Six Simple Tips for Advisors to Overcome Prospecting Call Reluctance
Prospecting is the life blood of any financial planning practice whether you are a seasoned financial advisor or new to the profession. If you are not on the phone making connections, booking appointments, and spreading the word about your practice, you will lack the growth necessary to achieve your big goals.
Many of my financial planner clients have prospecting reluctance. It's normal. We avoid what we don't want to do. The really successful clients however make a game out of completing their calls. They know it's necessary to pick up the phone.
Here are six simple tips to help you overcome call reluctance so that you can pick up the phone and connect with new prospects:
1. Think about your BIG VISION and the reasons you want a bigger practice. Not everyone is cut out for this industry. Only those who WANT big success and are WILLING to go for it will succeed.
2. Create a Daily Call Sheet with your income goals or create a Daily Success Schedule and stick with it. Print it out and keep it in your top drawer. Know how many calls you need to make in order to get one person on the phone. Know how many conversations it takes to get one appointment.
3. Motivate yourself to pick up the phone and then just do it! Vow that you won't allow anything to get in the way of your success. Don't let distractions keep you from doing the work you need to do.
4. Don't make excuses. Pick up the phone. Don't justify not calling by saying you'll do it some other time. Get your calls out of the way and the rest of the day will be cake.
5. Maintain a written list of common objections. Write out your response to the objections. Become familiar with overcoming these objections. You will hear them again and if you have a quick response you will be successful in overcoming them.
6. Don't take rejection personally. The person on the other end of the phone doesn't know you or what you have to offer, so don't let the rebuff get to you. Begin each new call with renewed confidence.
Print out these tips and read them each time you need to make your calls. Review each point – let it sink in. When you have internalized each point you will naturally assume the persona of a driven, successful advisor who knows what they want, doesn't make excuses, and consistently fills their prospect pipeline.
Next Steps
1. Purchase my Financial Advisor Marketing Course and create a new Marketing Plan that will bring you new clients and new assets. At the end of the course you'll receive 4 sample financial advisor business/marketing plans to help you create your own custom plan.
There's no risk at all as I offer a money back guarantee. If you're not satisfied for any reason, just ask for a refund within three months of purchase.
Click here to review everything you get.
Start on the road to a more ideal life today!
2. Join my complimentary Newsletter The Prosperous Entrepreneur™ and run your practice more like a business with tips and strategies each month. Sign up here and receive Taglines That Sizzle – Six Steps to a Wow Tagline to help you stand out from the crowd and attract ideal clients.
3. Hiring me as your Business Coach can help you achieve goals you've only dreamed of – if you're considering hiring a coach, complete the Complimentary Coaching Session Form. You'll grow personally and professionally and you'll take full responsibility for your success.
About the Author:
Suzanne Muusers has been coaching financial advisors to get out of their comfort zones since 2004. She is the creator of the Financial Advisor Marketing E-Course for advisors who want to build assets under management, get organized and productive, and increase their profit and time off. The course includes four sample financial advisor business plans with various business models plus tools to boost your marketing results. Visit her at http://www.prosperitycoaching.biz.
Suzanne Muusers
ICF-Credentialed
Business Coach
Prosperity Coaching LLC
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