For 34 years, I have been in the financial services industry. In those 34 years, countless advisors I have coached or known as friends complain that they need to get better at closing the sale. When faced with this question today, I am quick to tell all of these individuals the following: the sale is made in the Fact Finder/Initial Interview.
Too many advisors fly through the first visit getting data and information, missing the fact that the prospect is likely deciding right then whether or not work with them. In a series of blogs that will follow, I will be sharing keys on “How the Sale is Made in the First Visit.” Here is Key Number 1 to have an effective Fact Finder visit.
KEY 1: Can you share any membership to a larger or national organization you are associated with?
Many independent advisors have a small support staff. Some reading this report may have no one but themselves. In today’s world, prospects have learned to judge you on the office in which you hold their meeting and the size of your support staff.
If you don’t have a decent-sized staff, it is critical that you be associated with a national organization. Think about it; if you were the prospect and walked into a shabby office or office with just one front office person and the advisor, would you trust your entire life’s savings to that advisor? I believe the first thing that would cross my mind is “What are the chances that the doors could be locked and the advisor is gone when I come back?”
When you hook up with a national organization, make sure you have plenty of hand-outs on the group to provide to all of your prospects. Spend time talking about how you are related to the group and, most importantly, what that can mean as a benefit for the client. Remember, the prospect wants to know WIIFM (What’s in it for me?). This affiliation will provide added confidence and put you in a better light with the prospect.
NEXT TIME: KEY #2 What are the critical questions you must include and ask a new prospect during their first visit
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