Some advisors don’t like “bad news” and would rather not ask. This doesn’t make the bad news go away. It just keeps it under wraps for longer."
Beverly Flaxington, The Collaborative. |
Summary: When responding to direct mail, sometimes investors are just curious. It is really important to determine first who is just looking, wants some “free” information or hopes to get a lead or two before buying anything. Qualifying is a skill that few salespeople learn well. Every contact is not a lead, and every lead is not a qualified prospect. Here are some tips for qualifying upfront, which would help avoid the problem you raised in your question to me
Some advisors don’t like “bad news” and would rather not ask. This doesn’t make the bad news go away. It just keeps it under wraps for longer."
Beverly Flaxington, The Collaborative. |
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