These different modes of selling are available to everyone all of the time. It is essential to choose our approach wisely. Many agents fall into survival-based selling in which they compete with clients, or even conspire against them, to serve the agent’s best interest. Some senior agents eventually arrive at a place where they learn how to build collaborative selling relationships with clients. It often takes many years of getting hammered by clients for these senior agents to connect with their natural advisory selling skills.
The Advisory Selling Methods offer agents at all levels, from brand new to super-senior, a way to push aside what does not work that well anyway and unleash the power of the natural skills within them.