Why Your Clients Tune Out—And What to Do Instead
If you’re spending most of your client meetings talking, rattling off features, explaining policies, and proving how much you know… I hate to break it to you, but you’re losing sales.
Your clients don’t care about your encyclopedic knowledge of products. They care about their problems, their goals, their fears. And if you’re the one dominating the conversation, guess what? They’re not feeling heard.
So let’s fix that.
I see it all the time. Smart, knowledgeable professionals who work their tails off trying to educate their clients—only to watch them nod politely, say, “Let me think about it,” and walk away without buying.
That’s because talking doesn’t sell.
The more you talk, the less your clients listen. The less they listen, the less they buy.
On February 19, I’m teaming up with DMI for a game-changing webinar that will show you how to sell more by talking less. But before we get to that, let’s break down what’s really happening in your sales conversations—and how you can flip the script to start closing more deals effortlessly.
KEY POINTS
- Timing shapes retirements. Early market losses while taking withdrawals can drain portfolios fast, even with good averages. Timing is everything.
- Clients don’t see the risk. Sequence of Returns Risk is invisible to most. Your job? Make it clear and actionable.
- Master the solution. Learn how to protect clients near and at retirement, simplify the message, and grow your business.
The #1 Sales Mistake Financial Pros Make
It’s simple: You’re selling the way you were trained, not the way people actually buy.
Most sales training teaches advisors to:
✅ Explain the benefits of a policy or investment
✅ Educate prospects on why it’s the right choice
✅ Overcome objections with more information
But here’s the problem: People don’t buy because you told them to. They buy because they told themselves to.
If you’re doing all the talking, your prospect is doing none of the thinking. And if they don’t think through their own problems, they don’t feel urgency.
And if they don’t feel urgency? They don’t buy.
Why Financial Advisors Struggle With This
I get it. You want to showcase your expertise. You want to make sure clients fully understand the benefits of what you offer. But here’s the harsh reality:
- You Know Too Much – You’ve spent years mastering financial strategies. But your clients don’t need a lecture. They need a reason to care.
- You Feel Like You Have to Prove Yourself – You think talking more makes you look smarter. In reality, the most confident advisors know that power is in the pause—not in the pitch.
- You Were Trained to Sell, Not Listen – The old-school sales playbook is outdated. Today’s best closers don’t sell to their clients. They get their clients to sell themselves.
How to Flip the Script and Start Closing More
Let me show you a better way.
Step 1: Ask the Right Questions (And Then Listen)
Great salespeople aren’t talkers. They’re master question-askers.
Try these:
- Insurance Agents: “If something happened to you tomorrow, what would your family’s financial picture look like?”
- Investment Advisors: “What’s your biggest fear when it comes to your retirement?”
- Registered Reps: “What’s your plan if tax rates go up significantly in the next decade?”
Now, here’s the hard part: Don’t fill the silence.
After you ask, listen. Let them process. Let them feel the weight of the question. When they answer, they’re no longer just listening to you—they’re convincing themselves.
Step 2: Let Them Define the Stakes
Once they admit to a problem, help them clarify it with follow-ups like:
- “How would that impact your lifestyle?”
- “What’s your backup plan if that happens?”
- “How important is it for you to solve this before it’s too late?”
The goal? Get them emotionally invested. Logic doesn’t sell—emotion does.
Step 3: Make the Solution Their Idea
Here’s the secret: Never push a product. Guide them to the answer.
Instead of saying, “You need this policy,” say:
- “It sounds like protecting your family’s future is a top priority. Would you be open to exploring an option that guarantees that?”
- “Since you’re worried about retirement income, do you want to see how to lock in guaranteed income for life?”
Now, instead of feeling “sold to,” they feel empowered—like they’re making the decision themselves.
Want to See This in Action? Join Me on February 19
If you want to stop chasing clients and start closing more high-value deals, you need to learn how to make prospects sell themselves.
On February 19, I’m teaming up with DMI for a no-BS, high-impact webinar where I’ll break this down step by step:
✅ The biggest sales mistakes advisors make—and how to fix them
✅ The psychology of why people buy (and how to use it to your advantage)
✅ The exact questions that create urgency and drive action
Date: February 19
Time: 12pm ET
Register Now
If you’re ready to stop convincing and start closing, this webinar is for you.
Final Thought: If You’re Doing All the Talking, You’re Losing the Sale
The best closers don’t push. They don’t lecture. They lead the conversation so that the client convinces themselves.
If you’re tired of “thinking it over” objections…
If you’re tired of feeling like you have to force a sale…
If you want to close more deals without being pushy…
Then join me on February 19. I’ll show you exactly how it’s done.
See you there.
Eric Warner
DMI Partnering Contributor Eric Warner President/Owner, Praxis Growth Advisors, Inc.
Eric Warner, the founder and president of Praxis Growth Advisors, is an award-winning sales trainer, leadership development specialist and accomplished sales process strategist. He has more than 25 years of experience leading teams, building businesses and driving complex sales processes.
Eric’s philosophy on selling is focused on moving people in the direction you want them to go and have them feel good about going there. As a result, much of his sales and leadership training can be applied to many aspects of his client’s business interactions and even their personal lives.
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Maureen James, FLMI, AIRC, ACS
Owner/Principal at Summit Compliance Group, LLC
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