When you think about it, most people want what they can’t have. It’s just human nature. The guy is usually never interested in the girl who comes across as desperate for a date, but rather pulls out all of the stops for the one who doesn’t return his phone calls for several days. In addition, consider you are on a date. Isn’t it a total turn off if one person is doing all of the talking? Clearly, the other person will leave feeling you are not interested in getting to know them better.

Let’s face it, we are always selling something. Usually it’s ourselves, in one way, shape or form. So why aren’t we translating this over to the world of business sales? As you initially connect with your prospect, who is doing all the talking and what are you doing to get to know their needs and wants better? Are you more interested in just closing a deal or in genuinely learning about their needs to determine if what you offer is relevant and of value to them?

Once you reach the moment of truth — and that usually means getting the BOR — does your prospect sense your desperation or do they feel, “I simply must hire this adviser. Otherwise, my future is walking out the door.”

Wow, what a concept. They may lose you and all of the amazing solutions you come with.

As you seek to attract your next wonderful new client, consider your dating approach. What are you doing to assure an engagement?

Beattie is an EBA advisory board member and president and chief executive of South Miami, Fla.-based Selden Beattie Benefit Advisors. Reach her at (305) 661-9090 or bbeattie@seldenbeattie.com.

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