Have you ever performed extensive research for a client, only to be “ghosted” after a few meetings?
Do you suspect a client is taking your research to another advisor and not looking to give you the business?
In the digital age, the barriers to “information shoppers” are lower than ever.
In our industry, speaking with (and doing work for) prospects who are looking for free information is extremely common.
And for clients who are confused about the process and don’t know who to trust…
…The burden is on you to discover a client’s true intentions and to put your time and energy into talking to qualified prospects.
To close more business, you need to spend your valuable time on prospects who are genuinely looking to work with you.
If you set the conversation up correctly, you can minimize time-wasters and focus on closing business and forming client relationships.
Which is why, in this video from our mastermind Inner Circle, we reveal the best ways to take your time back and spend more time closing business.
As a virtual advisor, it’s difficult to broach the topic in a way that doesn’t put your client on the defensive.
But if you do a few things to position yourself correctly from the first interaction with new prospects…
…you can save time and energy while still maintaining your position as a trusted authority.
Today, you’ll see how our team of industry experts handles this issue and puts their clients at ease at the same time.
You’ll see our teams’ exact “in the field” strategies they use to instantly discover who a prospect is working with…
Things like:
At what point do you approach the topic?
What prompts can you use to make the client trust and respect you?
Is there a way to convince clients to move to you in a non-salesy way?
Our team discussed all this and more in this episode:
Sell More Annuities By Turning “Tire Kickers” Into Clients
Here’s what you’ll see:
- What to say to a client to “coach” them to move their business away from their current advisor to you.
- A simple, non-salesy segue to use that will “prime” a client to look to you for help with their entire financial situation.
- Why including a competing “advisor” may be the best way to win the business (This technique has led to a stream of referrals over six years later).
To close more business, you need to spend your valuable time on prospects who are genuinely looking to work with you.
If you set the conversation up correctly, you can minimize time-wasters and focus on closing business and forming client relationships.
Here’s a rundown of the critical topics we covered (with timestamps):
- 1:35 – Feeling guilty about asking for “commitment” from a prospect? Follow this simple script in the first appointment to position that request as a trusted expert.
- 2:40 – Not sure if a prospect is working with another advisor? These clues will help you know what to look out for.
- 3:45 – Use this simple, non-threatening question to set the conversation on the right foot, taken directly from a pioneer in our industry.
- 6:15 – Can including the competition help you win the business? If that competition is this type of “advisor”.
- 7:40 – This “little-known” tactic helped one advisor get a steady stream of client referrals in an unlikely place.
- 9:15 – Do you have a client who wants to move their assets over to you, but doesn’t know what to say to the “other” advisor? Tell them to use this simple phrase.
- 11:30 – If your client is “on the fence” about moving money from their broker or a bank to you, remind them of this uncomfortable truth.
- 13:59 – Do you have a client who hasn’t dealt with an advisor before and isn’t sure who to trust? Use this simple 12-word phrase to instantly put them at ease.
- 24:06 – Whenever you move a book of business to your practice, don’t miss out on this overlooked area of opportunity.
- 19:40 – Use this two-step formula for introducing a potential tax exposure issue (without confusing your client).
- 21:32 – How much qualified money does a client need in order to trigger a tax exposure conversation? Our advisors weigh in.
- 28:03 – One advisor’s non-threatening way you can use to convince a client to think about future tax planning (while positioning you as a trusted expert).
- 38:51- Do you have a client who is looking for an FIA? Here is a great MYGA alternative the client may not have considered.
- 45:22 – Here are two overlooked issues with government bonds that many clients haven’t considered.
The unfortunate reality in our industry is that many of your prospects are looking to waste your time and energy for free.
And asking for an upfront commitment from a prospect can help you regain control of your time and the conversation.
Today, you’ll get several strategies for getting your time back and focusing on closing business and building relationships.
So, if you’re looking for a few simple tactics to take back control of your time ASAP…
Then learn what’s working “in the field” by watching the Inner Circle episode above.
P.S. If you received value from this training, then you’ll want to join one of our invitation-only Inner Circle mastermind calls…
By clicking here to request a “Guest Pass” to join us.
P.P.S. If you’re looking to partner with an FMO that can help you win more cases, keeps you on the cutting-edge of trends that are working and that provides world-class sales support to win more business… without ever having to meet with clients in-person or host dinner seminars…
Then you will definitely want to learn more about our done-for-you digital marketing system.
Give us a call at (520) 639-9479 or…
