By Eric Warner, Co-Host of the Sandler Sales Workshop Series
In the world of financial advice, relationships are everything. But relationships without structure? They waste time and stall progress.
That’s why one of the most powerful principles in the Sandler Selling System is Rule #28: Never make a move without a commitment.
It’s a core concept we’ll be diving into during our upcoming webinar, Unlock Client Commitment – 3 Essential Drivers of Change, designed exclusively for investment advisors, registered reps, and insurance professionals looking to improve client follow-through.
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.
Why Commitment Drives Results
Far too many financial professionals wrap up client meetings with vague takeaways:
“I’ll send you some information.”
“Let’s touch base next week.”
“Think it over and get back to me.”
Sound familiar?
That lack of clarity is where deals go to die.
No mutual agreement means no accountability—and no forward movement.
“Never manage your prospect’s side of the sales process.”
— David Sandler, You Can’t Teach a Kid to Ride a Bike at a Seminar
When you make a clear, mutual commitment part of your process, you create momentum. You and your client both understand the next step, the timeline, and the outcome.
And that’s exactly what we’ll cover in our June 5th webinar. You’ll leave with a better understanding how to help clients say “yes” (or even “no”) instead of disappearing into indecision.
Five Ways to Apply This Rule Right Now
1. Set Clear Expectations from the Start
Begin every conversation with an “Up-Front Contract”—an agreement on what today’s discussion covers and where it should lead. We’ll walk through the framework in the session.
“Sales is a conversation between two adults to uncover the truth.”
— The Sandler Rules
2. Get Agreement at Every Step
Don’t hang up a Zoom call without defining what comes next. Confirm it. Write it down. Let your client know you’re both on the same page. This is the discipline that keeps pipelines clean.
3. Push for “Yes” or “No”—Not “Maybe”
Indecision is the enemy of productivity.
A “maybe” doesn’t keep the opportunity alive—it quietly buries it.
“A decision postponed is a decision made.”
— David Sandler
We’ll show you how to qualify a client’s motivation so you can confidently ask for a real answer—and move forward with confidence, either way.
4. Reinforce Accountability
If a client agrees to meet again, follow up immediately. A quick recap email turns a casual promise into a professional agreement.
5. Keep Your Pipeline Honest
You’ll know which opportunities are real—and which ones are just “thinking about it”—when every deal includes a next step with a deadline.
Turn Conversations into Commitments
This isn’t about pushing. It’s about empowering.
Mutual agreement creates clarity—for you and your clients. It builds trust. It shortens your sales cycle. And it increases your close rate.
“You can’t sell anybody anything—they must discover they want it.”
— David Sandler
If that sounds like the kind of business you want to build, then join us live for Unlock Client Commitment on June 5th at Noon, ET.
🎯 Learn the three core drivers of commitment
🎯 Understand the psychology of a person’s willingness to change
🎯 Begin to qualify if a client is ‘motivated’ or just ‘interested’
The best advisors don’t chase. They align, agree, and advance.
Let’s help you become one of them.
Register now for the free webinar and start having meetings that end with action.
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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