Don’t Let Your Prospects Tell You What to Do

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

A qualified inbound lead comes your way, stating their needs and what they’re seeking.

You interpret their forthrightness as an indication they’re interested in hiring you.

Give them what they want = win new client…easy day.

So why is it that when you deliver your insights according to their specifications, they don’t get back to you?

Many advisors fall into this trap of adapting to what their prospects want, instead of taking the bolder and higher ground, shifting the focus to what they need.

It’s a trap, because even in a situation where your prospect seems to know what they want, giving it to them doesn’t “seal the deal” like you’d assume it would.

More often, it does the opposite.