(Video) Don’t Be a Stumped Chump: Overcoming Client Objections
Don’t Be a Stumped Chump
Learning to Overcome Client Objections with Karlan Tucker & Darren Petty
Karlan Tucker is joined by Tucker Financial President Darren Petty to discuss how they overcome client objections in their financial planning process. In this video, Karlan and Darren explain the idea of selling the hole and not the drill. By this, we mean that it is crucial to educate your clients on plans to fix their problems and not push products. Products may be the vehicle of your plan, but providing value and context for your process will leave you and your clientele with a great return.
This presentation was given at the Tucker Super Conference XVI in January of 2021 and is only for financial professional use. Insurance-only agents are not licensed to offer investment advice.
At Tucker Advisors, we sell plans; not products. Every prospect we talk to has a unique situation that needs to be attended to. There are no one-size-fits-all solutions for someone’s financial future. With every client demonstrating the need for custom solutions, it is critical to understand their objections. In this video, Karlan and Darren tackle many of the common objections they receive when meeting with prospects. You can expect to learn a lot about how to navigate difficult conversations with clients and families as they plan for the future.
Some of the topics include:
-How to help prospects that don’t fully understand a product
-How to get to the core of a prospect’s questions
-How to talk about liquidity
-Where are the right prospects for your practice
-How to talk about fees
-When to talk about age
-What clients read from 3rd parties
Another word for a challenge is an opportunity. Objections are an opportunity to show your prospects that you know your stuff. By bringing their concerns about the financial planning process to you, they are trying to understand how you think and if you are the right person to help. The right financial advisor is the one that understands where their client is coming from and educates them on why or how a strategy will benefit them.
For many financial and insurance-based companies a good scare is worth more than good advice. We disagree with that type of thinking and believe it is more important to correctly inform prospects and give them confidence. Every prospect has concerns about investing their hard-earned money into the market. Darren and Karlan take you in depth as they show you how to take your prospect from a skeptic to a client.
From here, Karlan and Darren dive into the nitty-gritty of common objections they receive from clients. These topics can range from product education to advisor compensation transparency. Strap in and get ready to fortify your practice with these thoughtful responses to client objections.
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