Date post: | 24-May-2015 |
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Leadership & Management |
Upload: | william-byrnes |
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FOR AUDIOCall 877-309-2071 Code 711 875 017 #Or Use Computer Speakers
Today’s Webinar
Published by
Back Room Technician®
“Be your best when it matters most: when you’re face to face with clients and prospects.”
– Complete client education and presentation
– Goals based financial planning solutions
– In one compliant, customizable application
…only Advisys does it all.
William H. Byrnes, IV• Associate Dean for Graduate &
Distance Education Program at Thomas Jefferson School of Law
• Author of 24 books and over 1,000 published articles, including Sales Essentials: Prospecting
• Contributing author for Tax Facts, Tax Facts Online, and National Underwriter Advanced Markets
Cloning your Client
Professor William Byrnes,
Author,
National Underwriter Sales Essentials (Life & Health): Prospecting
This Morning’s Agenda Pointers
• How to Clone Your Client
• Developing the Profile
• Asking Intriguing Questions
• C2C Qualified Introductions
• Cultivate a Network of Endless Referrals
• Client Crowd Sourcing
• Ben Franklin Method
How to Clone Your Client
Everyone may be a potential client for me
BUT
Is Everyone a potential great client for me?
How to Clone Your Client
1. DETERMINE YOUR BEST “A” CLIENTS
2. Approach them effectively for referrals of clients who are like themselves
3. Gain testimonial introductions to those referrals
4. Effectively share your services and attract NEW strategic relationships
Develop the Profile of Your Dream Client
• Question 1: Who Do You Like to Work With?
• Question 2: Who Can You Help Most?
• Question 3: What Are Your Financial Requirements?
Q1: Who do you like to work with?
Brainstorm: what are the qualities that you like in a client?
• PROBLEM SOLVING STYLE
• CORE VALUES
• EXTRACURRICULAR PREFERENCES
Who Are Your Best A Clients?
• Start with 80-20 as a General Rule
• Use Your Profile to Rank Them
• Rank by All Three Questions of Your Profile
• Choose Top Three by Summing Ranking
How to Clone Your Client
1. Determine Your Best “A” Clients
2. Approach them effectively for referrals of clients who are like themselves
3. Gain testimonial introductions to those referrals
4. Effectively share your services and attract NEW strategic relationships
Approach them effectively for referrals?
• Make It a Special Meeting
• It's All About Them (80/20 rule again)
• What to Bring?– Your expanded dream client profile
– A list of prospecting categories keyed to the client's positions and relationships
– Information packet you will send to the referral
How do I Turn the Referral into my Client?
• Existing Client Brokers the Introduction
• Follow-up with Information by Letter
• Prequalify by Phone Interview Before Meeting
• In-Person Rapport Building
• Prepare to Meet Objections & Concerns
What`s Your Point of Difference?
• Rhubarb Pie v. Blueberry Pie
• Coed prep school v. All boy or all girl
How to Cultivate a Network of Endless Referrals (Crowd Sourcing part 1)
"All things being equal, people will do business with, and refer business to, those Advisors they know, like and trust."
• 80/20 rule of rapport building
• Feel-Good Questions
• Be the Facilitator of Everyone in the Room
• Critical Follow Up
• “Partner” for Referrals Conversation
Strategic Allies as a Source of Referrals?
• It's all about the Service
• Develop a Dream Profile of Strategic Ally
• Start with Your Dream Practice
• Seek Help from Your A Clients
Final Agenda Items for Comment
• The Ben Franklin Method for Winning People Over
• Marketing the Millennial
Do It Today!
National Underwriter Special Offer
Buy the Sales Essentials
Bundle for only $19.95
A savings of more than 30%!
Regular 2-Book Price: $29.90
Special 2-Book Price: $19.95
www.nationalunderwriter.com/LHSalesEssentialsCombo
No Special Discount Code Needed
1. Write down the name of a client or prospect
Call now: (800) 777-3162
2. Call us and we’ll put together your presentation3. Buy Back Room Technician and make the sale
One Sale Pays for the annual subscription!
Three easy steps to greater success:
Annual subscription: $599
60-day money-back guarantee.
Call now: (800) 777-3162
Why waste valuable time?
Questions
?