In the first face to face meeting, your job, your only job, is to make them talk. The more they talk, the more you learn, and the more important they feel, and the more they feel you are interested in them.

So just go into the meeting with a series of open end questions. And say this alot: "tell me more about that"

[quote=Jay L]

Hi,

I have read many interesting and helpful posts about cold calling, scripts, objections, etc...

Please now share your ideas on how to conduct a powerful and efficient face to face meeting!

For example:

Rapport building, Fact Find, Description of firm's services, Closing, Objections, etc...

I personally cold call offering a portfolio review.

During the meeting I follow this sequence: Rapport Building, Description of my Firm's services and Fact Find 

I then go back and research ideal solution and email detailed proposal

On the second appointment I go deeper into fund selections, projections, answer any questions....and then go for the closing.

Please comment and share your methods.

Thxs,

JL

[/quote]

Emailing a proposal is probably a bad idea.  I would show it to them at the second appointment.

+1 to what the legend said

Thanks.

I usually don't email them a full proposal but just enough to get them interested and so that they can show it to their partner. Don't want to have to go for a 3rd appointment just because they wanted to discuss it first with their other half.

Indeed Sportsfreakbob, I do try to incorporate as many open questions in the fact find section of my meetings.

Any other suggestions? So you guys don't have a predefined structure you follow?

What about attitude: friendly vs arrogant (not too much of course)?

How do you respond to objections such as: Very interesting but I can't invest/save toward pension plan right now because, Christmas, Easter, Mortgage, Wedding, new car, blah blah blah...let's talk in 3 or 4 months?

How do you present your firm? Size? Experience? Service quality?

Any thing else? Where are all the forum's top posters?

It would be great for us newbies to have as much details about the face to face interview than we can find here about cold calling. At the end of the day, in many cases the main purpose of the call was to arrange a Face to Face meeting...

Or maybe have I missed some posts already covering to this subject?

Thanks guys...

[quote=Jay L]Thanks.

I usually don't email them a full proposal but just enough to get them interested and so that they can show it to their partner. Don't want to have to go for a 3rd appointment just because they wanted to discuss it first with their other half.

Indeed Sportsfreakbob, I do try to incorporate as many open questions in the fact find section of my meetings.

Any other suggestions? So you guys don't have a predefined structure you follow?

What about attitude: friendly vs arrogant (not too much of course)?

How do you respond to objections such as: Very interesting but I can't invest/save toward pension plan right now because, Christmas, Easter, Mortgage, Wedding, new car, blah blah blah...let's talk in 3 or 4 months?

How do you present your firm? Size? Experience? Service quality?

Any thing else? Where are all the forum's top posters?

It would be great for us newbies to have as much details about the face to face interview than we can find here about cold calling. At the end of the day, in many cases the main purpose of the call was to arrange a Face to Face meeting...

Or maybe have I missed some posts already covering to this subject?

Thanks guys...[/quote]You usually get an IP ban for asking that question in an open forum. Ask someone by "Private Message" if you really would like to know... It is a touchy subject with the Admin these days.

My bad, only recently joined the Forum, not yet familiar with its does and don't...

Was just hoping that those who provided such helpful posts on cold calling would comment on this topic too...