Appointments
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Wondering how everyone structures their appointments with new prospects. Do you go with product presentation or multi appointment process?
Propose agenda or wing it?Here’s a unique answer - it depends.
Are you talking about a first appt? Second appt? How much money do they have to invest? What services will you be offering them? How sophisticated are they?It’s best to have some kind of fact finder. Ask questions and get them talking. You want to get as much personal and financial information and find out what they’re looking for. Listen. Let them talk. Ask them about their family. That is everybody’s No. 1 priority.
I usually do a simple Own/Loan, too – this is a bond, this is a stock, this is an annuity.
Tell them how you get paid.
If you can solve an immediate problem in the first appointment, go for it. If they have their old 401k statement, they probably came in ready to roll it.
If not, set a second appointment to either review their current investments and present solutions.
Ask what questions they have. They will ask a few questions to see if you know your stuff.
Thanks.
How do you get most of your appointments- Call with product or planning?Golf, what I’ve learned through trial and error is that what works on the phone for one FA might not work at all for another. You just have to keep trying different things until you find what works for you.
Golf,
On a cold call, I call for a 5-10 minute appointment. When I get there, I tell them that I want to find out one of three things. 1) It makes sense for us to have a serious financial conversation. 2) It doesn't make sense now, but it might make sense in the future. 3) We should never talk again. (for some reason, this always makes them laugh) I then take a minute to tell them what I do and how I work. This immediately leads into me asking them, "What's your biggest financial concern?" I then shut up for as long as possible.Anonymous,
Do you do this on every call? What do you say to secure that 5-10 minute appointment?
I’m hitting the phones HARD on Monday and would like to book my week.
I handle referral calls differently. When I've been referred to somebody, I try to set a 45 minute appointment in my offfice. For cold calls, all of my calls are basically the same. Me: "Hello, Votmoie. This is Anonymous from Anonymous Financial. Do you have a minute to talk?" You: "Blah, blah" Me: "I work primarily with attorneys like yourself. I have a meeting with Jim Smith in your firm on Tuesday. Do you have 5 minutes available for an introduction at 9:50 or would sometime the following week be better?"Anonymous,
Do you do this on every call? What do you say to secure that 5-10 minute appointment?
I’m hitting the phones HARD on Monday and would like to book my week.
Think about it... The people who live in residential homes... WORK! When do you think they work? Wait for it... DURING THE DAY!ok … how about residential calls?
I get that but either don’t know where they work or they work in factories or education. I work in a small southern town … wish I could call on businesses all day but it’s just not an option.
I might be closed minded about this but don’t see it as an option at this point.
[quote=ReadyFireAim]Anonymous,
What do you say when after asking for an appointment and they ask what do you do? Thanks, Determined Newbie[/quote]I think you should tell your prospects what YOU do, not what Anon does!
Not busting your chops; it's taken me ages to figure that out, too. The more specific you can be, the better, imo.
Anon works with lawyers, so he probably has a method of helping them with their specific issues in a way that works with their goals and temperment.
Anonymous,
What do you say when after asking for an appointment and they ask what do you do? Thanks, Determined Newbie[quote=voltmoie]ok … how about residential calls?
Think about it…
The people who live in residential homes…
WORK!
When do you think they work?
Wait for it…
DURING THE DAY! [/quote]
And when do they get home???
In the evening…
Anon’s way works if you have an initial lead in as he so often does…(I am meeting with John in your office is it ok if i stop by and introduce myself)… however if you have no lead in it makes things a little tougher…
If you are just starting you are going to have to work evenings(or buy a corp directory) because outside of old people not too many home during the day.