Nobody likes to be sold to, especially today’s affluent. Yet many people still try to sell their products and services to this lucrative consumer niche, including financial advisors.
Unfortunately, very few have mastered the fine art of affluent sales. But advisors can, at least, be more equipped for their interactions with the affluent if they know what not to do. The following are seven phrases guaranteed to turn off the affluent prospect:
There are exceptions to those listed here. But the vast majority of advisors would be well served if they avoided these phrases. After all, mastering the art of affluent sales is a counterintuitive process.
Matt Oechsli is author of Building a Successful 21st Centure Financial Practice: Attracting, Servicing & Retaining Affluent Clients. www.oechsli.com