Turning Client Questions Into Opportunity
No matter how good you are as a financial advisor, clients and prospects will always have questions about the products and services you offer. Questions are a window into their minds and provide immediate feedback about their area or areas of most concern. I used to love the questions, “Do you own the same investment?” or “Do you have the same policy?”
The response is always a yes or a no, never a maybe. Share with your clients the truth, predicated on same or similar needs and circumstances, or entirely different based again on needs or circumstances. When clients and prospects are asking questions, it’s because they are beyond interested, they are willing to commit.