December 2017
Beginner
288 pages
7h 26m
English
Content preview from The Financial Advisor's Success ManualBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter | Five
Your Intake Process
Customers love certainty, make sure you give it to them. —Amit Kalantri
This chapter discusses how to structure and execute meetings with prospects and convert them to clients. We recommend a three meeting approach to prospect meetings.1
Meeting one consists of building rapport and trust; showing you care; uncovering needs, wants, unfulfilled desires, and concerns; emotionally and economically qualifying the prospect; creating interest; and getting the prospect ready to change by selecting you as their financial advisor. This phase of the process involves a detailed creative discovery so that you know as much about the prospect as possible.
The second meeting will be a complete diagnostic of the prospect’s current ...
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