The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 5

Critical Conversation #5: Mastery at helping people define clear targets with specific dates and amounts of money wanted.

 

Goals are the tangible what they want built on the foundation of their values. You can develop the skill to lead an emotionally compelling and inspiring goals conversation about. It’s a skill, an art form actually. And it’s learn-able.

 

One mistake often made by FAs is that instead of asking a question about goals they suggest goals with statements like, “If you’re like a lot of people in your 40s or 50s or 60s you are probably concerned about retirement.” The risk is that many people have a negative association with the term retirement. During our workshops for prospects and clients, as well as with advisors, I often ask, “How many of you have a negative association with the word ‘retirement?’” It’s common for more than half of them to raise their hands. Then I ask, “what are the words you associate with the term ‘retirement?’” Common responses are: “Uselessness. Unproductive. Death. Out to pasture. No longer relevant. Bored.” I know it’s not your intention, but when you broadcast the “retirement” word you may be moving the needle in the wrong direction, especially with financially successful people who like to work.

 

Instead ask an open-ended question like, “What’s one of your tangible goals that requires money and planning to achieve?”

 

How would mastering this critical conversation help you grow your business with Ideal Clients?

 

AdvisorRoadmap™ Virtual Training for Financial Advisors is a web-based, virtual training platform unlike anything in the industry. This state-of-the-art platform will help you maximize your client value promise, grow your business, and master client acquisition. The training utilizes Adult Learning Theory which helps to accelerate learning, retention, and results. This unique training platform takes most of what Bill has been teaching for the past 25+ years and condenses it down so you receive proven processes and skills (via interactive training courses, videos, scripts, interviews, live webinars with Bill, monthly podcasts, and demonstrations available 24/7 on your computer, laptop, tablet, and mobile phone for an extremely affordable price) in the following 4 main areas:

  1. Client Acquisition
  2. Client Service
  3. Leadership
  4. Time / Priority Management

 

To discover all 7 Critical Conversations in depth, go to: http://www.youradvisorroadmap.com/

 


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