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.