Ask and Listen Before You Sell

Ask your clients, "Can you please walk me through your thought process when you set up your retirement income plan." That's right... just ask your clients to explain it. 

Until you get your prospect talking, until you make them feel the potential financial pain they will suffer, they won't listen to your solution. Until they admit out loud that they have a problem... don't give the solution. They need to verbalize to you how and why they implemented the retirement plan they now have. It will help you get into their thought process to better help them, and better help you!

Then you can ask:

1. "Do you think the plan is working? Why do you feel that way?"
2. "Do you feel comfortable with the financial professional you have been working with... and why?"

 
And then you can go further. "Do you have the appropriate amount of money at risk," then ask them:

1. "How did you come up with the proper amount?"
2. "What method, program etc?"
3. "Do you feel as though your retirement plan is set up in a tax advantaged way? And why?"

 
I know there are more questions, but after their shortcomings are exposed, you can present the solution that is right for them. This is not high pressure... this is just doing the job that my CLU oath says I should uphold. Help the people, show them how much better they will feel, and they will buy, as opposed to you having to sell.  

Want to learn more about behavioral dynamics? I would love to discuss with you more!
 
Until next time... good selling!

More On Behavioral Dynamics

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Until next time… good selling!
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Raymond J. Ohlson
Founder & Retired CEO
Ohlson Group
​1-877-844-0900