Financial Advisor Training: Expand Your Prospecting List
4.3 (2 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
14 students enrolled

Financial Advisor Training: Expand Your Prospecting List

Sales Prospecting Tips: Sales Tips to Engage Referrers to “Tee Up” Prospects For You
4.3 (2 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
14 students enrolled
Created by Jim Teteak
Last updated 8/2018
English
English [Auto-generated]
Current price: $13.99 Original price: $19.99 Discount: 30% off
5 hours left at this price!
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This course includes
  • 40 mins on-demand video
  • 6 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • Get Them to Say the Value You Bring
  • Get Them to Tell You What They've Learned
  • Get Them to Tell You What That Means to Them
  • Tell Them They Are Not Alone
  • Ask Them If They See Importance
  • Get Them To Give You High-Quality Names
  • Ask Them Who Else Needs to Know This
  • Ask Them For One More Person
  • Get Them to Tee People Up For You
  • Get Them to Give You the Language For Each Prospect
  • Get Them to Call the Prospect To Prep for Your Call
Requirements
  • Make sure to download the follow along workbook before starting each session
Description

You’ll learn how to work with your existing clients to expand your prospect list and get new prospects ‘teed’ up for success.

What does that mean?

Well it all starts with your client meetings.

When you can give your client a great experience there is a series of questions to get them valuing your service and product.

We show you how to turn that conversation into a system of referrals and new clients excited for doing business with you.

Engaging referrers to “tee up” prospects for you is all about getting the people that you’re interacting with to see the value in what you do in a way that makes them passionate and excited to tell others about you.

The effectiveness of the referral is based on the relationship between the “referrer” and the “referee.”

If your clients feel like the financial services you’re providing are awesome stuff, and they understand how important it is that others in their life have it too, they will give you the names of the closest people in their lives.

They will even call them for you.

This 1-hour program focuses on all the things you can do with the people who refer you so that when you call a prospect, they are more receptive to the call.

When you learn how to do this, each of your conversations will begin with the hope that it is going to be as good as you think it’s going to be rather than, “I’ve got to get rid of this guy.”

That hope will help you build trust and get to the decision making with your clients and prospects sooner and more effectively. Everything gets done quicker.

What You'll Discover

  • Get Them to Say the Value You Bring

  • Get Them to Tell You What They've Learned

  • Get Them to Tell You What That Means to Them

  • Tell Them They Are Not Alone

  • Ask Them If They See Importance

  • Get Them To Give You High-Quality Names

  • Ask Them Who Else Needs to Know This

  • Ask Them For One More Person

  • Get Them to Tee People Up For You

  • Get Them to Give You the Language For Each Prospect

  • Get Them to Call the Prospect To Prep for Your Call

Why Rule the Room Financial?

There are three key reasons why Rule the Room Financial is different:

  1. You’ll learn WHY it works. We don’t just show you how to do it or what to do. We tell you WHY it works so you can learn to “fish” on your own.

  2. You’ll learn in YOUR unique communication style. We all communicate differently. That’s why every lesson is taught with four unique selling styles (fascinator, performer, inspirer, and energizer) taught by four of the top producing financial advisors in the country: Katherine Forrester, Chris Koon, Karl Dettmann, and Matt Heckmann.

  3. You’ll be able to APPLY practical techniques right away. This training actually makes sense. World-renowned trainer, Jason Teteak, is able to decode the magic that happens when top reps are meeting with their clients. He then bottles up the secret sauce and presents it to you so you can easily understand how to use it in your own style and apply it to any situation.

As a collective group, we have come up with some amazing things. The techniques in this program will help you experience more fun and freedom with prospecting. They will help you boost your client acquisition rate with your prospecting. It is exciting to see what will be uncovered. One of these four communication styles will be right up your alley, and the others will offer good insight and complement the things you’re already doing.

Who this course is for:
  • Financial Advisors
  • Financial Planners
  • Financial Managers
  • Sales Professionals
Course content
Expand all 6 lectures 40:26
+ Introduction
1 lecture 03:25

Engaging referrers to “tee up” prospects for you is all about getting the people that you’re interacting with to see the value in what you do in a way that makes them passionate and excited to tell others about you. The effectiveness of the referral is based on the relationship between the “referrer” and the “referee.” If your clients feel like the financial services you’re providing are awesome stuff, and they understand how important it is that others in their life have it too, they will give you the names of the closest people in their lives. They will even call them for you.

Preview 03:25
+ Get Them to Say the Value You Bring
2 lectures 12:45

Many advisors miss this, especially at the beginning. They are so focused on getting the name, they don’t first of all make sure they have provided something that is of value to the prospect or client. Others, even though they have value, don’t get the referrers to SEE that value. Still others fail to get their referrers to SAY the value out loud. Did you catch the title of this section of the chapter?

  • “Get Them to SAY the Value You Bring”

That person has to perceive you add value to their life. Even if you get a name, if that person hasn’t seen anything of value in you yet, it’s only a little bit better than a cold call. It’s still better than a cold call, which is okay, but it’s not taking it to the other levels that we’re going to do in this chapter.

Preview 10:45

Get Them to Say the Value You Bring

Determine and practice how you will find out what the referrer has learned in

their meeting with you today. (Select from the options below or write in your own words.)

“What has been most helpful to YOU about our conversation today?”

“We talked about a lot of things here today, but what were the most helpful?”

“What so far has been the most valuable to you about this conversation?”

Other:__________________________________________

Determine and practice how you will ask the person to tell you what that

means to them. (Select from the options below or write in your own words.)

“Tell me what that means to you.”

Other:__________________________________________

Determine and practice how you will assure them they are not alone. (Select from the options below or write in your own words.)

“You might be shocked to know this, but everyone else is the same way.”

“You are not alone. Every single day, we come across people who have the exact same thing.”

“Our experience is that almost everybody out there is in the same boat.”

“If you learned something new today about how life insurance works, you’re not an anomaly.”

“Most other people that you know also don’t know this.”

Other:__________________________________________

Get Them to Say the Value You Bring - Activity
02:00
+ Get Them to Give You High-Quality Names
2 lectures 10:39

Once they say yes, they now truly understand they are not alone. They realize that almost everybody out there is in the same boat. At this point, you have primed the pump to where most people are going to want to start giving you names. The next step is to simply ask them who else needs to know about this. Here’s an example:

Rep: I’ve just told you that very few other people understand how this is working. What I want to do is find out from you who else you know that needs to know this.

Do you hear what we just did? It’s so powerful because we’re not asking for names! It doesn’t come across at all like what many reps and advisors do. You’re asking them to share with you who else wants to have their pain fixed, and get the pleasure. That’s what everyone in this world wants. It becomes an empathetic way of asking them for names, almost like a guardian angel looking to protect this person. It’s about saying:

Rep: I’m going to help you help others.

It’s so easy to say that that’s what we do as financial advisors, but it’s so hard to achieve without knowing these steps. It’s the power of communicating. It’s also the power of questioning techniques. You’ll notice we didn’t tell the referrer or drill it into their brain, we asked them to tell us.

Ask Them to Pick from a List

If we stop here, however, the challenge is often going to be a response like:

 Client: Gosh, I can’t think of anybody.

You’re still going to have to guide them back into the prospecting world. Here’s an example of Matt doing that with one of his clients:

Matt: The kinds of people that tend to find this information the most valuable to them, knowing everybody should know about it, and the people who are most likely to want to know about it, are people a lot like you. Usually, they are between fifty and sixty-five. They are getting really close to this idea that says, ‘You know what, I’ve got to make sure this is all figured out.’ They tend to have a fair amount of assets because the more money they have, the more problems and taxes they have to deal with. With that in mind, I did some research, and here’s some people that we’ve identified (and our research isn’t great all the time) that we think would find value in this.

Get Them to Give You High-Quality Names
09:27

Determine and practice how you will ask them if they see the importance.

(Select from the options below or write in your own words.)

"Can you see why this is so important to know?”

Other:__________________________________________

Determine and practice how you will ask them who else needs to know about this. (Select from the options below or write in your own words.)

“I’ve just told you that very few other people understand how this is working. What I want to do is find out from you who else you know that needs to know about this.”

Other:__________________________________________

Determine and practice how you will ask them to pick from a list. (Select from the options below or write in your own words.)

“The kinds of people that tend to find this information the most valuable to them, knowing everybody should know about it, and the

people who are most likely to want to know about it, are people a lot like you. Usually, they are between fifty and sixty-five. They are

getting really close to this idea that says, ‘You know what, I’ve got to make sure this is all figured out.’ They tend to have a fair amount of assets because the more money they have, the more problems and taxes they have to deal with. With that in mind, I did some research, and here’s some people that we’ve identified (and our research isn’t great all the time) that we think would find value in this. We cross referenced them with your LinkedIn profile to see who you might know, and I know with my LinkedIn page, there’s a bunch of people on there that I met once. There’re also my best friends on there. What I’m wondering is, of the people we’ve talked about here, who fits this category that we just talked about that you think would want to know this and has the resources to do something about it?”

Other:__________________________________________

Get Them to Give You High-Quality Names - Activity
01:12
+ Tee It Up
1 lecture 13:37

At this point, on average, the referrer will have given you two or three names. Most new reps think that once they have the names, they’re done. That’s simply not good enough. Wouldn’t you like to take this to an even higher level? Imagine if you could call John and be coached on exactly what to say to him. You can.

Get Them to Tee People Up for You
13:37