I am very new to this process. Because of some recent (very positive) publicity, we are receiving a number of telephone inquiries. What pre-screening questions should I have my assistant ask interested callers before making appointments with them?

Article ID: 474

Last updated: 20 Nov, 2019

Describe your Ideal Client Profile to the prospective client and tell them your minimum fee. If they would like to have an appointment with you, make sure they bring all of their financial documents and their spouse to the meeting in your office.

Also listed in

Miscellaneous

Before Financial Road Map™ -> Initial Contact with Prospective Clients

Before Financial Road Map™ -> Phone Consultation™

« Before the Financial Road Map® meeting, I find myself talking...

At the last Academy (January 2012 Academy 2), you mentioned that... »

Others in this category

I have identified a script gap for when I am reconnecting with past clients and prospects and introducing them to Values-Based Financial Planning™. Do you have any wording that I could use to talk to people with whom I have no current relationship? I was thinking of something along the lines of, “Our office has been in contact with you in the past and we have undergone some major changes in how we serve our client community. On our way to completing our Ideal Client community, we know that we will positively impact all those along the way. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if Values-Based Financial Planning™ would be relevant in your world. Do you have a couple of minutes?” I would appreciate your input.

My office manager for the registered investment advisor practice asked me how to answer prospects who press her for “what’s it going to cost?”, before they come in for the initial meeting. This question comes up quite often when she schedules appointments and it almost always leads to cancellations. Our fee, which is now under review, has been 1% of assets we manage and a minimum of $2,500.

While completing the Phone consultation, I asked the question, “Do you have the book handy?" Client - “YES." Advisor – “Perfect. Have you had a chance to read any of it?” Client - “YES." Advisor - “OK, do you have any questions?” Client – “No, the book is great. It’s too bad I did not meet you 3 years ago when I switched advisors.” What would you say to this?

I am scheduling a Financial Road Map® Old World New World™ meeting and the client says his wife may not want to come. I know she should be at the meeting for both of them to experience the Financial Road Map® together. What should I say to overcome the objection and make both of them understand she needs to be there?

Can you provide some scripting for the AM to use when calling the prospect on the phone.

» More articles