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Qualifying Prospects

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Oct 6, 2011 3:19 pm

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?

Oct 6, 2011 3:59 pm

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...


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