We’ve Proven

That Never Mentioning Your Product Triples Your Closing Ratio

The 300 client acquisition process has allowed 72 advisors to close over $3 Billion in new money.  It consists of a 3 meeting process:

 

First meeting:

Have the client give you control in the first 3 minutes.  By the end of this 60 minute meeting, you and your client have mutually agreed on one of three things:

1. If their advisor is doing his or her job, they will stay with them
2. If their advisor is NOT doing his or her job, they will move to you.
3. There is no way they are ever moving their money from where they are currently regardless of what you say or do (this occurs with half the people which saves us time, money and headaches). 

Second Meeting:

A 24 item checklist driven by our proprietary software.  Your preparation time for the second meeting is about 15 minutes.  This meeting is designed not to talk about products, but instead the 24 item checklist is used to determine if their advisor is acting as a true fiduciary…or putting the clients concerns and needs above his own.  During the thousands of times this proposal has been used, no advisor, no advisor has scored higher than 4 out of 24.  The average is actually 2 out of 24. 

This proposal allows the client to determine for themselves whether working with their current advisor is in their best interest.  Obviously, with an average of only 2 of 24 fiduciary checks, the client determines 100% of the time to leave their current relationship. 

^{*Process is modified slightly for “Do-It-Yourselfers”}

Only now after they have decided to leave their current broker, will we bring up product….

 

Third Meeting:

We have found that when your client can explain to you in their own words what your proposed solution is, there is zero buyers remorse, saving you and your client, time, money and stress.  
This meeting is driven by proprietary software designed in conjuction with a multi-billion dollar software development and money management company.   

This process is flexible enough to handle the management of a minors money to a hundred year-old clients’ money… from a business owner to a widow… from an aggressive investor to a conservative investor… and everything in between. 

Nationwide, the system has a $175,000 average case size.  Below are the meeting process statistics:
                  

First meeting:	51% move forward with the process 49% walk away with value added by you
Second Meeting:	86% move to the Third Meeting
Third Meeting:	92% make you their advisor

Send for a free whitepaper detailing how to use Dr Cialdini’s 6 Principles of Ethical Influence to close more business.   Though you can use these principles in your current business to boost your profits, the 6 principles have been fully integrated into the client acquisition process.