“Listening to recordings of a potential client interviews has been the most valuable professional development experience of my entire career” – Mike T.
Do you know how the best Football players in the world stay at the top? Well, they don’t do it by guessing what they did, they do it by watching exactly what they did.
They have entire facilities like these dedicated to watching game footage.
Like the best football players, many successful Advisors record their meetings.
Now, I understand that you might be a little hesitant at first to try this out. It’s new territory, and it’s a bit uncomfortable taking the first step.
I completely get it; there’s nothing more painful than listening to a recording of yourself. Being under the microscope is terrifying.
But if you’re not recording yourself, you are:
- Not making as much money as you should be. If you listen to your recordings, you can learn from your mistakes and get better. That’s how you command the best fees.
- Not getting the ‘cream of the crop’ clients you deserve. There’s no way to know why clients don’t choose you until you hear it for yourself.
- Missing out on details that can come back to bite you. Notes can only take you so far; there’s nothing like having a recording of your interaction, and compliance loves it too.
So how do you get started? If you’re like most FA’s out there, you’re terrified to tell a prospective great client that you are going to record the meeting.
What if they say no?
Will I lose this potential great client?
Don’t worry, we’ve got you covered. Bill Bachrach shares with you the script all his students use to have client’s opt-in for a recorded session. Here it is:
“In addition to asking lots of questions and taking copious notes, we’re also going to record this session. And the reason that we record, is because we’re very thorough.
Do you know how you can watch a movie a second or third time and see things you didn’t see the first time?
[PAUSE and wait for them to respond]
Well, your financial life is more important than a movie. So, should we decide to work together, my team and I will listen to this recording once more. That way we can make sure our advice is just right for you.”
That’s how you turn an awkward conversation in a strength and another reason for your client to trust you.
If you’ve been reading up to this point, you probably want to start recording right away. Before you start using your phone to record – hold on.
You need to know how to use your recordings. If you’re going to spend that much time going over your game footage, you want to make sure you get something out of it.
Here’s what I want you to do. When you listen to your recordings make sure to note the following:
- What are two things that I did well?
- What’s one thing I can do to improve?
You’ll be able to zero in on both your strengths and your weaknesses. You’ll be able to formulate a personal game plan on how to be a better communicator (and an even better Financial Advisor).
If you can make recording your sessions a habit, you’ll be able to get more out of every client and prospect meeting.
You’ll get more clients wanting to do business with you and who let you handle ALL their investments.
Not to mention, refer all their wealthy friends to you.
If you’d like to discover exactly what to say and what NOT to say in order to attract and retain the clients you really want, you’re invited to attend Bill’s free web training on Thursday, March 28th, at 11am PT / 2pm ET.
