The Elite Financial Advisor Podcast With Sten Morgan 77. 10 Reasons Clients Buy
Aug 18, 2023
This podcast discusses the factors that influence clients' buying decisions, including needs and wants, emotions and desire, perceived value, social influence, discounts, product quality, convenience, cultural and personal values, FOMO, and research and information. The hosts emphasize the importance of understanding clients' emotions and desires, communicating perceived value, building personal connections, and providing research and information in the buying process.
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Money Conversations Are Inherently Emotional
- Emotions and desires shape buying decisions and differ between people in the room.
- Read body language, build rapport, and relieve baseline hesitancy around money.
Scoring Revealed Hidden Opportunity
- A business-owner client lit up when shown a scored roadmap and opportunities.
- Framing low scores as opportunity created excitement and reduced embarrassment about past gaps.
Quantify The Value In Numbers
- Quantify value whenever possible and show numeric benefits versus costs.
- Translate actions into concrete client outcomes to create appropriate urgency and clarity.