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.
Hello. My name is Suzanne Muusers, Coach to Financial Advisors and Brand Strategist since 2004. 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 and Business Plan with your income goals and then 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. From your Business Plan, decide your most important strategic activities and keep working them
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.
Prosperity Coaching LLC