How to Double Your Closing Ratio

Part of a training course I recently attended included strategies to help advisors improve their sales. The instructor asked, “What’s the worst thing a prospect can say when you ask them to do business with you?” Most of the 200-plus people in the room agreed that the worst reply would be, “No, I’m not interested.”

But I disagree. Depending on the type of prospect you’re talking to, a response of “no” can actually be a good thing. In fact, “yes” can actually be more of a problem in some cases! To better understand why, read on.

There are three types of prospects you need to know about. I categorize prospects into three types, or levels, based on their personalities. When I meet a prospect, I want to know what kind of client they’re going to be before I decide to start working with them.

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Crowdfunding is More than Just Money

Why it’s more than just getting money!

This was a Facebook live Audio!  http://www.getcrowdfundednow.com/invitation

Efficiently Ineffective

Efficiently Ineffective

If you’re anything like me, you’ve wanted to be more efficient in your
business. I went through a phase where I was analyzing every little
thing I did to make it more efficient. The trouble was that I didn’t
look at whether the task even mattered before streamlining it. I’ve
since developed the EASE checklist to know whether I should even
continue as action, let alone make it more efficient.

• • Effective
    Is this action effective? Does it get me the results that I want?
    If not, this is not an action to streamline — it is one to STOP
    doing! Now.
    Concentrate on doing the right things before doing things right.
  • Appropriate
    Is this action appropriate? Does it fit with how I want to be
    perceived?
    It doesn’t matter how effective an action is if it doesn’t fit your
    image and your values. No matter how cheap and easy it would be to buy
    200 million email addresses a business will never be the same once
    people label it a “dirty spammer.”
  • Sustainable
    Is this action sustainable? Can I continue doing this indefinitely?
    Every business has a limited amount of resources: time, money, energy,
    etc. If this action takes more time than available and would cost more
    to have a VA do it than will be made in return it is not sustainable.
    Becoming efficient at running a deficit is a recipe for disaster.
  • Efficient
    Now ask how can I make this action more efficient? What can I
    eliminate from this action and get the same results?
    And that is the challenge: maintaining the effectiveness,
    appropriateness, and sustainability as we “trim the fat” from our
    business activities. Because who really wants to be efficiently
    ineffective?

  • 

    Free-Photos / Pixabay

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