Study Group: Maximize Client Experience & Increase Sales Session 201

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Presentation transcript:

Study Group: Maximize Client Experience & Increase Sales Session 201 Futurity First Study Group: Maximize Client Experience & Increase Sales Session 201

Two Methods 1. ISNA- Identified Single Need Approach Transactional Commoditized High activity 2. UMNA- Unidentified Multi Need Approach Relationship driven Consultative Deeper dive

Resources Client Strategies Brochure Four Step Planning Process New Futurity Planning Guide Training Guide

Approach Judgement- How do you appear to your market Rapport- Become aware of prospect’s personality Describe yourself and your “Why” Describe Futurity First Describe your process

Discovery & Agreement What concerns you most about your retirement plans and goals? Do you have friends or family who have dealt with financial challenges in retirement? How comfortable do you feel about the performance of your holdings? And why is that? What would you like to accomplish as a result of our work together in this area? What can I do to make certain that we achieve the results you want?

Solutions Delivery Is there anything that has come up between our last discussion and today? At our last meeting you stated you were worried about the state of your assets…….

Objection Handling Stay calm Restate Agree Probe Overcome

Closing Trial closes Close in your office Stories Logical next steps

Referrals Mindset Process Prepare Practice Persistence Coach

Pivoting At what point do I start the pivot process? How do I determine what additional solutions they require? What do I say?

Homework & Resources Identify what kind of advisor you are Watch following Hoopis videos: Approach Mastering the Approach, by Chris Koon Understanding the Power of Why, by Randy Taylor Art of the Initial Approach, by Don Badgely Discovery & Agreement Discovery Agreement, by Brian Early Ten Most Common Factfinding Mistakes, by Robert Chiron Ph.D Solutions Delivery Behavioral and Product Solutions for an Uncertain World by Doug Lennick

Homework & Resources Register for Session 301: Objection Handling Language and Process for Overcoming Objections, by Ryan Applehaus Closing Insights on Getting Prospects to Take Action, by Ryan Applehaus Referrals Bill Cates Suite of Referral Videos, by Referral Coach International Register for Session 301: https://attendee.gotowebinar.com/register/981130875469136386