"I Already Have a Financial Advisor" Objection

[rousemark]

I would say "Who is your current advisor... I may know him. (They answer). I say... Hmm. I didn't know he got his license back." Or... "Hmm. I thought he had another two years. Must be that overcrowding thing. They're letting a lot of people out early these days."

Now, I know what that Private Reserve link is on your webpage.. You've been into it again

Captain Morgan Private Reserve Rum | Liquor Mart Boulder CO

 

[Larry Tew]

Now, I know what that Private Reserve link is on your webpage.. You've been into it again

Captain Morgan Private Reserve Rum | Liquor Mart Boulder CO

I think I like your link better.

 

[RyanCO]

.

I'd recommend "The Wedge" by Randy Schwantz. It ain't cheap, but it's all about creating a wedge between a prospect and their current ("incumbent") advisor:

Amazon.com: The Wedge: How to Stop Selling and Start Winning (9780872183711): Randy Schwantz: Books


.

 

[DHK]

"I assure you that my work is an extention of what they do, not a duplication. I've love to show you the kind of work I do so you can judge it for yourself."

 

[Mattschmidt]

"I assure you that my work is an extention of what they do, not a duplication. I've love to show you the kind of work I do so you can judge it for yourself."

I like that quite a bit. If you don't mind, I would like to use that in the future. Well said

 

[Newby]

"I assure you that my work is an extention of what they do, not a duplication. I've love to show you the kind of work I do so you can judge it for yourself."

I agree. That's a great way to put it.

 

[DHK]

By all means use it! I had actually forgotten about that, until I saw this thread and mulled it over for a while.

The key on this is that it shows respect for the other advisor and their work, while showing that you can still add value.

You can't put down someone else without knowing who they are and the work they do. It'll just sound 'flippant'. (And yes, I know that Larry Tew was joking.)

 

[maksim]

If you are sitting in front of a prospect, that means they are making a decision to buy something from someone else besides their current advisor. Your job is to uncover their needs and wants.

If you do your job properly, that objection will never come up.

 

[KofCAgent]

Thanks guys for the great ideas! I'm just throwing this out there because I saw this from a different website and thought I would share it.

Again Thanks!!



You: I was hoping that was the case.


Prospect: Why?


You: Most of our clients are people who were with traditional firms and were ready to move to the next level.


Prospect: What do you mean?


You: What would moving to the next level mean, in YOUR world?


Make up your own answer for "why?" The important thing is that you've taken their objection away from them and used it to move closer to you. They are totally unprepared for you to say that their objection is a good thing for you.