Hemingway
My AI and I came up with the following way to deal with skeptics (in the style of Ernest Hemingway).
The most powerful move an Advisor can make is the "Takeaway." If someone is highly skeptical, Hemingway would tell you to give them the "One True Sentence" and then walk away.
The Script: "You know, this might actually not be for you. If the structure makes you uncomfortable, you'll never trust the results. I only want to work with people who are comfortable with the 'Wholesale' side of the industry. Shall we stop here?"
Why this works: It proves you aren't a salesperson. A salesperson would never tell someone to stop. An Advisor, however, knows that "Bad Fit" is a waste of everyone’s time.
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Hemingway
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