#1 Concern of Prospects
Mike walks you through the first meeting with a prospect, how to set up the right conditions, uncover pains, as well as how to structure this important first appointment with a prospect. This first meeting with a prospect determines your success or failure… and is one, that when mastered, leads to doubling your production.
“I have said before and I will say it again, within five years in the United States, if it takes that long, every single financial planner will begin and end with the same type of approach that we are showing here now because it truly is all about the income.
The number one concern by a million miles with retirees, both those already retired and those about to retire, the number one concern by million miles is the fear of running out of money. So when you can simply map out their income and show it in a logical fashion, it really gets them to raise their hand and say, “Hey, I really like that, can you tell me more?”
This podcast is the first of a series on a book that Mike Steranka has written called Seven Steps to Creating the Perfect Appointment Process.
Mike Steranka and Brian Gengler Discuss approaches that matter in this new podcast series…
Listen to this “One Superb Idea!”