Financial Planners are crucial in securing customer’s financial future.
The problem is that the market is tight with all of the options for saving for retirement and software out there that untrained individuals believe they can beat the market. This is causing financial planners to become a commodity in the eyes of potential customers where the only differentiating factor is price (no one wins here).
Most financial planners also believe they should only focus on what they are good at and not look for potential customers. The unfortunate reality is that without new customers there is a lack of growth for the organization. Financial planners are thrusted into an environment of selling that they are not comfortable with.
Top performing financial planners not only know how to help customers, but also walk with the customer through the five buying decisions that have to be made before the customer will make a decision to work with your team!
Top Financial Planners Are Not Born
Today Financial Planners are only able to sell during 36% their work day. The rest of the time is spent working on non value add processes and procedures. This means the Financial Planner is tasked to obtain more clients with less time. Less time to be strategic, study the competition, or meet with customers. This has driven margins lower, sales cycle duration increase, and high turnover due to burnout.
Top Financial Planners have this one thing that makes them unique and can achieve success in any market. They increase their profit margins consistently and achieve greater levels of depth with their customers. How so they do it? They know the five buying decisions and get them in the correct order to stay out of becoming a commodity. The only differentiating factor in a commodity is price (no one wins here).
You will learn the five buying decisions customers must make before they will buy and where they are at in their buying decisions. Then the attendees can now learn how to walk through these buying decisions and how to make the customer a success as well as obtaining more profitable clients.
Keep in mind that even after the customer decides to do business our efforts do not end otherwise they will not see the value and look to do business with someone else in the future.
After attending this session, participants will be able to:
Increase sales success immediately
Learn what 99% of Financial Planners forget to do after the business win
Obtain referrals from your customers for future business
Understand your customer’s process in buying
Navigate and adjust your approach to find what your customer truly needs