BIG CASES - What You Should Know [Advisors and Agents]

March 11, 2022 | By Elite Resource Team
Financial Advisors

Do you want to play in this space? Not so fast. Like everything, there are pros and cons. Let me pull back the curtain and discuss the cons. 

In this week's video, I share 5 things I've learned (both personally and through our Virtual Family Office) about closing big cases.

  1. Respect the odds – Larger cases have more variables, more variables represents more potential issues.
  2. Desperation destroys – You have to detach yourself emotionally from the outcome.
  3. Know the players – The CPA, the attorney, the CFO, the sister in law, the parent, the rich uncle (anticipate some coming out of the woodwork). 
  4. Marathon shoes – Don't expect things to move fast. "That’s just a bend in the road it’s not the finish line." 
  5. It’s not about the numbers – Smaller clients tend to prioritize whether or not they can afford something. Larger clients tend to judge different aspects such as audit risk, complexity, legacy.  

Do you want to play in this space? Don’t strikeout while swinging for the fence. Build a solid and predictable case flow or reserve before shifting too much focus on the home runs. 

A mentor of mine said it well, a good business should win like a baseball team, predictable singles and doubles, with the home runs and occasional grand slams being celebrated but ideally you win even without them. 

If you find the video helpful and are not a part of our community yet, let's get an initial call set up to explore.