You know you can help them. You can see exactly how you can reduce their fees… reduce their taxes… increase their returns… or maybe all three! And yet they hesitate. They don’t know if they want to move forward with you.
You need to change the conversation fast. What better way than to show how confident you are in what you can do. Here’s how you demonstrate your confidence.
You say, “I think you are right to think things through… to make sure you are comfortable with moving the process forward. I do the same thing with decisions. Can I give you a quick example of how confident I am that you will find the whole process worthwhile and enlightening?”
And of course, what will they say? “Sure.”
Then take out your wallet… pull out a $100 bill… tear it in half (and watch their eyes bug out) … and then hand them ½ of the torn bill.
Then say, “If we go through this process and for any reason you don’t think it was worth your while… if we don’t find things that SIGNIFICANTLY improve your life… not little things, but things that will significantly better your lifestyle… then I’ll give you the other ½ of this hundred-dollar bill and worst-case scenario, you are $100 richer. Can you think of any reason not to at least see what I have to show you at the next meeting?”
Is this bold? ABSOLUTELY! I never had a problem making that challenge, because I knew that I could improve their situation… without a doubt in my mind. If I couldn’t, then I wouldn’t make the offer, but that was a rare occurrence.