Unresolved unmet needs within an advisor creates push back from prospects and clients because they fuel the unmet needs within the prospect that they are trying to serve. This in turn segues into “thoughts are real forces” because the unconscious advisor:
- Feels the lack of approval from the client because they cannot do enough for the prospect or client
- Feels a loss of control of the client because the client will do the opposite that the advisor wants the prospect or the client to do
- Feels unsafe because the advisor didn’t get the sale
- Feels unworthy because the advisor leaves the unclosed sale thinking that there is something wrong with them and if only they would have done, this, this or that, maybe they could have closed the sale
International Values and Behavioral Analyst, Business Coach, Speaker and Author
Executive Coaching Tips for Financial Advisors
Speaking at a City Near You