Though there is no magic formula for winning clients, we believe it is important for advisors to consider their approach. We break this complex topic into three segments: (1) Considering your own process, (2) understanding the client’s stage in the process, and (3) take appropriate actions based on the level of commitment.
The workshop presents a framework for advisors to consider as they build and/or strengthen their client commitment processes, seek to understand clients’ own implementation processes and develop communications strategies to address client concerns.
Participants in the “Gaining Client Commitment” workshop can self-assess their skills by answering key questions:
|1. How have you differentiated yourself or your firm?||2. How have you added value? Demonstrated confidence?|
|3. How have you established a need? Created urgency?||4. How have you uncovered & resolved a real objection?
|5. How have you built trust (a solid relationship)?||6. How have you asked for the business? What are the tangible next steps?|
For illustrative purposes only.
Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information.