Financial Advisor Training Closing Sales Skills Pro
What you’ll learn
Get Your Clients to Sell Themselves
Create irresistible attraction.
Identify what makes you attractive.
Embody your natural personality style.
Be true to your core values and beliefs.
Put the client at ease immediately.
Create a calm environment.
Prepare your genuine self.
Make the client feel safe.
Build trust with people.
Refresh why you exist.
Reaffirm the relationship.
Get everyone on the same page.
Secure a commitment around the plan.
Make it quick and concise.
Make it certain.
Show proof of concept.
Draw out requests for your recommendation.
Maintain a calm environment feel.
Monitor the prospects.
Present your recommendation.
It is crucial that you download the workbook to help you master the skills in the lessons.
In Close the Sale, you will learn how to increase your client acquisition rate by fifty percent during the close and decrease the time it takes you to do it by half.The “close” is not about getting a check to be written. It’s about ensuring you are the prospect’s trusted financial planner and advisor. This program is going to transform how you close prospects. You’ll learn new techniques for putting the client at ease; building trust; securing a commitment around the plan, drawing out requests for your recommendation and how to get them to sell themselves on the solution. This course is going to pay for itself in no time and is exactly what you need to grow your practice.After interviewing literally hundreds of financial planners & advisors, we discovered fifteen common things they all worried about when it comes to closing prospects. Ask yourself, have you ever had any of the following concerns?I would like to grow my business faster and add more clients.I don’t have the “snowball effect”— i.e. word of mouth spreads a lot faster once you get momentum going that would feed on itself.Am I going to get in front of enough people?The reason I got into this business is to help people solve their problems in a systematic way and build in money, time, and freedom into my practice. Yet, the last few years, that hasn’t happened the way I would like.I would like to make more money.Convincing people to sit down and talk about subject matter in a very personal way is important to me.My business is not growing as fast as I want. Even though my production is as high as it’s ever been, I don’t feel good because my performance is lagging right now. I want more assets.How do I communicate with the clients about what’s on their minds?I am hearing no too often, and it has consciously/subconsciously affected me. Hearing yes can have the opposite effect. How do I harness this and put it into further activity?The market performance this year has affected both me and my clients.I’ve lost prospects and clients more than I care to admit. How do I get them to be more satisfied with the process?I want to write business and expand the network to continually get enough referrals.I don’t have a strong relationship with clients.Being able to keep in touch the right amount (and in the right way) with clients is a challenge.I have clients who are a complete drag. I want to enjoy the people I work with and attract the client who isn’t draining.We’ll address how to handle each of these fifteen problems and more in this program. You’ll learn how to build relationships, communicate effectively, and ask the right questions during the discovery meeting and the close to encourage your clients to do what they already know they should do. More importantly, for every technique, you’ll learn why it works so you can apply it to any situation with any clients in the future to help them better align their life goals with what they are actually doing.This program will help you with ten key areas of your practice:Clients are putting their energy into you.People are filling you up.You are consistently getting restored.You have more energy to give to other areas of your life.You are closing more business.Your client acquisition rate increases by 50% or more.Your prospects routinely say, “When can I sign?”Your prospects are incredibly excited to meet with you next.Your prospects truly understand why this is so important.You are decreasing the time it takes to acquire a client by 33% or more.What You’ll Learn:Specifically, in this Program, You Will Learn How To…Session #1: Create Irresistible AttractionIdentify what makes you attractiveEmbody your natural personality styleBe genuine to your core values and beliefsSession #2: Put the Client at Ease ImmediatelyCreate a calm environmentPrepare your genuine selfMake the client feel safeSession #3: Build Trust with Both PeopleRefresh why you existReaffirm the relationshipGet everyone on the same pageSession #4: Coach Your ClientsAsk anchoring questionsShare impactful analogiesSteer wandering clients backSession #5: Secure a Commitment around the PlanMake it quick and conciseMake it certainShow proof of conceptSession #6: Draw Out Requests for Your RecommendationMaintain a calm environment feelMonitor the prospectsPresent your recommendationSession #8: Get them to Sell Themselves on the SolutionClose a non-financial saleSession #9: Close a Life Insurance SaleDraw out the desire to get life insuranceMake sure the clients understand what they’re buyingGet them to sign on the dotted lineSession #10: Close a Wealth Management SaleDraw out the desire to investMake sure the clients understand what they’re buyingGet them to sign on the dotted lineSession #11: Handle Objections in the CloseHandle other resource objectionsHandle product or strategy specific objectionsHandle cold feet objectionsSession #12: Land Future Prospects Again and AgainShow your inner glowGive off attractive energyExpect the matter of factSession #13: Ensure the Business SticksFollow-up after the meetingHandle the dreaded emailHave the fifteen minute debrief callWhy Rule the Room Financial?There are three key reasons why Rule the Room Financial is different: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.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.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.How Is Close the Sale Different?This program is going to transform how you close prospects. You’ll learn new techniques for putting the client at ease; building trust; securing a commitment around the plan, drawing out requests for your recommendation and how to get them to sell themselves on the solution. This course is going to pay for itself in no time and is exactly what you need to grow your practice.You may have seen other “gurus” teach you how to close. Chances are, they gave you their language, and you may even use it verbatim. There is a 75% chance that they didn’t give you the right language for your style. Most gurus don’t explain why it works; they just assure you that it does. If you’re going to make up your own language, you need to understand why it works.The reason we are so excited to have you see John, Karl, Matt, and Chris dive in on some of this is that through the process of being taught by them, you will find new pieces of gold that are within you that you didn’t even know were there. And these discoveries will help you become a better advisor. We’re going to prove it in this program with real case studies that will give you some amazing ideas for your own practice.As a collective group, we have come up with some fantastic stuff. The techniques in this program will help you increase your close ratio and get your clients to actually sell themselves. It is exciting to see what you will uncover.Testimonials: “I closed three sales this week using your methods. It is so much easier when the client closes themselves.” -Aaron Bowman, Financial Planner“This program has given me tactical, real techniques that have not only helped me survive but thrive better in this career. It also enabled me to embrace my natural style and find leaders who I can more easily emulate to propel my business further, faster.” -Jessica Veitch, Financial Planner“Frankly, we love the component of teaching the ‘art’ of selling. This is some of the best sales training I have ever seen and our reps love it.“ -David Kiecker, Managing PartnerLet’s Get Started!…
Section 1: Introduction
Lecture 1 Introduction and Welcome to Close the Sale
Section 2: Create Irresistible Attraction
Lecture 2 Identify What Makes You Most Attractive – Part 1
Lecture 3 Identify What Makes You Most Attractive – Part 2
Lecture 4 Embody Your Natural Personality Style
Lecture 5 Be Genuine to Your Core Values and Beliefs
Section 3: Put the Client at Ease Immediately
Lecture 6 Intro to Put the Client at Ease Immediately
Lecture 7 Create a Calm Environment
Lecture 8 Prepare Your Genuine Self – Part 1
Lecture 9 Prepare Your Genuine Self – Part 2
Lecture 10 Make the Client Feel Safe
Section 4: Build Trust with Both People
Lecture 11 Intro to Build Trust with Both People
Lecture 12 Refresh Why You Exist
Lecture 13 Reaffirm the Relationship
Lecture 14 Get Everyone on the Same Page – Part 1
Lecture 15 Get Everyone on the Same Page – Part 2
Section 5: Coach Your Clients
Lecture 16 Intro to Coach Your Clients
Lecture 17 Ask Anchoring Questions
Lecture 18 Share Impactful Analogies
Lecture 19 Steer Wandering Clients Back
Section 6: Secure a Commitment around the Plan
Lecture 20 Intro to Secure a Commitment around the Plan
Lecture 21 Make It Quick and Concise
Lecture 22 Make It Certain
Lecture 23 Show Proof of Concept
Section 7: Draw Out Requests for Your Recommendation
Lecture 24 Intro to Draw Out Requests for Your Recommendation
Lecture 25 Maintain a Calm Environment Feel
Lecture 26 Monitor the Prospects
Lecture 27 Present Your Recommendation – Part 1
Lecture 28 Present Your Recommendation – Part 2
Section 8: Practice for Your Certification Test
Lecture 29 Practice for Your Certification Test – What a Fail Looks Like
Lecture 30 Practice for Your Certification Test – What a Pass Looks Like
Lecture 31 Your Turn to Practice the Assessment
Section 9: Get them to Sell Themselves on the Solution
Lecture 32 Introduction to Get them to Sell Themselves
Lecture 33 Close a Non-Financial Sale – Steps 1-3
Lecture 34 Close a Non-Financial Sale – Steps 4-6
Lecture 35 Close a Non-Financial Sale – Steps 7-8
Section 10: Close a Life Insurance Sale
Lecture 36 Intro to Close a Life Insurance Sale
Lecture 37 Close a Life Insurance Sale Steps
Lecture 38 Karl Demonstrates a Close
Lecture 39 Chris Demonstrates Close
Lecture 40 Q and A and Activity
Section 11: Close a Wealth Management Sale
Lecture 41 Intro to Close a Wealth Management Sale
Lecture 42 Close a Wealth Management Sale Steps
Lecture 43 John Demonstrates a Close
Lecture 44 Matt Demonstrates a Close
Lecture 45 Close a Wealth Management Sale Activity
Section 12: Handle Objections in the Close
Lecture 46 Intro to Handle Objections in the Close
Lecture 47 Handle Other Resource Objections – Part 1
Lecture 48 Handle Other Resource Objections Activity
Lecture 49 Handle Product or Strategy Objections
Lecture 50 Handle Cold Feet Objections
Section 13: Land Future Prospects Again and Again
Lecture 51 Intro to Land Future Prospects Again and Again
Lecture 52 Show Your Inner Glow
Lecture 53 Give Off Attractive Energy
Lecture 54 Expect the Matter of Fact
Section 14: Ensure the Business Sticks
Lecture 55 Intro to Ensure the Business Sticks
Lecture 56 Follow-Up after the Meeting
Lecture 57 Handle the Dreaded Email – Part 1
Lecture 58 Handle the Dreaded Email – Part 2
Lecture 59 Handle the Dreaded Email Demo
Lecture 60 Have the Fifteen Minute Debrief Call
Section 15: Prepare for Your Certification Test
Lecture 61 Assessment Prep Intro
Lecture 62 Assessment Prep Scenario 2
Lecture 63 Your Turn
Section 16: Close the Sale Certification Assessment
Lecture 64 Take the Test
Section 17: Close the Sale Assessment Training
Lecture 65 Scenario 1
Lecture 66 Scenario 1 Score Review
Lecture 67 Scenario 2
Financial Representatives,Financial advisors,Insurance Sales Professionals,Financial managers
Udemy | English | 12h 48m | 14.63 GB
Created by: Jason Teteak