CHAPTER 7

Turning Prospects into Clients

IN CHAPTER 6, I EXPLAINED THAT ONE OF YOUR OBJECTIVES during the appointment is to get a commitment for a second, follow-up appointment. If you have built good rapport and have asked questions, you have set the stage for the second appointment.

THE SECOND APPOINTMENT

The second appointment is where you share how you can improve the prospect’s investment experience. In the second appointment, you use all the information you gathered in the first appointment and give the prospect a customized presentation on why he is better off working with you. Keep these points in mind:

image   The presentation should not be ...

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