The key to your business is relationships. As in life, people stay in healthy relationships, and they leave relationships when expectations are not met. I’ve achieved the Million Dollar Round Table (MDRT)’s highest honor, Top of the Table, for 16 years by bringing this philosophy to every client meeting.
Attract: Clarity of Your Value
All relationships are a reflection of the one you have with yourself. If you lack clarity and are confused, who will be attracted to you? The top advisors have what I call the Authentic Mindset™. They succeed because they are clear about who they are, confident in what they will or will not do and capable of aligning their intentions with the necessary actions to achieve their desired result.
To accomplish this I developed my Personal Value Statementä. When people ask me what I do, I tell them, “People choose to work with me because I am passionate, dedicated and committed to being a resource for their financial security. What that means is that I show a genuine interest in helping clients understand, evaluate and implement effective business and estate planning solutions. The benefit to them is the clarity, confidence and capability they have to protect and preserve their lifestyle, assets and people they care most about.” This focuses me on the premise for the meeting.
Connect: Confidence in Your Process
Many advisors choose to use the same communication style with all clients and prospects. Unfortunately, this approach is likely to be effective only 25 percent of the time, leaving 75 percent as unconverted new clients. This one-size-fits-all communication style creates disconnects with people by not fully understanding their personality and what drives their behavior.
To address this, I engage in my CORE™ Conversation, which considers the personality profile of my prospect and engages them through a relevant conversation on their important issues. I begin with my Trust Question™, which is designed to identify their dominant emotional reason why they would take action. My Trust Question™ is, “What is it that you care about, that if I were able to help you focus on and accomplish over the next 12 months would make you feel happy about your progress, personally and professionally? This allows the client to set the agenda for the meeting.
Upon their response I follow up with questions that address their greatest Challenges, Opportunities, important Relationships and Experiences as they relate to their unique situation. These questions are centered around the clients:
Challenges: The objective is to identify and help eliminate potential challenges, obstacles and risks.
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