How I "overcome "objections" when prospecting

At this point in your career, you probably know (or at least suspect) that getting a referral to a new potential client is the most effective and efficient way to MAKE a new client.

The reason?

Trust.

When you get a referral, there's something called a "trust bridge transfer" which basically means that...

If Sara is your client, and Sara trusts you, and then Sara refers Mike to you, Mike will implicitly trust you at least a LITTLE bit, because of Sara's trust in you.

This isn't always the case (some people are just more skeptical / analytical in nature) but generally speaking, it is true.

And so, getting referrals is kinda the same vibe of "work less make more"

If you're tracking and looking to get more referrals, keep reading.

One of the most common questions I hear from advisors when I do trainings is: "How do you overcome objections when prospecting?"

And it's such a great question, because "overcoming an objection" typically means that you'll get a referral, which we know is super effective and efficient!

So, here's how I overcome objections in two different ways.

First, I have chosen the mindset shift that an "objection" is TYPICALLY just a question disguised as an objection.

When someone says something like "let me think about it!"

I realize that what they're actually saying isn't always what they MEAN. "Let me think about it" might not be "let me think about it" -- It might actually be "I'm not sure what you're asking me"

Or when I hear someone say "I want to do this, but just not right now" >> what I hear is "I'm worried this isn't going to work for me and I need my nervous system to be regulated"

👏 "Fighting" an objection is never about convincing someone of something.

And if you are currently addressing objections head on...

How is that working out for you? lol.

The second way I overcome objections is by stopping them before they even happen.

Reality is, I very rarely get objections.

Why?

🔥 Because I do a really, really good job setting the stage as the why and expectations.

If you hear "let me think about it!" >> you've already lost them (they're overwhelmed and need time to process) - womp womp...

Instead, what I do is... get ultra, ultra clear as to my expectations, intentions, and desired outcome.

And communicate all of that really effectively.

So when I ask for referrals, or ask someone to move forward, there is no confusion or surprises (which then leads to a clean and clear decision).

If you are craving more referrals, more quality referrals, and just an easier business overall...

🔥 You might be a fit for my signature online coaching program >> The Financial Advisor Academy (FAA)

FAA is the most comprehensive and potent coaching program on prospecting that exists.

The program is designed for advisors 1+ year in business who desire to hit $400k+ -- without burning out or other "ick" sales tactics. 💸💸💸

The program is invite-only (you must be accepted into the program), so if you’re interested, DM me and let’s see if you’re a fit.

Or, you can:

🌟 >> Read more about the program here: https://www.scottietaylorjr.com/financial-advisor-academy

🌟 >> Fill out an application here: https://www.scottietaylorjr.com/exploreFAA

Ready to make your business (and life) "peaceful"?

Scottie

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