If you’re like most advisors, at some point you were taught how to sell a product. Features and benefits that motivated a prospect to take action. However, those types of sales techniques are outdated. The internet has provided prospects with information overload. The last thing they want from a “financial professional” is to be sold a product.
That’s why it’s critical that you don’t talk products, but instead focus on your process. Process over product wins every time.
Products are easy to compete against. Process is unique to you.
As a wealth manager or insurance agent, the more you can clearly define your unique process and communicate it to a client, the better the results will be.