AB Advisor Institute Podcast

Why "No!" Is Almost as Good as "Yes!"

14 August 2023
27 min listen

Summary

All sales professionals experience rejection as part of their work. Every conversation with a client or prospect has the possibility of ending with refusal, either of the idea that the advisor is recommending or of the value of the advisor as a professional.

Scott and Ken explore how the fear of rejection influences the ability of some advisors to pursue building collaborative relationships with professionals who are in a position to refer new clients. They observe that approaching centers of influence (COIs) represents a very low level of refusal compared to the potential benefits: if the professional says no, the advisor has not lost anything, but if the COI says yes, it can be a huge benefit to the practice. With this in mind, Ken and Scott provide a new way for advisors to think about hearing the word “No” and what they can do to make a rejection a positive experience.

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