In this episode of the Stephen and Kevin Show, we talk about how to handle the situation when a prospect tells you, "I already have an advisor."
Remember, this is an acceptable answer. Most of your potential clients do already have advisors. Many of them really like their advisors.
Our goal isn't to "overcome this objection." Our goal is to keep the door open. Things change...if their financial advisor ever retires or slips up, you'd like to be the first professional who comes to mind.
Stephen Boswell and Kevin Nichols are partners with The Oechsli Institute, a firm that specializes in research and training for the financial services industry. @StephenBoswell @KevinANichols www.oechsli.com
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