Growing up, I was a pessimist. I don’t know why, but I let every little thing get to me, and I realized that being negative often scares people away.
That’s why I recommend that when dealing with potential clients, you shouldn’t dwell on the negatives of their current plan. Always approach the conversation from a positive standpoint, highlighting how your services can significantly improve their situation.
Decision-makers often have egos, and no one likes to be reminded of poor decisions, even if those decisions are evident. Years ago, a certain third-party administrator (TPA) was going through a very public crisis. During that time, many other advisors and TPAs were calling this TPA’s clients, simply spreading negativity about them.
I can’t imagine those providers gained many clients this way because successful selling is all about what you can do for the client, not about how poorly the current plan provider is performing. While you need to differentiate yourself from the incumbent provider, it’s essential to do so from a positive perspective.
