Be Negative and See Your Income Soar

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!

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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