1. Business Building Class
Closing Skills

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

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

4. 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

5. 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

6. 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

7. 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.

8. 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…

9. 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?

10. 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

11. Follow Up & Tracking Cases
Send client an 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 to
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

12. Q&A