Larkspur Data

www.larkspurdata.com

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Sales Idea

The following script can be used to convince a client to worry less about short-term market volatility.

12 Inch Ruler Script:

Advisor:  Mr. or Ms. Client, how far is your house from my office?

Client:  I think it’s about 2 miles.  Why do you ask?

Advisor:  My assistant and I have a bet.  She says it’s 1.9 miles and I say it’s 2.1.  On your way home, would you mind checking the distance for me and letting me know?

Client:  Sure, no problem.

Advisor:  (Hands the client a 12 inch ruler.)  Here’s something to help you measure the distance.

Client:  (Looks at advisor and assistant like they’re crazy.)  You want me to measure the distance between your office and my house with a 12 inch ruler???

Advisor:  Of course not.  I did it to illustrate a point.  You’d never measure a distance of 2 miles with a 12 inch ruler.  By the same token, you should never measure your progress toward achieving your long-term financial goals by looking at yesterday’s close in the paper. 

The following sales idea can easily be implemented using Prospects of Wealth, Larkspur Data’s premier database of high net worth individuals.

Choose Your Own Referrals!

We all tell ourselves to ask for referrals.  The problem is that most of us don’t ask for them enough.  The other problem is that you never know who your client will refer you to.  How would you like to be able to choose your own referrals?  Using Prospects of Wealth, look up all your best client’s neighbors and find the wealthiest prospects in their neighborhood!  “Mrs. Jones, do you know Dr. Smith who lives down the street?”…”Would you mind introducing us, or could I mention that we’ve been working together for several years?” 
How: On the Contact Information tab, type in the state and town of your best client.  Now type in their street name and pull up all  their neighbors.  It’s that easy!

We hope you find this information helpful.  At Larkspur Data, our business is helping develop your business!  For more information on Prospects of Wealth or any of our other prospecting tools, please visit www.larkspurdata.com or call (800) 282-4567.