Sometimes a great first call with a prospect — asking the right questions, listening intently and creating wonderful rapport — is still not enough to "earn" that crucial face-to-face meeting. We grew tired of being delegated to the "please mail me some information" aisle of prospecting gone bad and wanted to figure out how to provide a unique experience when compared to other advisors. Then it hit us…
In today's fast-paced world, everyone seems to be leading a busy life, especially retirees. Many retirees are busier today than they were while working and raising their families. Therefore, we realized how important it was to make working with us convenient and as easy on them as possible. They need to know that we will provide value to them before they take time out of their day to meet us.
Instead of sending a "packet" of information that could get "lost in the mail," we decided to separate ourselves from the pack by offering prospects the convenience of an online webinar meeting. This simple and cost-effective strategy offers an opportunity to learn more about each prospective client's individual goals, provides real-time illustrations or recommendations and ultimately proves your value. Plus, there is the extra benefit for the clients when they can accomplish these goals from the comfort of their own home or office. This option helped us eliminate excuses on their end regarding why they could not meet, and has since given us the face time we need to build rapport and show what a valuable asset we can be for them and their family.
Face-to-face appointment
The main use of a webinar is really to earn the face-to-face appointment and potentially close business, turning that prospect into a client. But many prospective clients have become even happier to work with us because this has shown them that we can be accessible no matter where we are or what we're doing. If they need us, we can be there, and so can they without the hassle of an in-person meeting. I would highly recommend that you follow our lead and differentiate yourself in 2012 by integrating webinar technology into your practice.
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