Erin Botsford discusses the art of closing: Secrets from Elite Advisor.
Listen to the interview on the Business Innovators Radio Network:
In this interview, Erin Botsford delves into the art of closing a prospect to become a client in the first meeting. While many advisors mistakenly think it takes multiple encounters with a prospect, in this discussion, we discuss the psychology and steps that must happen to efficiently and effortlessly turn a prospect into a client.
Using the techniques discussed, this approach can be viewed as an opportunity to open a relationship rather than simply closing it, as it involves continued engagement and support for the client. The episode also explores how this psychological approach to closing a sale can also have residual benefits in personal relationships. Overall, it underscores the significance of building rapport and maintaining client communication throughout the sales process.
Mike Saunders and Erin explore the importance of understanding human psychology in sales. They emphasize that human psychology remains largely unchanged despite the passage of time, with people still exhibiting behaviors reminiscent of cavemen. This understanding allows sales professionals to leverage certain psychological principles and behaviors to build rapport and increase the likelihood of a positive response from prospects.
The discussion also explores how the principles of building rapport in sales can extend to personal relationships. The guest speaker references classic books like “Think and Grow Rich,” emphasizing the importance of valuing and connecting with people at all levels, from customer service representatives to CEOs. Sales professionals can build rapport and foster stronger relationships by genuinely engaging with individuals and showing interest in their lives. This approach can also be applied to personal relationships outside sales, such as with friends, family, and acquaintances.
Erin Botsford provides a specific example of how having a woman present during a sales meeting can be advantageous. She explains that women naturally prioritize financial security for themselves, their children, and their grandchildren, as they have an instinct to protect their nest egg. By identifying weaknesses in non-investment areas of a woman’s life, Erin taps into this instinct and further motivates them to protect their assets.
Erin shared: “We’ve trained advisors from the $200,000 level to the $5 million level. And all of them are benefiting from the training, and really, my goal is to have advisors grow their businesses 10x in three years, wherever they are. I did that multiple times, and that’s what I try to teach my advisors. And the sooner they can learn how to close prospects, high net worth prospects to the first meeting, the sooner they’re going to get to that end result.”
About Erin Botsford
Having spent 31 years in the financial services business and achieving at the highest levels (Barron’s Top 100 in all categories: Independent, Advisor, and Women), Erin sold her business in 2017 in a successful exit – a step most advisors would like to achieve at the end of their careers. Today, she delivers value to advisors and firms all over the country, speaking and teaching advisors how to quickly grow their businesses exponentially. She helps advisors understand and implement growth strategies, no matter where they are in their business journey. Erin believes in the power of modeling and allows advisors to simply copy her success blueprint. Erin is also the author of two books: “Seven Figure Firm – How to Build A Financial Services Business That Grows Itself” and “The Big Retirement Risk: Running out of Money Before You Run out of Time;” and the founder of the Elite Advisor Success System. With over 30 years of field experience and an authentic personal story, she can relate to advisors at all levels. An international speaker, Erin shares her 30 years of wisdom at industry conferences worldwide.
Learn More: https://erinbotsford.com/
Read the featured article in Financial Advisor Magazine: https://www.fa-mag.com/news/advisors-are-getting-results-from-this-training-program-72959.html
Recent News and Interviews: https://authoritypresswire.com/erin-botsford-cfp-creator-of-the-elite-advisor-success-system-interviewed-on-the-influential-entrepreneurs-podcast-discussing-the-elite-mindset/