Qualifying Prospects
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Come on guys give me some tips on how I can better qualify my prospects. I'm finding that lots of people will accept info and a business card just to get you off the phone. What are some questions that I can ask to find out how much capital they have?
By the way , If you take a look at your current portfolio, retirement and taxable investments, I would assume you have a portolio over $2mm, Would that be about right?
No? About $1million?
Start high and they will correct down,
Flatter them, that you assume they have over 2mm, and they will normally say errrrr, a bit less than $1,mm and you can almost pinpoint the exact value...
If they become nervous, you can add, "The reason I ask, we work with many high net worth approaches that cater to investors with portfolio's over $2,000,000 and we want to make sure that going forward, these ideas will be a good fit... or something...
You are correct if it takes 10 more calls, 3 meetings etc. to open the client than make sure there's gold at the end of the rainbow...
My2c
Dash
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