SERVEFIRST™ Mastermind

"Am I causing the 'think-it-over?"

"Can you describe the use of the pendulum?"

"Do we need to require prospects to always complete a profile?"

"How do I best manage when a prospect starts with their 'biggest concern' and then they switch?"

"How do I best show their advisor may not be doing their job without sounding like I am attacking their advisor?"

"How do I gently tell a prospect they may not be as smart as they think they are?"

"How do I keep on track when a prospect derails the process?"

"How do I know if I should cut a prospect loose in the evaluation appointment?"

"I keep educating clients, how do I stop doing that?"

"If I meet a younger couple with 10-15 years of work life yet, is there a way to illustrate urgency or a reason to take action?"

"If I think you are drowning, but you don't see it, is that on me? Am I going deep enough in 5 levels deep?"

"If my prospect is an 8,9,10 in all areas, what should I do?"

"If they aren't sure what brought them in, is that a problem, what should I do?"

"In 5 levels deep, do I confirm 'status' on each area or is that always required?"

"Is there a bridge to introducing the 'new' SERVE process for existing clients?"

"Is there a reason there is a 6 on the 1-10 scale? Can it be eliminated?"

"Is there a set list of questions I should be asking?"

"Is there a way to prevent a couple having a disagreement in front of me?"

"Should I be showing software in the 2nd meeting?"

"Should I profile people I am considering hiring?"

"Should I use 1-10 scale in the evaluation meeting if I didn't use it in the seminar?"

"What do I do if a couple says they just came in to see what we have for them?"

"What do I do if I can't get them talking, they just won't open up?"

"What do I do if people are dragging their feet on getting me documents?"

"What do I do if the couple in front of meet is not on the same page and they are starting to argue with one another?"

"What do I do if the prospect doesn't want to talk about all 5 areas?"

"What do I do if they are shopping around?"

"What do I do when their level of concern is 6 or below, but when I get into 5 levels deep they claim its not really a concern?"

"What if I don't know the answer to their question? What should I do?"

"What if they rate themselves incorrectly on the 1-10 scale in levels of concern?"

"What is the best way to create structure to my sales call?"

"What should I do if I think they are not qualified or an ideal client?"

"When in the evaluation meeting do I confirm they confirmed their need for help?"

"Going 5 Levels Deep - ways to ask the questions"

"Verify Step - Setting Expectations in the Verify Step"

"Risk in wholistic plan - How do we help them see it?"

"Prospect Not Engaged in the call / Client not sharing or having Concerns"

"Our Process: How to give our process without selling"

"Hijacking the Process - What do I do?"

"Real Estate - any way to add that to the process / discussion?"

"Drowning Metaphor - Ways to help them see it?"

"Crystal Ball - When did you know that market would drop?"

"Now that is over- How to stay in the race?"

"What if we don't see a concern?"

"If we go really deep in a concern, how do we keep moving without going over on time?"

"Prospects are in denial? What should we do?"

"Distracted Prospects - How to manage when they just aren't into you"

"5 Levels Deep: Level 2 Timeline - What if concern in new in the timeline"

"How to manage the objection for scheduling a 2nd appointment when they want to push off"

"How to manage a prospect who is "lukewarm" in the process"

"How to introduce the Producer Insights Profile into the process."

"If blues don't like pressure how to I get them to allow a follow up tomorrow?"

"Should I take on a family who doesn't want to allow me to manage "all" their money?"

How to manage prospects who say they are 8,9,10's