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Think "Gravitas" in Prospecting Calls
Article publishedBy: David Richman  |  Article published on:July 14, 2023

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Think "Gravitas" in Prospecting Calls

By David RichmanManaging Director, Advisor Institute

If you are following this season's tennis opens, or playing yourself, notice the players' "ready position." This position is rooted in maintaining a state of equanimity—being grounded, even-keeled and ready to return an opponent's serve. Just as equanimity is critical for success in tennis, it is also critical to your success in prospecting calls.

We believe there are 3 Cs to equanimity and they always come into play during prospecting workshop debriefs when the group assesses a peer's role play performance:

  1. Calm—no matter what, maintain calm.
  2. Confident—it is unlikely the person you are speaking with knows more than you about financial planning.
  3. Curious—instead of thinking about what you can say to look smart, ask yourself: "What can I ask to learn more?"

One of the most common openings heard during our prospecting workshops is, "I was calling to..."; or, even worse, "I was JUST calling to..." or our least favorite: "I was just calling to check in."

Past tense language and words like "just" and "check in" lack the second C-confidence. Our refrain during workshop debriefs is, "Think gravitas." What you are calling to discuss is important. Don't diminish yourself or the value you can bring by using words that minimize your worth.

What sounds better to you: "I was calling to..." or "I am calling to..." Can you sense the difference? The second opening is stronger, isn't it? The first sounds like back peddling—apologetic and unintentional. Past tense speak is a hard habit to break, and those that are successful start with hearing the embedded apology and lack of intentionality.

Bottom line: Think gravitas. Be intentional in eliminating words and phrasings that unwittingly erode your perceived confidence.