Set the stage

In the early years of sales training, insurance agents were taught to open all interviews with small talk; warm the prospects up, win them over, and get them to like you by making positive comments about their office, home, family, or photos.

Next time, try this updated approach to set the stage:                                                                                                              “I realize there are many things you could be doing today, other than meeting with me.  However, the fact that we are meeting tells me just how serious you are about making better financial decisions for you and your family, and what is important about financial security to you.”

You may find this to be a better approach than small talk about the weather or current events.  People are busy.  Meeting with you must be viewed as important.  You will appear more professional by getting to the real purpose of your meeting and being more considerate of their valuable time.  Help them to recognize the importance of focusing on the financial challenges facing them.  You’ll be glad you did!