So we must believe in our service, mission, and ability to win the client’s trust to overcome call reluctance.

Q: Why do financial advisors continue to struggle with call reluctance?

Call reluctance stems from three main issues, especially for those who are starting their financial advising career. First is a lack of preparation. We naturally hesitate when we haven’t fully mastered our products or how to apply them. Attending the training companies usually provide us is essential to update us on product knowledge and planning.

Another factor is relying too much on a small pool of clients. So we risk complacency and client fatigue when we don’t expand our list. Finally, some advisors struggle with belief—whether in the value of what they offer, their company, or themselves. So we must believe in our service, mission, and ability to win the client’s trust to overcome call reluctance.

Q: How did you develop your 5P framework?

There’s no magic formula to overcome call reluctance, but over time, I developed this personal framework that helped me push through it, especially as someone who isn’t naturally extroverted. In my early years, I avoided my natural market, partly due to insecurity from transitioning out of a corporate role. I only became an MDRT in my sixth year, and that journey taught me the importance of preparation, mindset, and faith.

So that’s how I came up with the 5Ps:

First, Powering ourselves with a clear goal, like achieving MDRT.

And then next, Pride in the profession. So we can’t convince others if we’re not convinced of the value we bring to our clients ourselves.

Third, would be Preparation and Practice at every step, at very stage of the sales process—from calls, to appointments, to handling objections, to closing and even during follow-ups.

The fourth P is, Propelling with a winning mindset which turns fear and rejection into motivation, helping us push through call reluctance and stay focused.

The fifth one, the P is the Power of prayer: In moments of hesitation, prayer really gives me the calm and courage to make the call and move forward.

Q: Please share how the 5Ps overcame a challenging sales situation.

One of my most challenging sales was calling and setting an appointment with a close friend and her husband, a business owner. Their names had been on my list for years, but I had only met them socially, never for business purposes. This was during my first year, that I’m aimed for MDRT, and it finally pushed me to approach my natural market. I was really afraid of being rejected and possibly straining our long-time friendship. But my belief in the value of what I offered and pride in the profession helped me overcome that call reluctance.

When they agreed to meet, I took it as a sign of trust, which only made me even more determined to prepare. They had no coverage yet, with a child in grade school and one source of income. I studied hard, anticipated their questions, and focused on providing them with help. I closed a critical illness plan for my friend, and the husband got a basic life insurance. Over time, they got additional coverage through follow-ups. So the 5Ps truly guided me. Above all, prayer gave me the courage to take that first step.

Beating Call Reluctance: A 5P Framework for Sales Success

Transcript

Author(s):

Ma. Milissa “Lizette” Amistad