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The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 3

Critical Conversation #3: Mastery at opening the first face-to-face meeting.

 

People have embedded in their subconscious minds an imaginary trust dial. And everything you say and do moves the needle on the trust dial one direction… or the other. This is especially important to recognize during the first 45 to 60 seconds of your first face-to-face meeting with a future client. It HAS to be scripted. It has to be scripted word-for-word and you have to practice those words over and over and over again until you are brilliantly effective. Not just at delivering the words, but with the right tonality, the right facial expressions, and with a totally trustworthy way of being.

 

Do you remember the scene from the movie Jerry McGuire when Renee Zelweiger’s character said, “You had me at hello?” That’s your goal: to have them at hello.

 

Here’s our script: “Welcome to our office Bob & Susan. The fact that you took the time to gather your financial documents and made time in your busy schedules to be here today makes a statement about the importance you place on making smart choices about your money, is that true?” Pause so they can answer.

 

“Well, we take it seriously as well. We’ll ask you lots of questions today, take copious notes, and use some tools to help put our discussion in visual perspective. You’ll also notice that we are recording our meeting today. The reason we record is because we are very thorough. Do you know how you can watch a movie a second or third time and see things you didn’t see the first time?” Pause so they can respond. By the way, the answer is always “yes.”

 

“Well, Bob & Susan, our conversation today is clearly much more important than a movie. Should we decide to work together, my team and I will listen to this recording at least once to make sure that we get our advice…. just right… for you.”

 

Take a few moments to consider which direction the needle moved on the trust dial, and why, during that 45-second opening.

 

Can you imagine any virtuoso who does not record and review their performances? How else could you possibly become a virtuoso? You can’t.

 

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/

 

 

The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 2

Critical Conversation #2: Mastery at scheduling the appointment.

 

How do you inspire people, both spouses, to come to your office with all of their financial documents? Given all the demands on their time and all of their options for getting financial education, information, advice, and products… what will be the reason they agree to take the time to get their financial documents together and carve time out of their busy work schedules or retirement activities to come see you?

 

When they come to see you, what will you do for them that’s valuable whether they become a client or not?

 

Can you articulate how it’s in their best interest to come to you instead of meeting them in their home or office? What will you say is the benefit for their spouse to be in the meeting if they tell you that they take care of the money and their spouse is not interested in meeting with a financial advisor? How will your meeting be more interesting than discussions about finances, economics, investments, taxes, insurance, or markets?

 

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/

 

The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 1

There are critical conversations necessary to engage people in ways that predictably turn leads into prospects, prospects into clients, clients into people who take action on your advice, happily pay you for planning and advice, and refer you to their friends, family, and colleagues.

 

These 7 conversations are easy to understand but hard to master. Many FAs have a basic level of ability with these conversations, but this article is about elevating from basic ability to virtuoso skillfulness. Consider what could happen to the quality of your client service and the value of your business when you can artfully engage anyone, any time, and anywhere.

 

Critical Conversation #1: Mastery of the first conversation.

 

Every future Ideal Client relationship starts with a stranger. However, you choose to prospect and market, your ability to engage strangers is critical to your success.

 

How do you engage a person or couple, in any situation or environment, in a way that inspires them to want to talk to you again without coming across like a schmucky financial salesperson trolling for business?

 

This skill is about asking the right questions, listening with empathy, hearing what’s most meaningful, important, significant, and compelling to them, and then being able to make an offer to take a simple first step that’s relevant FOR THEM.

 

Let’s say you’re at a wedding. What’s the obvious first question when you meet someone new, aka: a stranger? “Are you a friend of the bride or the groom?” What’s the next question? “How do you know ________?” And the next question is what really separates the conversation virtuosos from most mortals with decent “social skills.” The typical person asks something superficial like, “what do you and _______ do for fun?” The virtuoso asks a question that’s more meaningful and emotional like, “You and ______ met at an important time in your lives. What did you learn from _______ that has helped you become a better human being?” Listen. Listen with empathy and ask, “and how has that impacted your life?” Continue to listen: “tell me more about that” several times.

 

This critical conversation process can be implemented as part of any prospecting or marketing strategy and when you meet new people in your normal course of living. Eg: at dinner parties, on the golf course, after church, at a charity event, etc.

 

The conversation virtuoso has no trouble engaging strangers in ways they position them to speak again… without ever talking about themselves or giving a tired FA “elevator pitch.”

 

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/

 

Do you currently have a Proven Process for Client Acquisition?

Do you currently have a proven process for client acquisition that will attract the type of clients you really want to be working with?

 

If YES, could that process be even better so you more quickly get even better results?

 

If NO, you need one!  Otherwise, you’ll get caught up in the cycle of working too many hours, for too little money, and serving too many of the wrong clients!

 

Join Bill Bachrach on May 24th at 11:00am Pacific / 2:00pm Eastern for a FREE LIVE TRAINING, Client Acquisition Mastery in the New World of High Regulation, Digital Advisors, and Disruptive Technology.

 

Claim Your Spot for The Free Training Right Now!

 

Since the industry is changing to become totally transparent, let me be totally transparent with you right now…Most Advisors work too many hours, for too little money, and for too many of the wrong clients! More importantly, this problem will NOT fix itself.

 

If you have a sincere desire to work less, get paid more, and work with the ‘right’ clients, you don’t want to miss this free training.

 

You will explore the answers to 4 vital questions:

 

  1. Who should be your target client and why?
  2. Why is it easy to “steal” (rescue, as we like to call it) the best clients from established advisors?
  3. What’s the BIG mistake that most advisors make and what to do about it?
  4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects and convert them to clients.

 

Bill also shares case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong.

 

In order for you to work fewer hours, acquire the RIGHT clients, and make more money so you can improve your qualify of life, join Bill Bachrach “LIVE” for this training session.

 

Claim Your Spot for The Free Training Now!

 

Bill is looking forward to having you join him on this powerful training session to help you accelerate your results by being a master at client acquisition.

 

Are You Sick and Tired of Being Sick and Tired?

If you are sick and tired of being sick and tired, join Bill Bachrach’s LIVE online training where you will discover the answers to 4 vital questions:

 

  1. Who should be your target client and why?
  2. Why is it easy to “steal” (rescue, as Bill likes to call it) the best clients from established advisors?
  3. What’s the BIG mistake that most advisors make and what to do about it?
  4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects?

 

Not only will you get the answers to these questions, Bill also shares case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong.

 

In order to work fewer hours, acquire the RIGHT clients, and make more money, so you can improve your quality of life, join us LIVE for this training session. Register at: https://youradvisorroadmap.lpages.co/clientacquisition-5-24-18/.

 

Note: Too little money, too many work hours, and too many of the wrong clients didn’t happen by accident. This problem will NOT fix itself.

4 Characteristics of Great Opening Questions

The easiest way to start a conversation with a stranger, after the standard exchange of names, is to ask a question — preferably something less bland than, “How are you doing?” or, “What do you do?”. There are better questions that create better conversations that can lead easily and naturally to an offer to talk again.

Great opening questions have 4 characteristics:

  1.  be-relevantThey’re relevant. In many situations, there’s an obvious relevant opening question. Recently my wife, Anne, and I went to a wedding. At the reception, we were seated at a table with 8 people we didn’t know. The obvious first question was, “Are you a friend of the bride or the groom?” In other social situations, you could ask, “How do you know our host/hostess/the honoree?” If you’re at a fundraiser or charity event, you could ask, “How did you get involved in supporting this cause?” At a conference, convention, or business-networking event, you could ask, “What do you hope to learn at this conference and how will that help you?”
  2.  Great opening questions get and keep people talking about themselves. Therefore, questions should be open-ended and require more than a one-word answer. In the wedding example, after I asked, “Are you a friend of the bride or groom?” I followed up with, “And how do you know him/her?” That question requires a much more detailed answer.
  3.  Your questions should get people to focus on the positive. Old-school, “sales-y” financial advisors would ask questions focusing on problems and fears. However, trusted advisors inspire people about the future, not scare them. One of my favorite positive questions is, “Tell me something good that’s happening in your life today.” If you just ask, “How’s it going?” there’s no telling what kind of response you might get. But when you ask, “Tell me something good,” even if someone has had a bad day, it moves him or her into a more positive emotional state.
  4.  Ask questions about topics that are likely to lead to more extended and meaningful conversations. There are 7 reliable topics that will get and keep people talking on subjects that are meaningful to them. I call them the 7 “F’s” (yes, I know that the last starts with a P, but it sounds like an F):
  •  Family
  •  Friends
  •  Fun
  •  Fitness/health
  •  Finances/career
  •  Faith
  •  Philanthropy

the-confident-advisorDownload your FREE copy of our new e-book, The Confident Advisor for more tips on how to improve your communication skills and the way you engage with your clients and prospective clients.

 

Get started now by becoming a member of the AdvisorRoadmapVirtual Training Platform community. You will experience a self-guided, online virtual training platform packed with interactive training courses, videos, scripts, demonstrations, and high-value resources to help you master the communication skills that are crucial to acquiring and serving Ideal Clients.

 

To Get More Ideal Clients, Achieve the Ideal Business, And Live Your Ideal Life…
Join the AdvisorRoadmap Training Platform Today!

 

Do you currently have a Proven Process for Client Acquisition?

Do you currently have a proven process for client acquisition in the “new world” that will attract the type of clients you really want to be working with?

 

If YES, could that process be even better so you more quickly get even better results?

 

If NO, you need one!  Otherwise, you’ll get caught up in the cycle of working too many hours, for too little money, and serving too many of the wrong clients!

 

Join Bill Bachrach on April 24th at 11:00am Pacific / 2:00pm Eastern for a FREE LIVE TRAINING, Client Acquisition Mastery in the New World of High Regulation, Digital Advisors, and Disruptive Technology.

 

Don’t Miss Out and Claim Your Spot for The Free Training Now!

 

Since the industry is changing to become totally transparent, let me be totally transparent with you right now…Most Advisors work too many hours, for too little money, and for too many of the wrong clients! More importantly, this problem will NOT fix itself.

 

In a survey we recently conducted,

  • 93% of advisors say they need or want to make more money,
  • 83% say they want to work fewer hours per week and take more REAL vacation every year, and
  • 98% say they would like to have a smaller total number of clients who each pay them more.

 

If this is you, claim your spot for our FREE Training on April 24 at 11am Pacific Time / 2pm Eastern Time!

 

If you have a sincere desire to work less, get paid more, and work with the ‘right’ clients, you don’t want to miss this free training.

 

In addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, you will discover the answers to 4 vital questions:

 

  1. Who should be your target client and why?
  2. Why is it easy to “steal” (rescue, as we like to call it) the best clients from established advisors?
  3. What’s the BIG mistake that most advisors make and what to do about it?
  4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects and convert them to clients.

 

Bill also shares case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong.

 

In order for you to work fewer hours, acquire the RIGHT clients, and make more money so you can improve your qualify of life, join Bill Bachrach “LIVE” for this training session.

 

Claim Your Spot for The Free Training Now!

 

Bill is looking forward to having you join him on this powerful training session to help you accelerate your 2018 results.

 

 

Are You Tired of Working Too Many Hours and for Too Little Money?

If you are, you can change it!

 

The responses from our recent surveys indicate that:

  • 93% of advisors say they need or want to make more money,
  • 83% say they want to work fewer hours per week and take more REAL vacation every year, and
  • 98% say they would like to have a smaller total number of clients who each pay them more.

What about you?

Chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients.

Ironically, most Advisors want exactly the opposite: more money, less hours, and a smaller number of the right clients who each pay you more.
When you participate in this LIVE, online training, in addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, in about an hour, you will discover the answers to 4 vital questions: 

1. Who should be your target client and why?
2. Why is it easy to “steal” (rescue, as we like to call it) the best clients from established Advisors? 
3. What’s the BIG mistake that most advisors make and what to do about it?
4. What are the keys to successful Client Acquisition, like where to find higher-net-worth

and convert them to clients?

Bill Bachrach also shares case studies, stories, and examples of what the best Advisors do well and what most Advisors are doing wrong.

In order to work fewer hours, acquire the RIGHT clients, and make more money, join us LIVE for this training session on April 24 by clicking the REGISTER NOW button below or going to https://youradvisorroadmap.lpages.co/clientacquisition-4-24-18/.

 

We are looking forward to having you join Bill on this powerful training session to help you accelerate your 2018 results, so you can stop working too many hours, for too little money, and with too many of the “wrong” clients.

 

P.S. Too little money, too many work hours, and too many of the wrong clients didn’t happen by accident. This problem will NOT fix itself.

 

 

Wouldn’t it be Great to be a Master of Client Acquisition?

If you answered YES, chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients, so you need a proven client acquisition process.

If you are like many Advisors, you want to:
1. Make More Money. 
2. Work Less so you can spend your time doing more of what you want to do.
3. Have a smaller total number of clients who each pay you more. 

In addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, in about an hour, you will discover the answers to 4 vital questions: 

1. Who should be your target client and why?
2. Why is it easy to “steal” (rescue, as we prefer to say) the best clients from established Advisors? 
3. What’s the BIG mistake that most advisors make and what to do about it?
4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects? 

You will also hear case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong. 

In order to work fewer hours, acquire the RIGHT clients, and make more money, join this  LIVE training session on April 24 by going to https://youradvisorroadmap.lpages.co/clientacquisition-4-24-18/.

Join this powerful training session to help you accelerate your 2018 results.

5 Things to Live By When it Comes to Longevity and Your Business

Every Advisor should re-do the math for their personal financial plan. Add another 10, 20, or even 30 years to the forecast to have enough money to maintain your lifestyle forever. How much do you need? How much do you have? What business decisions do you need to make today to bridge the gap?

For veteran advisors, it’s pretty simple:

1. Plan to work longer. One of the great things about our business is that it’s a great business to operate for a long time, even part time. Finally, once and for all, do what you’ve always known you should do to have the business you really want.

2. Focus on your Ideal Clients. Your best clients are going to live longer and want to keep their money and their lifestyle for their entire life, so it’s not as important as many would have you believe that you have to kiss the asses of their kids in order to keep the assets on the books. It’s much more important that you have a high-trust relationship with both spouses. 70% of widows leave their advisor within a year of their husband’s death. That’s the problem worth fixing.

3. Elevate your client experience and value promise. Embrace true, values and goals-based financial planning. Your clients need more than asset management or “financial planning lite” to prepare for and navigate the future. When mid-career and younger advisors realize that your clients control most of the money now and will be keeping much longer than previously believed, the competition for your clients will heat up. The advisors who work to “rescue” the high-net worth ($2M-$20M) ideal clients from apathetic veterans.

The "IT" Auditor4. Harness technology. If it’s over your head, make sure your staff gets it. It’s crucial to not compete with the machines. The machines are better at the hard skills and they can help you streamline your operational efficiencies and some of your client deliverables. For about $1,000 per/month, you can have all the best financial planning and client service technology you’d ever need to acquire and serve ideal clients.

5. Improve your people skills. Ask great questions, listen with empathy, make an emotional connection, build high-trust client relationships, counsel individuals and couples to establish goals that are crystal-clear and well defined, tease out their core values and other emotional drivers, inspire people to take the action required to achieve their most important goals and fulfill their most deeply held values, coach clients to stick to the plan during uncertain economic times, and hold clients accountable to do what needs to be done…especially when it’s not comfortable and they don’t feel like it.

the-confident-advisorMid-career or new advisor? We have tips for you too. Download your FREE copy of our “Ehanced” e-book, The Confident Advisor.

Get started now by becoming a member of the AdvisorRoadmapVirtual Training Platform community. You will experience a self-guided, online virtual training platform packed with interactive training courses, videos, scripts, demonstrations, and high-value resources to help you master the communication skills that are crucial to acquiring and serving Ideal Clients.

 

To Get More Ideal Clients, Achieve the Ideal Business, And Live Your Ideal Life…

Join the AdvisorRoadmap Training Platform Today!