Critical Conversation #6: Mastery At Financial Benchmarking.
This is the skill to handle clients’ financial documents with finesse—without getting deep into the details or the irrelevant stories about the history of each document. This is a 10-minute benchmarking exercise that establishes their current position on the road to achieving their most important goals and fulfilling their most deeply held values. Sometimes the skill is learning what not to say. It’s OK to have a thought you don’t express, right? Otherwise, you have long meetings that deter people from hiring you. The confused mind says, “We’ll think it over.” Why do they have to think it over? Because there is too much detail to make a decision right now. We value people who simplify our lives and save us time. Are you giving people more information and education than they want or need in order to make a good decision, now, to hire you?
The conversation virtuoso manages the flow so people can make a good decision about hiring you to be their financial advisor today. If more people than you would like are leaving your office to “think it over,” you have an opportunity to improve in this area.
How would mastering this critical conversation help you grow your business with ideal clients?
Critical Conversation #7: Mastery To Articulate Your Value Promise And Make Your Offer For Them To Become A Client.This is where the rubber meets the road. If you do not get hired by the clients you would like to get hired by, all of the time and effort up to this point is wasted. This is where you monetize.
How succinctly and effectively can you articulate your value promise? How well can you answer the two simple client questions, “How much does it cost?” and “What do I get?” without overexplaining the details or giving a lecture that would interest a graduate student in economics but bore your prospects and clients to tears.
If you “had them at hello,” you could easily lose them here. The conversation virtuoso orchestrates the face-to-face meeting so the client has a great experience and is more inclined to say, “Let’s get started,” rather than, “We need to think it over.”
The most brilliant financial planning technician; the most savvy investment advisor; the most talented wealth manager; and the most knowledgeable insurance, estate planning and tax experts do not stand a chance of building an Ideal Clientele without a high level of skill and confidence with these seven critical conversations.
The collective mastery of these will give you the skill and the confidence to talk to anyone, anytime, anywhere. The skill and confidence to speak with anyone, anytime, anywhere is how you get the clients you really want, build the business you really want and live the life you really want.
To learn more about how Bill and his team can help you be a more direct and candid communicator who helps clients make better decisions, schedule your Business Accelerator Meeting today. 858-558-3200/www.billbachrach.com