The Advisor Solutions Podcast EP 37- Speaking the Couple’s Language
Have you ever been in a meeting with a prospect and their spouse and you notice that you are connected to one of them and not the other? You go through your recommendations and you look to the one you are connecting with and ask for the order. They seem like they want to be a client. The only problem is, they turn to their spouse, the one who you haven't connected as well with, and that person wants to “think about it”. As a result, you don’t get the sale! Can you relate to this? If so, know this… you, are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for knowing how to speak the couple's language which is essentially how to master Personality-Based Selling to be able to connect with them both.
In this episode, learn a process called Speaking the Couple’s Language so that you build a better connection with them both.