Having your initial meeting over a cup of coffee in Starbucks is much less threatening than meeting in your conference room.  You don’t want your prospect feeling any form of pressure.

Whether it’s an article on a topic they’re interested in, or offering a personal introduction to your interior decorator, it’s human nature to want to return the thoughtfulness.

By subtly copying your prospects body language (if they’re leaning forward, you lean forward) and speech pattern (if they speak slowly, you speak slowly) it helps you build rapport.  They won’t even notice that you’re mimicking them.

This can be as simple as suggesting that they bring statements by your office to be reviewed.  When people are tired, they appreciate guidance in making a decision. By the way, you can always pick-up the statements yourself.

It’s been noted that the use of a noun serves to reinforce your identity to a specific group and provides a sense of belonging. So consider the following two questions: How important is it for you to be saving (v) for retirement? as opposed to How important is it for you to be a saver (n)? Subtle difference, yes, but the latter implies that you are part of a group that makes wise financial decisions.

Yes, unfortunately our politicians have become masters of this tactic. However, they are running the risk of over-hyping and becoming the proverbial “boy that cried wolf.” But planting the seeds of anxiety, whether it’s about being able to maintain their lifestyle in retirement or adequate college funds to educate their children, gets the brain thinking about possible future problems.

Here is where you focus on the positive: peace of mind, financial security, well-educated children, college funds for grandchildren, etc. This serves as the yin to the yang of the seeds of fear you’ve planted – psychologically, this becomes a powerful elixir.