A Sense of Urgency NOW!

How many meetings does it take a financial advisor to close?

Nope this isn’t a joke. Although I wanted it to be, but I just couldn’t think of a punch line.

During conversations with clients over the past few months this topic seems to be very prevalent. A good number of salespeople are having a real challenge creating a sense of urgency with their clients.

How many times has this happened to you?

• You have a great first (second) meeting with a client and they seem to be on board.
• For whatever reason (excuse) you don’t set the next appt while you’re there.
• You can’t get back in the door because they are too busy, or they are not ready, or they have to speak to their accountant or their Uncle Joe.

Wouldn’t you agree, there are few things more draining, more stressful than chasing after and calling the same client over and over and over again just to get back in the door. There are very things in your world world more frustrating than seeing the same names on your call list over and over again.

Yes I know that things do happen and there are legitimate reasons, however a lot of times the above scenario can be prevented simply by creating a sense of urgency. Here’s some suggestions;

1. Make sure at each appt the client tells you in their words the benefits of what you are doing together
2. Reiterate their biggest financial problems, concerns and frustrations (PCF’s) and reinforce how you are solving them
3. Ask them point blank on a scale of 1 – 10 how important it is for them to solve their biggest PCF or achieve their most important goal 
4. Ask them point blank how committed they are to sticking to your process (timeline)

The above questions and your client’s subsequent answers will no doubt let you know where the client stands. Nothing is left to chance. It is all out in the open. Furthermore, who’s in control you or the client? Of course it’s you, which is where it should always be.

Bear with me a little longer here. (I might even go past my word limit)

Let’s say your clients biggest PCF is paying taxes. Let’s then say you showed your client how they can save a considerable amount in taxes by acting now. Then let’s further say they were able to tell you in their own words how this would benefit him immediately. How excited would the client be? How motivated would he/she be to see you again ASAP?

So please, make sure you find your clients hot button, solve it, reinforce, reiterate, repeat and close.

It is up to you to create that sense of urgency with your clients each and every time!

As always thanks for reading. BTW, if you have any helpful hints on this topic please by all means post it. I don’t know about you, but I’m always ready, willing and able to learn

Rick

Tips from this article

It is up to you to create a sense of urgency with your clients each and every time

Make sure at each appt the client tells you in their words the benefits of what you are doing together

Reiterate their biggest financial problems, concerns and frustrations (PCF’s) and reinforce how you are solving them

Ask them point blank on a scale of 1 – 10 how important it is for them to solve their biggest PCF or achieve their most important goal

Ask them point blank how committed they are to sticking to your process (timeline)