The Psychology of Converting Prospects to Clients

Over the last 50 years, Singer believes the financial services industry has spent too much time focusing on the illustration as opposed to focusing on the client - their goals and objectives, their wants needs and desires. In this session, Singer shares what questions, statements, and observations you can use to answer objections in a way that keeps the engagement moving forward. He also discusses the power of active listening - which is more than just being quiet - and the importance of detailed, prioritized goals and objectives.