This is the third and final part of our segment on giving powerful presentations. Below are some tips from top advisors what to do when your presentation draws to an end.
- After the presentation, don’t immediately pack your equipment and head home, Mark Pruitt, founder and CEO of Strategic Estate Planning Services, Dallas says. This is your chance to connect with prospects, so take some time to shake a few hands and thank them for attending. Let prospects see you as a person, not just an advisor connected to some financial institution.
- Brad Williams, president of Brad Williams Financial Services in Huntsville, Ala. says he likes to follow up with a phone call the next day and also places the attendees on his newsletter list. During these exchanges, Williams uses positive phrases, which have increased his appointments. For example, instead of saying, “If you come see me…” Williams says, “When you come see me…” which puts prospects in a more receptive mindset.
- Even if a prospect doesn’t immediately schedule an appointment, you are not out of the running, Williams notes. Sometimes, these decisions take time. “Often, they may have really liked my presentation,” Williams says. “But, for whatever reason, they’re just not ready or something hasn’t matured for them yet, but if you keep in touch with them and invite them to other events, when it’s time for them to make a decision, they’ll come back to see you.”
- No matter what presentation techniques you implement, the audience must find you approachable and trustworthy, Steven Johnson, chief investment officer of Ashton Royce & Company in Williamsburg, Va. says. They are placing their financial assets in your hands, and that’s not a role you should take lightly. “They don’t share their bank account statement with their neighbors. They’ll mow each other’s lawns and help with projects and all kinds of things, but they’ll never see their bank statements or investment statements–you will,” he says.
Sign up for The Lead and get a new tip in your inbox every day!
- Find your way around objections with ‘feel, felt, found’
- 7 ‘a-ha!’ moments in sales that can help advisors
- Advisor success tip: Speed kills
Amanda McGrory is the online editor for Senior Market Advisor, Benefits Selling and Life Insurance Selling magazines.