/ by Don Connelly / Managing the Relationship / 0 comments
Every initial meeting with a prospect is crucial. It took a lot to get them to finally agree to meet with you, and, in most cases, you only have one shot at making the right impression. If a prospect leaves the meeting still wanting critical information, you will not likely see them again. So, you carefully craft your initial meeting to ensure you check all the boxes, including:
– Your background and experience
– Understand your prospect’s needs and concerns
– Your process
– Your firm’s strengths and why you’re different
– Customer service expectations
– How you get paid
– Next Steps
As far as key information your prospect needs, that covers all the bases. It should also give you plenty of opportunities to demonstrate your competence and capacity to address your prospect’s needs and concerns.
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How to Get the Most out of the Client Data-Gathering Process
/ by Don Connelly / Managing the Relationship / 0 comments
Next to the initial meeting with a prospect, data gathering is the most critical step in the relationship-building process. Of course, it’s also the most vital step in the financial planning process, without which advisors can’t analyze a client’s situation, make proper recommendations, and implement them. That’s well understood by most advisors. Less understood is the critical role the data-gathering step plays in increasing client engagement, building trust, and solidifying the advisor-client relationship.
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5 Things Prospects Need to Know About You from the First Meeting
/ by Don Connelly / Managing the Relationship / 0 comments
Every initial meeting with a prospect is crucial. It took a lot to get them to finally agree to meet with you, and, in most cases, you only have one shot at making the right impression. If a prospect leaves the meeting still wanting critical information, you will not likely see them again. So, you carefully craft your initial meeting to ensure you check all the boxes, including:
– Your background and experience
– Understand your prospect’s needs and concerns
– Your process
– Your firm’s strengths and why you’re different
– Customer service expectations
– How you get paid
– Next Steps
As far as key information your prospect needs, that covers all the bases. It should also give you plenty of opportunities to demonstrate your competence and capacity to address your prospect’s needs and concerns.
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How to Increase Your Life Insurance Sales Making Every Initial Meeting with a Prospect Successful
/ by Russell Collins / Best Practices, Connelly Corner / 0 comments
When people meet with you for the first time, subconsciously they have four questions that need to be answered. They haven’t thought about these questions in advance but they cross their mind during that meeting. If they are answered, this will ensure that there is not only a second follow-up meeting, but also presents the immediate opportunity to develop a long-term relationship:
Do I like you?
Do I trust you?
Are you competent?
Are you the sort of person who will put my best interests before your own?
In addition to these four questions, I believe that a person would also have to be thinking to themselves “this adviser makes sense!” if there is going to be an ongoing relationship.
How to make every fact-finding meeting a success
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