When it comes to your first client meeting with a prospect, it can feel a bit like a first date. You’re trying to elicit more information without scaring them off or overwhelming them. And at the same time, they’re feeling you out, too.
While some of your success can boil down to personal rapport with the person, there also are some key steps to take that can increase the likelihood of the first meeting leading to an advisor-client relationship. For starters, it’s important to not be in a rush to know everything about the would-be client the very first time you’re sitting across from each other. You don’t need to know every single one of their objectives, for instance. You just need to know the most important ones.
There are lots of ways to try finding out those objectives, but I think business coach Dan Sullivan uses one of the best ways: the R factor question.
To find out the R factor, you pose this...
There’s that all-too-familiar feeling again. That slight punch in the gut mixed with the unintentional face tension. It’s probably not the first nor the last time you will ever hear an objection like this. Objection handling, just like number crunching, is a fundamental part of our career as financial advisors.
…or is it?
ThinkAdvisor.com had a great article a few years ago that said, “if we do get an objection, I feel like I haven’t done a good job”. The focus around this statement was solely that the system in place should be one that the client experience is simply SO GOOD that there can’t be any objections.
And we’re all about teaching you how to provide that white-glove client experience. Handling objections with grace and ease falls right into our purview. Let’s dive right in, shall we?
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