We work so hard to get in front of that next potential client, but what happens when we have to say “thank you, but no thank you” to a qualified prospect?
In this episode of “The Complete Advisor,” we talk with Jim Toddy about his experience handling a qualified prospect who turned out to not be a fit for his practice. We walk through how they met, what happened during the fact-finding meeting, and why Jim had to say “sorry, but no.” As a special bonus, Jim tells one of the greatest prospecting stories I have ever heard! Here’s a teaser: it involves a Dateline NBC hidden camera show and a prospect who really wants to buy an annuity. If this story doesn’t validate doing a proper fact-finding process, I don’t know what does!
Key takeaways from this episode:
– How to Deal with Challenging Prospects.
– The Importance of Setting Realistic Expectations.
– The Importance of Recognizing Red Flags.
Pull up a seat and take a listen!