Cracking The Code on Stalled Deals and Client Procrastination
"When clients procrastinate, you not only lose an opportunity to grow your firm, but you also lose an opportunity to make a difference.”
The Compass will help identify if a client is Satisfied with their current situation; Aware that they have a problem, if one exists; decide if they want to Fix the problem; and then Explore Options if they do. The Compass is not a sales process; it is about helping clients navigate change.
Many times, advisors will identify a problem and immediately start presenting options; but the client may not be on the same page. Some clients do not move on advice provided by their advisors because they do not believe the problem is big enough to fix or that the recommendation given by the advisor will work. Wealth holders cannot fix every problem, so only big problems get their attention.
Charles “Chuck” Hollander, Jr. is the creator and founder of Red Flag Advantage and the Red Flag Compass, the core tool that helps advisors across the nation overcome stalled deals.