The 3 Fundamental Flaws In Your Conversion Process

Let’s talk about your client Conversion and why it matters…

See there’s a big RISK when it comes to the way you engage with and ultimately convert a new prospect in your FP biz…  

If you get this wrong. If you don’t have conviction in selling running for you… you stay stuck doing things the traditional way.

And the traditional way – I think – has 3 fundamental flaws to it…

Btw, if you don’t feel any of these 3 Risks are relevant to you…, you can say “Great! I’m fine here! I’m good. I’ve got all of this covered”.

You can click away and enjoy the 5 minutes or so that you’ve just bought yourself…

If you feel that your conversion process is ‘spot on’, congrats!

You’re in the top 5-10% of financial planners. Well done.

The first point is that when you engage and convert prospects the normal way – you know – the ‘old school’ way.

The old fashioned way. The way they said you’re supposed to….

You have to deal with 3 big things. Objections, Excuses & Stalls…!

Objections – the things, which stop somebody COLD – from doing business with you.

Excuses – the lame things people bring up to avoid making a decision.

And Stalls – delaying tactics people use to get out of the ‘sales environment’. The business environment. Out into somewhere where they feel more comfortable and they can delay the conversation and the need to make a decision.

And when any of those happen, obviously the ‘Law Of Diminishing Intent’ comes into play…

The longer they delay their decision to proceed, the less likely somebody is to becoming your client.

So we want to get rid of Objections, Excuses & Stalls.

And the way we do that isn’t about pushing harder – NO!

Number two. You either, do what the old school, traditional sales gurus tell you to do and Manipulate people with all those ‘BS’ closing techniques that either suck or make you feel weird…

So you either manipulate people…

Or you DON’T!

And if you don’t, you end up losing money so you become Desperate…

So you’re left with a choice:

You can either be a manipulator or you can be desperate!

Neither one of those is really that much of a good look right…?

And if you do it the way they tell you to or the way your BDM’s or licensees say to do it (and most of them have never sat across from a client in their lives…),

There’s just a TON OF PRESSURE!

There’s pressure on YOU to perform and convert.

There’s pressure on THEM to sign up.

And there’s pressure on the whole appointment so that it can’t be what it’s designed to be – which is a simple conversation between 2 people to decide whether there is a good fit – or not…!

We want to take_the_pressure_out!

And you know what else happens when you have Objections, Excuses & Stalls and Pressure….

It undermines your confidence – A LOT!

You either become someone you don’t like and your friends and family wouldn’t recognise….

Or, you stay true to yourself and true to your heart, but you don’t do well financially and you end up second guessing yourself and questioning yourself in every conversation.

But there is a better way…

A way that instead of pushing, commissions, pressure and awkwardness around conversions…

You can have people wanting you!

Asking you if they can be part of your business.

Have them almost begging to be accepted or ‘invited’ and be offered a position because they qualify and they’re a match for what you do….

When you have a structured conversion process that is designed to enable a real and valuable discussion and open up a ‘conversation’…

Well, it positions you very differently…

You don’t need to be needy or manipulative any more.

You become the AUTHORITY!

You’re the person at the top of the mountain that your prospects are aspiring to be with.

You lead – they follow.

You talk – they listen

When you finally get the conversion piece right, life gets easier – and it gets more fun as well….

Conversions and Sales (yes, that’s right – SALES) might seem weird or ‘dirty’ to you right now (it did for me when I first started out. That’s why I spent so much time developing a conversation so I did have to get rejected or feel ‘salesy’ any more…)…

But when it’s done from a place of Love, from the Heart and from a place of Need & Respect, you regain your confidence, increase your revenue and feel good about yourself at the same time.

I’m here to help.

Talk soon.

Steve