Weekly Focus - October 29, 2014 - "If You Don't Ask, You Can't Be Rejected "
An Advisor must sell three things, in good times and in bad. The Advisor must first sell the appointment, the Advisor must open the account, and the Advisor must get referrals. One, two, three and don't miss a step. I'll bet you a dollar that the inability to close is the number one cause of failure in this industry. Actually, save your money. That's a sucker bet. I know I'm right. Closing is like prospecting. It involves fear of rejection, so too many people steer themselves away from the possibility. And it is flat out not fun. Eat your vegetables. Turn off that television. Ask for the order.