Compelling Client Conversations
Introduction Video
Description
Because what we do is an industry is simultaneously complex and increasingly commoditized, what we say and how well we say it is often what differentiates us and our practices from the competition. How well we frame our business model, express the value of our team and articulate our thoughts and insights have become progressively more important over the last 20 years. If we all sound the same, our clients and prospects will assume that we are the same. This course covers many of the critical “recurring conversations” we have with both clients and prospects. It will help you leverage the power of story, analogy, metaphor, and juxtaposition to create not just clarity but insight that fosters action.
Course Content
- Recurring Conversations: All of us have recurring conversations with both clients and prospects (none of us reinvent what we say with every conversation). Whether these recurring conversations evolved organically (which in most cases they did) or at some point were scripted, we will help you hone and refine those conversations.
- Answering 2 Critical Questions: The two most important questions any prospect has of you is, what do you do and how do you do it. While this question is clear and simple our answers are rarely either.
- Why Are You On a Team: How you frame and articulate this will separate you from your competition will empower or disempower your team members, and set an expectation level that you must fulfill.
- Breaking The ‘Social Dance’: Learn to elegantly bring up the idea of potentially working together with a social prospect.
- Take The Fear Out of Fees: Explain the rationale for your fee structure relative to a transactional one, and how it puts you and your client on the same side of the table.
- Critical Investment Conversations: Help provide your clients the philosophical and historical framework they need to stay “buckled in” to your long term investment strategies.
- Protecting Your Clients: Our greatest challenge is not dealing with market volatility; it’s dealing with client’s emotional volatility brought on by the markets. Learn how to give them perspective and keep them “buckled in” when the seas get a little choppy.
- Asking for Referrals: First you must ask yourself, is your practice truly worthy of referrals? Our courses on how to build a high-performance practice and a synergistic team will tell you this. If the answer is yes Your client initiated referrals will dramatically increase and our two referral request scripts Will help you increase your advisor referral close rate.
- ‘Insuring’ Success: Helping clients understand the need for Insurance as part of their overarching wealth management plan.
Course Breakdown
1. Explain clearly and concisely “what you do” and “how you do it”
2. Discuss the structure and impact of your team
3. Describe the rationale for your fee structure
4. Provide the philosophical and historical context for why and how you manage portfolios the way you do
5. Enhance your ability to prospect in a social setting
6. Illustrate how you protect your clients income and assets
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