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Why Pulling Is Better Than Pushing in Sales

Push vs Pull

Pushing is selling via foisting quotes onto someone or mansplaining a prospect into a position of submission.

Pulling is a process of discovery and alignment to achieve a common objective.

The former results in responses like this:


The latter results in emails like this (a real note I received yesterday):

“I thought the meeting went great & I'm so happy to have someone so knowledgeable and experienced to refer our clients to regarding LTC.

“As I mentioned before, seeing some of my clients go through the pain of paying for these expenses out of pocket has been eye-opening to me.

“I think there is so much synergy between what we do & I look forward to working with you more in the future.”

The primary goal is for the client to walk away from the meeting feeling informed and empowered to make the best decision for their family.

The secondary goal is to make you, the broker/advisor, look like an amazing practitioner with a vast and specialized network of resources.

You don’t have to be an expert at all things.

You don’t have to go it alone.

Let us know if you could benefit from an experienced co-pilot on your next DI or LTC discovery call.


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