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Published byHarold Heath Modified over 5 years ago
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Study Group: Maximize Client Experience & Increase Sales Session 101
Futurity First Study Group: Maximize Client Experience & Increase Sales Session 101
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Moving to the Next Level
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Do the things you don’t want to do
Easy short term choices lead to difficult long term consequences. Difficult short term choices lead to easy long term consequences.
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Break Through Expand Evolve Dominate Knowledge System Services
Practice Techniques Solutions Dominate Market Conversion Retention
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Price and Value Matrix
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Sigmoid Curve – “S” Curve
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Growth “S” Curve
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Client Understanding Wisdom Knowledge Information
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Two Types of Advisors Single-Need Multi-Need One Solution
Many Households Transactional Multi-Need Multiple Solutions Fewer Households Process Driven
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Two Types of Approaches
Identified Single Need When a lead is generated by a single need. (ie, an annuity or Medicare mailer the prospect responded to) Unidentified Multi Need When a lead is generated by a referral either from another client or Center of Influence (COI)
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How to use both Approaches
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Objectives Elicit more and better information from each household.
Increase the number of solutions each advisor sells into a household. Solidify a more long lasting relationship with each household. Generate more revenue and referrals from each household.
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Resources Client Strategies Brochure Four Step Planning Process
New Futurity Planning Guide Training Guide
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Fact Finding Four Step Planning Process 2.0
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Approach Beginning of relationship Guards go up or relaxed atmosphere
Salesperson or somebody with something of value
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Discovery & Agreement Most important part of the sales process
Frame discussion Ask questions & Uncover needs Gain agreement
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Solutions Delivery Focus on benefits and outcomes
Dialogue vs. monologue Take prospect’s perspective Harken back to Discovery and Agreement
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Handling Objections Can occur at any time from Intro to Close
Anticipate objections and be ready to handle Group objections by category Rehearse your answers to those objections
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Closing See this stage as a series of closes throughout the sales process Sprinkle sample closes throughout previous steps Move process to natural conclusion
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Pivot Reinforce the addressing of stated need
Move to other potential needs that other clients in similar demographic may have Use Client Strategies brochure to highlight some of those potential needs
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The Pivot
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Referrals Referrals Mailers Cold Calling Seminars Low Cost
Low Relationship High Cost High Relationship Low Cost- Referrals Mailers Cold Calling Seminars
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Homework & Resources Identify what kind of advisor you are
Read Training Guide Review new Planning Guide Register for Session 201:
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