Today, making effective prospecting calls without a canned script is so much easier for financial advisors than in the past. You are probably thinking, “How can she say that?” But it’s true.
In the past, you needed to create a script filled with professional language promoting yourself and your practice, and it was a mouthful, something you had to memorize. It was impersonal and difficult to get through.
Today all you have to do is talk.
Prospects are tired of the canned presentations; you might as well hire an automated calling machine.
Prospects want a live, warm-blooded, breathing individual who is calling to add value to their life with more interest in learning about the prospect than promoting a product.
The process is straightforward, especially when you approach the call as if you are calling a good friend.
Prospecting Script for Female Financial Advisors Made Easy:
Hey Jenn, how is the new house?
I know we haven’t talked in a while but I wanted to reach out and just get your take on the market. I have been receiving a number of referrals and investors are really struggling with this volatility so I decided to reach out to all my friends and family to make sure they were doing ok.
How are you handling this volatility?
How has it impacted your financial life?
What adjustments have you made to accommodate your needs?
You know Jenn, based on just this brief conversation there are some things you could be doing that would ease your mind, better protect your assets and give you a better idea as to your long term progress…
You know I found it kind of ironic that I am helping so many who come to me as strangers and yet I have left my family and friends to fend for themselves.
I certainly don’t want to push you but wanted you to know that I’m here and would be happy to help or just give you a second opinion.
How can I best help you?
Your role on this call is NOT to educate. Your job is to ask good open-ended questions and listen for one or two issues that are creating anxiety in the prospect.
All financial advisors should focus on:
- Acknowledging your client’s feelings,
- Substantiate your concerns regarding their situation.
- Letting them know you have the solutions.
Female advisors must uncover their unique approach to doing business in the financial industry, even when it’s different. The next challenge is to maintain the courage to stay true to yourself even when you feel as if you are drowning in testosterone. Women must embrace their unique strengths to achieve the success they deserve.
Join the conversation in this episode of the femXadvisor Podcast, Finding Your Authentic Self While Working With Old School Attitudes (and Bullies) with Margaret Marapao, CFP® Certified Financial Planner™, of Integrity Wealth Advisors, about her journey in the financial industry. She shares the wisdom gained from 10 years in a male-dominated trading company, that many women in the industry need to hear.
