Don’t over educate your prospects!

In my early days as an advisor I spent tons of time educating people under the mistaken belief that educating them was my job.

But after spending an inordinate amount of time “educating” prospects, I came to an important conclusion.

The confused mind?doesn’t buy!?

Do you sometimes over-educate some prospects right out of the decisions they needed to make?

When you overwhelm people with too much information and outline too many possibilities, you could be doing your prospects a grave disservice.

When your prospects don’t buy from you, it might actually be your fault. Instead of helping them, you may have harmed them.

Here’s why: They will tell the next advisor that tries to meet with them that they have already been through that process and everything is fine.

But it isn’t!

The key is to?educate them to buy, and that is a whole different way to do business than simply educating prospects.

Your job is to help people make intelligent and informed decisions. ?Shorten that sentence and it says “Your job is to help people make decisions”.

You don’t have to be rude or forceful. Just make sure you take people through a process of understanding that leads to great decisions.?

You are an advisor, not a teacher. If you become a “teacher” when you sit down with your prospects, you may end up being paid like one.

Hmmm.

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