Stop Selling the Future

Ari GalperAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

“What are your goals for the future... where do you see yourself in five years?”

Many advisors ask those classic opening questions in their first prospect meeting.

That traditional selling has always been about getting your prospects to talk about what they want for their future, showing them your process and offering solutions to achieve their goals. All common sense so far, right? But what if your prospect is not crystal clear on their future goals?

What if they’re so overwhelmed with daily life and world events that they can’t think past tomorrow?

If your primary focus is talking about their future goals, which they have a hard time imagining, then you’ll hear this at the end of your meeting: “I’d like to think about it and will get back to you.”

Few prospects have the mental bandwidth to plan ahead five weeks, let alone five to 20 years.

Attempting to have them project their future, when they don’t completely trust you, creates anxiety and indecisiveness on their part.