5 Steps to Appointment Prep

As a financial advisor all of your prospecting efforts culminate in one final meeting. In this meeting you have the opportunity to present your solutions and motivate the prospect to become your client. When so much is at stake why do financial advisors spend so little time preparing for these appointments?

Last week I worked with one of my advisors by helping her prep for a closing appointment.  After spending a full hour on this process I realized in their desire to close the business many advisors often overlook the critical steps that can ultimately tip the scales in their favor.

The Appointment process can be broken down into 5 important steps:

1.    Review your findings: While prepping for the presentations write out everything you have learned and then review these findings at the beginning of the appointment. Not only does this give you a chance to get positive affirmations from the prospect but both you and the prospect will feel more confident that you truly understand their needs and concerns.

2.    Share your concerns: Based on those findings now is your opportunity to express the challenges, risks and concerns you have with their current situation. Again it’s important to get feedback from the client that they too understand these concerns before moving on.

3.    Present your solutions: NOW you can present your solutions and as you do constantly refer back to how these solutions address specific issues and concerns. It’s your job to tie all the pieces of this presentation together.

4.    Get confirmation: This is a great time to ask open ended questions. Open ended questions put the onus on the prospect and will give you more insight as to possible objections.

  • What do you like about this strategy?
  • How do you see this strategy solving your issues and concerns?
  • What part of this strategy do you not

5.    Ask for what you want: Before you begin the presentation be very clear on what you want, open the account, transfer all the assets in, get a commitment on a product or plan. Be clear as to what you want and know how you intend to ask for it. At this point it is important to ask closed ended questions, you now are looking for a yes/no answer. If you get a yes you are on your way, if you get a no go back to step 4 and ask more open ended questions such as:

  • What is preventing you from moving forward?
  • What is getting in the way of us doing business together?
  • What can I do to earn your business?

In addition as you prep for your appointment, make a list of all the questions the prospect may ask, do some brainstorming beforehand and go to the meeting prepared to answer any of the questions on your list. By doing this prep work first you will go into the meeting with greater confidence and your clarity and conviction alone will enhance your ability to get a commitment and the business.

Download Our Free Script
Instantly get noticed without even trying!

Discover More Articles

Discover More Articles

Ready to reignite business growth & create an extraordinary life, your way?

Take The Quiz!

MANY FEMALE ADVISORS FEEL UNINSPIRED & “BOXED IN” BY THE TRADITIONAL MODEL FOR DOING BUSINESS.  AT FEMXADVISOR WE PROVIDE A NEW MODEL FOR WOMEN THAT PROVIDES THE COACHING, TOOLS AND A PROVEN BUSINESS FRAMEWORK, THAT PROPEL FEMALE ADVISORS TOWARD GROWING A THRIVING & LIFE-GIVING PRACTICE THEIR WAY.

facebooklinkedinyoutubetwitter

Are you doing enough to keep your female clients happy? Lets find out.

After completing this 10-question survey, we will review your answers and provide you with recommended tools and strategies to meet your needs.

Do you have a story that tells women why you care about them?

Does your message about what you do appeal to women?

Is your message compelling enough to inspire further interest from both genders?

Have you carved out a place for women on your website?

Do you send regular emails that are of interest to women?

Do you post women friendly content on social media?

Do you host events and seminars for women only?

Is your office decorated in a way that women love?

Do you communicate in a way that women understand?

Are you getting enough referrals from women in your database?

Please provide us with your contact info, so we can send you your results!

First Name *

Last Name *

Company *

Email*

Phone Number *

Are you Male or Female?

Would you like to join Adri’s email database: Including marketing advice from Adri, updates on her latest coaching programs and direct access to her blog?

×

Tell us a little about your business, and we’ll let you know what strategies will best help your business grow.

I want to strengthen my relationship with my female clients in order to prevent future attrition.

I want to actively attract more women in a way that inspires more referrals to my practice.

I currently focus on women and want a source of ideas, strategies and a supportive network to enhance my efforts.

I want a seminar process that both engages women more effectively and helps brand me in my community as the advisor that cares about women.

I want to make women a primary focus to my future marketing, but want a proven plan and process that is easy and effective.

Please provide us with your contact info, so we can send you your results!

First Name *

Last Name *

Company *

Email*

Phone Number *

Are you Male or Female?

Would you like to join Adri’s email database: Including marketing advice from Adri, updates on her latest coaching programs and direct access to her blog?

×
Back To Top