We are always told to emphasize the positive… it ends up the opposite works WAY BETTER! University of California researchers found that when:
- One group of homeowners were told they could save 50 cents a day by doing a couple of things to make their homes more energy efficient
- And another group was told they would LOSE 50 cents a day if they didn’t make the changes…
The 2nd group where the changes were couched in a LOSS were 300% more likely to make the changes. How are you presenting your solutions? Its it on how your recommendations could make their life better (not productive)… or are you presenting your solutions to make sure they avoid loss (VERY productive).
I coach all my advisors to present the negative and NEVER present the positive… and they see their income jump by 63% the first year they make that change!