They downsize… you upsize

One of the best ways to grow your business is to put yourself between a client and the transfer of money.  Here’s a great example of how to do that.

Many empty nest baby-boomers are considering downsizing to a more maintenance-free, independent home.  Have you thought about the kind of value you can bring to the table before… during… and after they do that?

  • Help them figure out what their home is worth
  • Show them how staging their home could increase the value
  • Walk them through how expenses would change for the better… or worse
  • Walk them through the advantages and disadvantages of paying off their home 100%
  • Create a more efficient retirement income plan for once they move
  • Etc.

Create a workshop that goes through these and any other value-added issues you can think of.  When you do, you have now put yourself between the prospect and a major transfer of money.  As an added bonus… people are psychologically inclined to make other big changes and decisions when they sell a home.  Use this to make changing their advisor… TO YOU… one of those big changes!

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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2 Responses to They downsize… you upsize

  1. David Lesnick says:

    Interesting concept, but that means creating a workshop from scratch that needs to pass B/D compliance dept.

    • That it does, David. And because of that, if you create it… how many of your competitors will have something similar? None. So is it worth it to create something that many people with money think and wonder about? Especially if you are the only financial advisor doing it? Only you can answer that question… but I know what my answer would be.

      – Mike

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