together a plan for them, and set a follow-up appointment with them.

They were a young professional couple with young children.

Their plan would specifically include some much-needed life insurance that needed to be priced.

There was no doubt in Marianne's mind that the mission was going forward!

But, a few days later, just before Marianne's scheduled return with her proposal, the couple called to tell her they had decided to hold off on doing anything.

"I needed that sale," Marianne complained to me during our coaching session.

"And that's probably why you lost it," I responded.

Our need is the ugliest thing we can show prospective clients.

If they believe that your need to make money is more important than their need for your services, they'll back away as fast as they can.

Retaining you to help them or buying what you're offering must be their idea, not yours.

Even when — especially when — you need the "yes," make sure that your prospects sense only your devotion to bringing them the best and most appropriate service.

I also discussed with Marianne the need to build trust in that first meeting.

Did she ask enough questions? Did she get a commitment from them about doing the preliminary work?

Here are some suggestions that might reduce the number of prospects who change their minds.

1. Ask more and better questions.

"Situational" fact questions are essential for you in order to enable you to do your work, but they have relatively low value to a prospective client who already knows his or her own situation.

How does the situation make them feel? Why do they feel that way? What result would they like to get from working with you? How will that make them feel better?

These kinds of questions don't necessarily add any information to your analysis, but they help you to create a bond of trust with your new client.

2. Find out if they're committed to change before you put in more time.

Marianne set the second appointment without obtaining a commitment from them.

Ask if they're receiving value from the discussion and if they have any questions for you.

Ask if they want you to go ahead and put together a proposal.

Don't simply assume that you'll have that next session with them and that they'll want to attend or accept what you propose.

3. Find out if there is any hesitation and what is causing it.

If they say, "Let us think about it," find out what they need to think about.

Explore what they agree with and narrow down what their concerns are.

Do they have reservations about your ability to help them, the concept, the financial commitment? It's OK — and important — to ask these questions.

If you want more prospects to follow through to becoming clients, start by making sure they're clear that this is for them and that they're fully committed to the next step.

And remember to base the solutions you offer directly on the needs they've expressed — not on some generic features and benefits.

Make it all about them.

Sandy Schussel is a coach and practice development consultant for insurance and financial professionals. He has served as an MDRT Academy trainer, is on the faculty of the InsuranceProShop and is a preferred mentor with InsuranceWebX. He has served as the national sales training director for a broker-dealer and life insurance company. He is the author of two books, The High Diving Board, about overcoming fear and Become A Client Magnet, about attracting and keeping clients. Schussel's scheduling calendar is available here.