14 Steps to Sales Success in Financial Planning

Want the keys to sales success and achieve results such as 68% referral rate from you existing client bases and over a 90% close rate?

Want to find out how to write 80% of your future new business from your existing client base?

Follow these steps practised by the leading financial advice firms.

1) BE FOUND

Stand out in any search a prospective client makes.

Yellow pages, local business directories, online or word of mouth in a social circle.  

2) CREATE CLIENT CENTRED COLLATERAL TO ENGAGE CLIENTS WITH PRE FIRST APPOINTMENT

3) HAVE A WEBSITE THAT IS ENGAGING OFFERS VALUE AND CONNECTION TO YOUR CORE PROPOSITION

4) HAVE AN OFFICE SET UP THAT TELLS A POSITIVE STORY THAT YOU UNDERSTAND YOUR NICHE CLIENTS

5) BE ABLE TO SAY WHAT IT IS THAT YOU DO AND WHY

6) BE ABLE TO EXPLAIN AND DEMONSTRATE VISUALLY YOUR PROCESS

7) EXPLAIN THE STEPS IN THE PROCESS AND WHAT HAPPENS NEXT

8) HAVE AN ENGAGING AND DEEP CLIENT INFORMATION COLLECTION METHOD THAT COLLECTS MORE THAN JUST FINANCIAL DATA BUT COLLECTS DATA ON VALUES AND MOTIVATION

9) CHECK FOR UNDERSTANDING BEFORE MOVING FORWARD

10) FOLLOW UP POST MEETING WITH A REASSURANCE PIECE

11) BRIEF YOUR STAFF WEEKLY ON THE CLIENTS AND PROSPECTS THAT WILL VISIT YOUR OFFICE AND WHY THEY ARE COMMING IN SO THEY CAN MANAGE CLIENT PSYCHOLOGY WITH SIMPLY A WARM AND RELEVANT WELCOME

12) MAKES SURE YOUR STATEMENT OF ADVICE SPEAKS TO THE CLIENTS INDIVIDUAL NEEDS AND WANTS

13) ENHANCE THE UNDERSTANDING OF THE STATEMENT OF ADVICE BY USING VISUALS

14) CONNECT THE STRATEGY TO THE CLIENTS VALUES, BELIEFS, ATTITUDE AND MOTIVATIONS