Episode 21
Resolution Prospecting
In today's episode, Greg and Phil discuss sales prospecting in the new year. They explain that many advisors like to engage with prospective new clients at the beginning of the year, when individuals are analyzing how their financial plan performed the previous year.
An advisor can bring value to discussions with a prospective client in this context by discovering what has changed for them goal-wise and what adjustments they want to make to their portfolio
Tune in to hear more about how resolution prospecting can be an effective way to maintain relationships and identify new opportunities with clients. Learn more about what Phil calls the “One-degree shift,” how it breaks behavioral patterns, and how it encourages individuals to grow into areas in which they might have previously been afraid or uncomfortable to go.
Keypoints:
*Phil and Greg discussThe 12-Week Year by Brian P. Moran and Michael Lennington. One of the core tenets of the book is that Advisors and other salespeople should look at their sales goals more like a CEO who uses four 12-week segments to forecast out their year.
*Most salespeople make a linear plan when forecasting sales and think that every month should have the same production. This puts an Advisor on a difficult footing from the very beginning of the year and creates a reactive cycle. Instead, Phil believes it’s an effective strategy for his clients to follow this quarterly mindset and place special emphasis on the fourth quarter of the year.
*Resolution prospecting ties in with life-event or life-stage planning.
*Changing life stages often have profound financial implications on prospects and clients who are about to enter a new life stage. Clients in a state of change often feel as if they have “permission to buy” new products and services.
*Greg and Phil discuss the Sea Captain Coaching concept of the one-degree shift and how it applies to achieving success in Resolution Prospecting.
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