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    GAINING CLIENT COMMITMENT 

    GAINING CLIENT COMMITMENT

    Participants are introduced to the three stages of client commitment, learning the appropriate next steps for a commitment or sale.

    Workshop Overview

    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? 

    Three Stages of Client Commitment (A-D-A)

    Gaining Client Communication

    For illustrative purposes only.

    Takeaways

    • Recognize the process for gaining client commitment 
    • Assess where your clients are on the Commitment Spectrum 
    • Leverage the EARN model to help manage objections 
    • Transition to the sale 

    MATERIALS

    Workshop Preview
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    Workshop Presentation
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    Workshop Guide
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    INTERESTED IN PARTICIPATING?

    Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information.

    RELATED TOPICS

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    The art of careful listening goes hand in hand with effective questioning--and both skills can be critical to a financial advisor's success.  

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