Critical Conversation #2: Mastery At Scheduling The Appointment.
How do you inspire people, both spouses, to come to your office with all of their financial documents? Given all the demands on their time and all of their options for getting financial education, information, advice and products, what will be the reason they agree to take the time to get their financial documents together and carve time out of their busy work schedules or retirement activities to come see you?
When they come to see you, what will you do for them that’s valuable whether they become a client or not?
Can you articulate how it’s in their best interest to come to you instead of receiving you in their home or office? What will you say is the benefit of their spouse being in the meeting if they tell you that they take care of the money and their spouse is not interested in meeting with a financial advisor? How will your meeting be more interesting than one with generic discussions about finances, economics, investments, taxes, insurance or markets?
How would mastering this critical conversation help you grow your business with ideal clients?
Critical Conversation #3: Mastery At Opening The First Face-To-Face Meeting.
People have embedded in their subconscious minds an imaginary trust dial. And everything you say and do moves the needle on the trust dial one direction or the other. This is especially important to recognize during the first 45 to 60 seconds of your first face-to-face meeting with a future client. It has to be scripted. It has to be scripted word for word and you have to practice those words over and over and over again until you are brilliantly effective. Not just at delivering the words, but with the right tonality, the right facial expressions, and with a totally trustworthy way of being.
Do you remember the scene from the movie Jerry Maguire when Renée Zellweger’s character said, “You had me at hello?” That’s your goal: to have them at hello.
Here’s our script: “Welcome to our office, Bob and Susan. The fact that you took the time to gather your financial documents and made time in your busy schedules to be here today makes a statement about the importance you place on making smart choices about your money, is that true?” Pause so they can answer.
“Well, we take it seriously as well. We’ll ask you lots of questions today, take copious notes and use some tools to help put our discussion in visual perspective. You’ll also notice that we are recording our meeting today. The reason we record is because we are very thorough. Do you know how you can watch a movie a second or third time and see things you didn’t see the first time?” Pause so they can respond. By the way, the answer is always “yes.”
“Well, Bob and Susan, our conversation today is clearly much more important than a movie. Should we decide to work together, my team and I will listen to this recording at least once to make sure that we get our advice … just right … for you.”
Take a few moments to consider which direction the needle moved on the trust dial, and why, during that 45-second opening.
Can you imagine any virtuoso who does not record and review his or her performances? How else could you possibly become a virtuoso? You can’t.
How would mastering this critical conversation help you grow your business with ideal clients?