Episode Details

Objections are essentially a buyer's pain. To become the advisor that they need, you have to be able to fully understand their pain first. Where is their mindset or viewpoint coming from? You cannot add value to them without knowing where they are at first. Until they know you care, they don't care how much you know. If you look at objections as a gift, they will actually help you to serve your clients better. You cannot add value if you don't understand what they need.