Business Building Class Closing Skills

Topics Soft close vs. hard close Non-verbal communication/connection Asking questions Follow up & tracking cases

Is it more important to be liked or trusted? Being likeable first buys you the time needed to earn that trust.

Non-verbal Communication/Connection Dress for your audience Firm handshake Make eye contact Smile and nod often in agreement Match your speech pace for the first 10 mins Raise the pitch of your voice slightly and speak audibly & clearly; eliminate vocalized pauses Have humour but no inappropriate jokes Sit up straight with open body gestures; don’t fidget Look interested; raise your eyebrows slightly Physical touch

Soft Close Closing is a process; 7 touches; soft closes Most people have already made up their mind about you before the meeting Closing begins with social media, word of mouth, your reputation—BUILD YOUR BRAND What do you want to be known for? What are you currently known for? Generous, professional, respectful, down-to-earth, easy going, honest, humble, competent, kind, friendly, resourceful, street smart, hardworking, genuine, person of integrity, punctual, dependable, family oriented, leader, contributor, presentable, relatable, fun, encouraging

Soft Close S – System, stability, structure T – Technical, theoretical A – Action R – Relational E – Encourage P – Praise R – Recognize Offer positive and sincere comments about their neighbourhood, lawn, house, décor, pet, kids, food

Ask Questions N – Now E – Enjoy A – Alter D – Decision-maker S – Solution It’s okay to ask. What’s the worst thing that could happen? List them. Ask a question and wait for answer. Don’t interrupt the silence. Don’t offer possible responses. Rephrase a question if needed. Leave the room to offer privacy to decision makers.

Offer Hypothetical Scenarios If the market dropped 10%... If you became critically ill or injured… If you passed away prematurely… If you outlived your savings… If money was not a problem… If you had all the time in the world… If you got laid off… If you qualified to be insured… If you were the CEO of your company… If we had the honour of serving you…

Hard Close: Provide Options Office or home? Weekday or weekend? Growth or safety? Own or rent? Pay now or pay later? Depend on government or depend on self? Discuss investment or insurance first? Start paperwork with husband or wife first? Lump sum or monthly PAC? $300/m or $500/m?

Key Reminders Respect each other’s time yet be flexible Beware of hijackers and chronic complainers Be solution-minded Your mission is to help them grow and protect wealth and their mission is to find the right person for the job. This is a 2-way interview. Don’t allow your own limitation or insecurities influence their buying decision Don’t let yourself talk them out of the right solution Show gratitude and offer assurance

Follow Up & Tracking Cases Send client an email with meeting summary, homework, prospectus, fund profiles, next appt Double check paperwork before submission Order paramedical; prep client Trades need to be submitted within 24 hours With cheque courier via ICS (before 10:30am) Without cheque email to service@wfgdc.com Create a client folder, log conversations and transactions Enter into tracking form for follow up Investment transfers; PAC instructions Underwriting requirements (missing info, APS) Points & commission

Q&A