by Tony Vidler
How do you know if a prospect is really a prospect, or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters. They just cannot bring themselves to say “no thanks”.
They cost a ton in time and wasted effort, and advisers often kid themselves that they have a pipeline full of suitable future clients who are more often than not chain-yankers who never turn into clients at all.
Best thing to do is cut your losses as early as possible and give attention and effort to those who are truly engaged….but how can we tell which ones are for real, and which ones aren’t?
Well there is a simple and easy technique which revolves around one question that can be asked over the phone…and the answer will tell you straight away whether that prospect is the real deal, or someone you should just forget about….
Watch the video to learn more…