The marketing mantra is less is more. Don’t complicate the sale. An elementary entry level best serves the client or prospect. Keeping it simple stupid is the sales moniker of the day. Maybe?
Concept selling is craft in and of itself. Can you sell an idea? After all concept thinking is more like vapor on paper until you scribble your thoughts on a yellow pad. Compliance requires proper vetting of the client, so one size can never fit all. It further requires the proper caveats, disclosures and disclaimers. A word smith might be able to hammer out a little ditty over the anvil of FINRA, but most of the field force isn’t that creative nor do they have the skill sets to economize a warning statement.
Generally speaking, concept selling is the bridge from a prospect’s imagination to the decision-making process. No offer yet has been made, just a simple confirmation or rejection is necessary to move forward. Either your prospect buys your idea, or it doesn’t. But when you do move forward, the front and back end of the conversation better have established suitability protocols as well as any required caveats, disclosures or disclaimers. These take a little time to develop so that it becomes second nature, but it’s worth. Qualifying your statements can put your prospects at ease and keep you out of trouble.