How to say NO to the Wrong Prospects

It is important to learn how to say NO and to say NO nicely!

If you have lived in the “land of scarcity”, without enough prospects to see, there is a good chance that you have become an opportunist. If so you may feel you need to keep your eyes peeled for every new client opportunity that comes your way.

Problem is, you’ll always be spinning in circles and will never get very far.

I know, because I did that for the several years of my career as a financial advisor. I always had my prospecting glasses on, even at sports or social events.

There is a far better way…

To accelerate your results, become a strategist. When you discipline yourself to prospect for people that fit your Best Case Scenario, you are far more effective than you are when you stray and play with the wrong prospects.

Slow down and focus on situations that are within your area of specialty.

Why? That’s where you have competence, confidence, and can achieve consistency in results. In reality, you can do far more business and you can do it in a lot less time.

You’ll have more money, time and mental freedom because you are operating within your zone, not out there in the ozone!

Problem is, you may be still be sliding into opportunism, not realizing the size of the trap.?

In this video, I’ll teach you how to say NO to the wrong prospects.

You have to be strong to say no. But when you do, your life is easier, your bank account has more income flowing into it and you’ll feel more in control of your business.

It’s a blessing in disguise.

Don’t worry about a backlash. Just learn how to say NO and then say NO nicely.

Here’s an example: My largest client (by more than double) asked me to help his son, a 43-year-old attorney.

I quickly said, “I would love to Don, but that’s way outside my area of specialty. As you know we do retirement and estate planning work with couples between the ages of 65 and 70… people just like you and Barbara”.

Notice that first I said NO fast.? If you don’t do that, you’ll waffle and then you’ll end up in the wrong place.?

Then I paused for a just second and added the “nicely” part.

“But if you like, have your son give me a call and I would be happy to refer him to someone that specializes more in his area.”?

Don was ecstatic and indeed, even grateful.

So was I and here’s why:

I would have invested maybe four times the amount of research and case preparation work than I routinely did on cases that fit right in my area of specialty.

Further, my income would have been about 1/4 of the amount of revenue I routinely generated with situations?inside?my area of specialty. So by taking that situation, I would have dropped my revenue per hour down to 1/8 of what it normally was.

Saying YES when you should say NO can be a slippery slope.

Now you see why I became quick to say NO when necessary. When you are masterful at what you do and know exactly how to work with those who are in your zone, life is a lot simpler.

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