Why is this programme important?
“Prospects who a) couldn’t have felt more comfortable being open, b) had an in-depth discussion on their motivations and c) couldn’t have been clearer on how the adviser would help had a conversion rate of 71%!”
Client Experience Report 2022, Vouched For.
There can be a lot riding on first meetings. They can be the springboard to a long and fruitful relationship. But they can also be a waste of time. How can you make sure you’re sitting across from the types of clients that you actually want to work with? And if you are, how do you ensure you’re asking the right questions and building trust so that they’ll want to progress?
What is this?
It’s a series of sessions designed to develop your team’s skills and confidence to make a great first impression and secure the clients you enjoy working with.
Who is it for?
Advice firms who are looking to hone their client-take on process. You could be refining it in light of Consumer Duty, you could be changing your strategy and proposition or you might simply think there is room for improvement.
How is it run?
Face to face or virtually – depending on your needs. The building blocks below can be tailored accordingly:
What will we learn?
Session 1: How to politely screen prospects
This polite conversation, ahead of your first meeting, can help you determine fit, manage expectations and protect your time.
Learning objectives
By the end of the session, participants will be able to:
- Recognise the right questions to ask
- Use techniques to manage expectations
- Delicately decline from progressing any further
Session 2 How to turbo-charge rapport.
Some clients will be nervous, some will be confident, some will have no idea about what’s involved or what they’d like their future to hold. So how can you help them navigate such big decisions, especially when you have only just met?
Even though no two clients are the same, we all have similar psychological needs. And when we can tune into these, we can turbo charge rapport.
Learning objectives
By the end of the session, participants will be able to:
- Develop their trustworthiness by recognising and addressing 5 psychological needs in prospective clients
- Use techniques to help prospective clients open up, talk and gain clarity
- Develop their listening skills and relational intelligence.
Session 3: How to ask powerful questions
There are so many questions you could ask, but how will you decide which to use when you’re in front of your ideal client? What are you going to say and share that will build trust from the get go? A lot will ride your mindset, your preparation and your presence.
Learning objectives:
By the end of the session, you will ideas how to:
- Adopt the right mindset for a great meeting
- Develop a range of powerful questions to build trust and the confidence to ask them
- Demonstrate your value conversationally.
Session 4: How to discuss purpose and performance
In this session, we help prospects to identify what their money is for, so that they can fund a fulfilling life. We’ll also cover how we manage their expectations around ever-changing performance. And finish with how to follow up the meeting – so that you inspire action and continue to screen for best-fit prospects.
By the end of this session, you’ll be able to:
- Support clients in creating a money purpose statement
- Manage their expectations around performance
- Use a template to follow up the meeting.
The programme includes scripts, templates and frameworks which have been road-tested for success.
What have others said?
This programme is the result of running a series of webinars on the subject. You can find some comments below from attendees:
Melissa is the queen of communication. I’ll attend anything she presents or speaks on.
I’m so pleased to see someone teaching the master skills, rather than the regulator’s view of competence being entirely technical knowledge. Well done!
Excellent session. Very interesting and highly useful too. This is an area I’ve wanted to develop for some time and this really answered many of the questions and issues I wanted to address.
Extremely useful! Finesse is the right word to use – just those few tweaks to make.
I found the webinar insightful and thought provoking and I will be sure to build some of the discussed techniques into my first meetings.
Excellent session. Sometimes you forget small things and today’s session really highlighted that.
Really informative and well delivered talk. Very thought provoking and I have lots of take aways.
Do get in touch for a conversation to find out more: melissa@motem.co.uk
Photo by Gustavo Fring.