Short talk (YouTube video) by Andy Neary arguing that the attitudes and purchasing decisions of brokers influence how their prospects decide. Uses a client anecdote listing three recurring objections (too expensive; things are fine; already have a solution) and parallels those to objections brokers hear, concluding that brokers should project growth and abundance rather than cheapness or complacency.
Chapters
Could the vibe you're giving off to the universe actually impact the way your prospects do or don't do business with you? Hear me out. Last week I was working with a client of mine. She represents a strategic partner to the insurance industry. And we were working on who her target broker is. And I asked her to walk through some of the objections she hears from those brokers she's trying to work with. And it came down to three objections. Number one, you cost too much. Number two, you know, things are just fine the way they are, we're okay. And number three, oh, we already have a solution that does what you do, even though they know the solution isn't of high quality because it's cheap. And when she got done with that, I smiled and she said, what are you smiling at? I said, isn't it ironic that those three objections you get from brokers are the same three objectives? Objections those same brokers get frustrated with when they hear it from their prospects. You cost too much. You know, things are just good the way they are. Or we already have somebody who does that, even though the broker knows they're so much better. So this message is actually for brokers, the vibe you're giving out the way you make decisions with your business is actually impacting the decisions. Or the way your prospects do business with you. If you think things cost too much and you try to buy things on the cheap, guess what your prospects are going to give you? They're not going to hire you because they go for the cheap. If you're just happy with mediocrity and you're happy with way things are, that's the same answer your prospects going to give you. And they're not going to do business with you. So be careful of the vibe you're giving off, because the universe is listening and so are your prospects. Focus on growth. Focus on abundance. That's exactly what you're going to get when you talk to your prospects.
