The Virtual Appointment Process – Meetings Two & Three

Every business owner is trying to find their footing in this new virtual world and financial planning is no different. Ushering someone through the appointment process through a screen is a tough adjustment when so much of the business relies on relationships. 

We started detailing Vince’s approach at CFG Retirement on our last episode, and today we want to continue that discussion by taking you through the focus for appointments two and three. 

We will discuss the importance of building emotional connections with clients, even in a virtual environment, and why the sales process can't be rushed just because it's online. Vince also highlights the significance of understanding a client's true goals beyond the numbers and ensuring their financial plans align with what’s most important to them. 

 

Featured Quote:

"The second meeting and the third meeting is where advisors, I think, lose the client the most. And the reason why is because we like to talk about the financial jargon, we like to show the numbers, we like to talk about the stuff we like to talk about. And we can really lose the client during that process or the prospect in that process."  - Mastermind Advisor Marketing

 

Here is some of what we’ll cover in this episode:

• The 2nd meeting starts off going through the ‘agenda’ (2:40)
• Simplifying things and helping them understand why it’s important for them. (7:07)
• Helping them see the value. (12:25)
• Asking questions and tying it back into them. (19:33)
• What is the goal for appointment three? (22:26)
• How to wrap up that third appointment. (26:44)

 

Resources:

Mastermind Advisor Website: https://mastermindadvisor.com/