by Jeff Dorman
Last post we talked about the first of three key differentiators of a successful financial advisor (FA): having the consultative mindset of a trusted advisor.
This week, we’ll look at the second of the three differentiators: having an effective meeting process.
The best FA’s, in addition to having developed a consultative mindset, have also adopted their own version of running a client meeting. We call that process the “Client Meeting Path.” It consists of:
• Opening the meeting – building rapport, setting the agenda and delivering your messaging statement
• Being adept at the Discovery Process – through questioning and listening, allowing the client to open up to reveal their needs and wants; making the client so comfortable that they want to open up to you
• Presenting solutions - offering strategies, ideas and solutions that fit exactly with what the client tells you they need or want
• Adeptly handling objections – being able to respond to questions and concerns without undermining your credibility
• Closing the meeting – understanding how to conclude, how to forward the relationship and knowing how to present next steps
By doing this consistently, in their own voice/style and with the best interests of the client at heart, the FA raises their level of competence in the eyes of the client. The client sees them as “capable, organized, and professional," thereby increasing the level of trust and willingness on the client's part--a crucial key to gaining and keeping the client's business.
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