Coach’s Corner

Are prospecting calls like a game of chess? For many novice and intermediate chess players, too much chess strategy often gets them into trouble. By thinking too much about future moves, they overlook the negative implications of current moves and get stuck. In other words, they lose context thinking too much about subsequent moves.

Much like a game of chess, each prospecting call is dynamic, and circumstances evolve as the conversation evolves. Thus, if you're not paying attention or are thinking too far ahead, you lose context and become stuck. 

Consider these three strategies to help turn first calls into first meetings.

1. Focus on staying completely in the moment. When you choose to be in a moment, be in that moment rather than thinking about your next move.


2. Maintain a fluid sense of context as your conversation unfolds. Seek to understand another person's perspective without being distracted by your own agenda. 


3. Listen with intentional intensity. The fuel for great listening starts with asking the right questions. When a prospective client answers your questions, reflect, and then respond with a follow-up question within the context of that moment to move the conversation toward the next level of understanding:
   
   • "How are you faring in today's confusing financial environment?"
   • "Now that the election has come on gone, would you be open to considering alternative strategies to putting your cash to work?"
   • "Are you open to reviewing your financial plans in light of today's interest-rate environment?"

Bottom line: Shift your mindset from "where should I go next?" to "what can I ask to learn more?" to help turn prospecting calls into first meetings.