Ermos Erotocritou

Ermos Erotocritou People are being held back. Most chains that hold you back are invisible which makes it difficult to

๐„๐ฑ๐ญ๐ซ๐ž๐ฆ๐ž๐ฅ๐ฒ ๐ฏ๐š๐ฅ๐ฎ๐š๐›๐ฅ๐ž ๐œ๐จ๐š๐œ๐ก๐ข๐ง๐  ๐ฅ๐ž๐ฌ๐ฌ๐จ๐ง ๐Ÿ‘‡ The advisor did the following rightโ†’ built rapport โ†’ asked open-ended questionsโ†’ sh...
05/18/2024

๐„๐ฑ๐ญ๐ซ๐ž๐ฆ๐ž๐ฅ๐ฒ ๐ฏ๐š๐ฅ๐ฎ๐š๐›๐ฅ๐ž ๐œ๐จ๐š๐œ๐ก๐ข๐ง๐  ๐ฅ๐ž๐ฌ๐ฌ๐จ๐ง ๐Ÿ‘‡

The advisor did the following right
โ†’ built rapport
โ†’ asked open-ended questions
โ†’ showed empathy (not sympathy)
โ†’ explained his process after the prospect asked

๐‘ท๐’“๐’๐’ƒ๐’๐’†๐’Ž: the owner of 4 body shops still sounded cold, distant and mistrusting

Game changing moment: Advisor began using "mechanic" lingo ๐Ÿ’ฅ

It was like a switch went off

Prospect immediately
โ†’ opened up
โ†’ was more engaged
โ†’ asked buying questions

My client did his homework

A quick internet search revealed prospect is a mechanic by trade and owned multiple locations. He prepared accordingly

By using lingo he felt familiar with, he made the connection

๐‘น๐’†๐’”๐’–๐’๐’•: ๐Ÿ’ฅ Appointment booked ๐Ÿ’ฅ

๐‘ณ๐’†๐’”๐’”๐’๐’: People want to be heard and understood

By speaking their language, that is exactly what youโ€™re doing

Follow me on LinkedIn: https://lnkd.in/gRY9jhEy

This was a game changer for my career.This is what I was taught....To be successful, I needed to give my prospects facts...
08/06/2023

This was a game changer for my career.

This is what I was taught....

To be successful, I needed to give my prospects facts about why it made logical sense for them to become my client.

Boss: "tell them how our fund A, outperformed their fund B"
"tell them about XYZ strategy and how it will defer taxes"

Turns out, that's not the most effective method.

It's near impossible to make an emotional connection with your prospects using logic and facts.

When I began delivering my message through stories, my business exploded.

I found that telling stories held clients attention and created a memorable experience.

More importantly it differentiated me from other Advisors.

My best stories would highlight my prospects desired outcomes and present a solution that addressed those needs.

Want to overcome a prospects objections?

Tell them a story about how you helped an existing client overcome a similar challenge.

Since your prospect can visualize themselves in your story, they will want to work with you because you have removed doubt and proven that your solution actually works.

Follow me on LinkedIn: https://lnkd.in/ghNDia5y

Address

Toronto, ON

Telephone

+14169931172

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