If you work just for money, you’ll never make it, but if you love what you’re doing and you always put the customer first, success will be yours. — Ray Kroc
If you want high-quality clients, follow this structured three-step approach that gives you the opportunity to demonstrate your strengths and capabilities from the start.
Meeting #1: Build rapport and trust with a prospect. Show you care about who they and their family are. The prospects should be speaking 80 percent of the time; you are listening and taking notes so that you can learn as much about the prospect as possible. This is not a presentation meeting. You are focused on asking and answering questions. You have no prescriptions, recommendations, or opinions until you fully understand the prospect.
Meeting #2: Gain a complete understanding of the prospect’s current financial situation and experiences. The goal is to uncover technical needs, review their goals, and continue to increase their level of trust and likability in you that was built in meeting one so when the time comes to take the action of committing to you, they will say yes.
Meeting #3: Discuss your strategy and plan for the prospects and their family. Your plan assumes the sale as a prelude to the question, “Are they ready to start working together?” Your plan is general enough so the prospects cannot implement it themselves but specific enough to define the actions they need to take with you.
Four Rules From 30+ Years of Success:
David I. Leo, Your Intake Process (Discovery and Close) Process Snippet 6
David Leo is Founder of Street Smart Research Group LLC. He is an author, speaker, coach, consultant, and trainer to financial professionals. David is an experienced business manager who works solely with Financial Advisors, Planners and firms who want to organize, structure & grow their businesses by attracting, servicing, and retaining affluent clients.
If you have questions or would like assistance in personalizing and implementing approaches from The Financial Advisor’s Success Manual, schedule a free 45 Minute Strategy Session at https://calendly.com/davidileo or contact me at David@CoachDavidLeo.com or visit my website at www.CoachDavidLeo.com
My book is available at Amazon at https://www.amazon.com/Financial-Advisors-Success-Manual-Structure/dp/0814439136