Strategies for prompting affluent prospects into making a decision

Stephen Boswell and Kevin Nichols of The Oechsli Institute point out that affluent prospects tend to operate under a joint decision-maker dynamic, which is why it's important to have all decision-makers involved in the sales process. They also suggest that once a proposal has been made, the advisor should step out of the room for a few minutes to give them time to discuss it in private.

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