How’s Business?

Has anybody ever asked you, “How’s business?”

How did you reply?  Did you get a sale?  Here’s what to do next time this happens to get a new client on the spot.

Did you say, “Things are great!  How about you?”

Has that ever gotten you a stitch of business?

Instead, next time someone asks you, “How’s business?”

Reply with a mini-case study.  Tell them how you just solved a problem for somebody just like them.  For example:

“It’s great!  Earlier this week I worked with a couple that just retired and was able to get the tax they pay on their investment income down to 1.5% tax rate.  You ought to have seen their face when I walked through how to cut their tax by 90%… it was priceless!  They are some happy campers.  It’s just a shame that there are so many people walking around that don’t know how to use Internal Revenue Code 72 to chop their taxes by 90%.  Luckily, every time I do it for someone, they give me a referral.  Like these people I was telling you about, they immediately referred me to a friend that had just retired from the same company and I’m seeing him next week to do the same thing!”

What do you think the next thing out of your friend’s mouth will be?

“Would that work for me?”

Ta da!  You now have your invitation in to tell your friend about how you can help them.

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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