Events Sandler for Advisors - Kill HORACE-Defeating the Incumbent Advisor
Horace is the incumbent advisor, the existing relationship your prospect is comfortable with, even if they are not happy. This session addresses the single biggest obstacle wealth advisors face when prospecting: the inertia of 'good enough.' We will work through specific Sandler strategies to uncover dissatisfaction that the prospect has not admitted to themselves, and creating the conditions where change becomes the logical choice. |
LEARNING OBJECTIVES
- Understand the psychological dynamics that keep prospects loyal to underperforming advisors
- Ask questions that surface latent dissatisfaction without attacking the incumbent
- Position change as the prospect's idea, not yours
- Handle the 'I'm happy with my current advisor' response with confidence and curiosity
Horace is the incumbent advisor, the existing relationship your prospect is comfortable with, even if they are not happy. This session addresses the single biggest obstacle wealth advisors face when prospecting: the inertia of 'good enough.' We will work through specific Sandler strategies to uncover dissatisfaction that the prospect has not admitted to themselves, and creating the conditions where change becomes the logical choice. |
LEARNING OBJECTIVES
- Understand the psychological dynamics that keep prospects loyal to underperforming advisors
- Ask questions that surface latent dissatisfaction without attacking the incumbent
- Position change as the prospect's idea, not yours
- Handle the 'I'm happy with my current advisor' response with confidence and curiosity