The Number One Reason Prospects Will Reject You as Their Advisor

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Virtually all advisors have the technical competence to construct a plan that will help a prospect. But most make a key mistake when they try to explain that plan, and it almost always causes them to lose the business.

For example, Peter heard that every advisor should use the keep it simple stupid (KISS) principle to explain his plan. But there are many moving parts to a retirement plan. As a fiduciary, isn’t it important to fully explain all the aspects of any plan including the pros and cons?

Most prospective clients are concerned about five basic areas of retirement:

  1. Running out of money
  2. Market volatility
  3. Taxes
  4. Inflation
  5. The cost of catastrophic illness

Peter was compelled to fully inform his client about all the aspects any plan would cover. The client listened intently, nodded a few times and said, “These are great ideas. I will think about it and get back to you.” The advisor was sure the client would call back and implement the brilliant ideas he heard.