When you listen to your clients and prospective clients, you connect with their hearts and minds and learn how to better help them. With that knowledge, you can lead them through the discovery meeting and planning meeting into the implementation meeting.
Prior to the implementation meeting, you should be talking to your prospective client about how your process works. Let them know you will schedule an implementation meeting once the planning is complete. Say something like, “During our next visit, we’ll begin the implementation of your plan. We’ll have an action plan along with all the paperwork required, ready for you to sign. Sound good?”
Create a recommendations page that is similar to a menu of services. Tell them, “You can choose to implement one recommendation, none of the recommendations or we can help you implement all of them.” Just like going to a gourmet restaurant and choosing their favorite items the way they like them, let them choose from your list of value-added services and products perfectly suited to accomplish what’s missing in the client’s life.
Implementation Meeting Case Study
Mr. and Mrs. Middle-Class Millionaire are retired with the following assets: 401(k) $750,000, IRAs $100,000, bank accounts $150,000 and their house is paid off.
The Why? Present a summary graphic that puts their situation on a single PowerPoint slide. Via the discovery and planning meetings, you have clarified where clients currently are and learned about their needs, wishes and goals. With that information, you can develop a one-slide summary explaining how your plan can help solve their problems and meet their expectations.