Reposition Your Business and Get Immediate Results
Current market volatility and a lackluster but improving economic climate have ironically created an excellent sales opportunity for those who know how to turn a huge negative into an enormous positive. Advisors who go back to their “A” book of business in the right way, are receiving an immediate jump in production, but more importantly, are solidifying key client relationships.
The anatomy of a successful telephone call to your best clients looks like this:
- Let them know up front that they are your most valued clients.
- Tell them that because of the historic volatility in financial markets you need to work with them differently–as good as your business relationship has been.
- Explain that it is now necessary to learn even more about their personal and financial lives then you already know since the financial moves you both agree upon in the future will affect their families, dreams and taxes in a different way.
- Tell them you want to put them on a new path that will focus on risk first-return later and will comfortably get them to where they want to be financially.
- Mention that you want them to view you as a problem solver for any financial related issue. That means you must meet more often and discuss their complete range of their financial concerns.
- Finally, mention that this is the way you will work with all your best clients and ask them if they want to take the next step and have a conversation about how they feel about their future, their dreams and ways to make that picture a reality.
If they agree, I would also ask them an open-end question, something like, “Tell me about a pressing concern that we have not already discussed? Then set the appointment.
What you have done in this call from the client’s point of view is to raise receptivity to future messages and recommendations. Expectations will shift from what you can do for them to what they must do for you. This usually results in the revelation of assets that were hidden from your view, a larger pay-day and an enhancement of your credibility in the eyes of people who are now more likely to provide you with a great referral.