Prior to April 18, you probably heard over and over again from prospects and customers, “Call me after tax season.” If you’ve been in the business for several years, you’ve gotten pretty accustomed to that response by now.

So tax season is over…but does that mean you have an opportunity here?

YES! This is a huge opportunity for you! Why? One thing most financial advisors often do not consider is the simple fact that in order to invest, PEOPLE NEED CASH. Most people, even high net worth investors, do not keep loads of cash laying around while they wait for your phone call. Instead, most have invested what they are willing to invest and have saved whatever they want to have available for expenses and emergencies. This means that in order for them to invest with you, they need to sell something, then they have to jump through all sorts of hoops figuring out what to sell and by then, you’ve lost the sale.

You see, all it takes is one small investment to open the door to a new relationship. But people need the cash to make that investment. People have a funny relationship with their tax refunds. While this is money that was theirs all along, they often regard it as “found money”…money to play with or use to buy an expensive new toy. One reason for this is that people often aren’t quite sure what (if anything) they’ll get back…so it’s money they never planned on having.

The average tax refund last year was over $3,000. That’s the AVERAGE. That includes working people with modest incomes like nurses, teachers and administrative assistants. If you’re targeting business owners and high-level executives, chances are most of their tax refunds are much larger.

So let’s say you call and tax season is over. There are no more excuses. Let’s also say that on top of this, your prospect just got a $15,000 tax refund. How much more likely are they to be willing to invest with you now than if you’d called them a month ago? You probably won’t get ALL of their assets on the first transaction, but all it takes is one sale to prove yourself and open the door for future opportunities.

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SPECIAL BONUS:

To help you get started, Larkspur Data is a special limited-time discount pricing on Prospects of Wealth, the industry’s best-selling database of high net worth individuals. Regular pricing starts at $595 for a minimum if 4,000 listings in your area, but THIS WEEK ONLY, we are offering 3,000 high net worth prospects for just $295. That’s a discount of over 33% off our regular pricing! Orders will be filled on a first come, first served basis. This offer expires on Wed, April 27th. No exceptions.

And here’s the beautiful part. One of the best ways to get a new client is to know their pain and offer innovative solutions. This is why vendors are able to make a killing selling sweatshirts to tourists walking across the Golden Gate Bridge—it’s COLD! They know exactly what their customers’ pain is! So let’s say you call and discover that your prospect didn’t get a tax refund. Maybe they even had to pay this year. In this case, you KNOW they are probably upset about it and that tax savings is one of the first things on their mind right now. You KNOW their pain!

I know a guy who brought in the majority of his new clients at this time of year based on these concepts alone. Remember, sales is not like a math problem. With a math problem, you’re either right or you’re wrong. With sales, you don’t strive for perfection (nobody can close 100% of their prospects) you strive to increase your odds. If you can turn a 5% closing ratio into a 10% closing ratio, you’ve just doubled your success rate. If your prospect’s excuses have dried up and they’re flush with “found money”, what will that do to your success rate?

Call today!

Larkspur Data Resources, Inc.

(800) 282-4567

www.larkspurdata.com