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Today’s Webinar

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Back Room Technician®

“Be your best when it matters most: when you’re face to face with clients and prospects.”

– Complete client education and presentation

– Goals based financial planning solutions

– In one compliant, customizable application

…only Advisys does it all.

William H. Byrnes, IV• Associate Dean for Graduate &

Distance Education Program at Thomas Jefferson School of Law

• Author of 24 books and over 1,000 published articles, including Sales Essentials: Prospecting

• Contributing author for Tax Facts, Tax Facts Online, and National Underwriter Advanced Markets

Cloning your Client

Professor William Byrnes,

Author,

National Underwriter Sales Essentials (Life & Health): Prospecting

This Morning’s Agenda Pointers

• How to Clone Your Client

• Developing the Profile

• Asking Intriguing Questions

• C2C Qualified Introductions 

• Cultivate a Network of Endless Referrals

• Client Crowd Sourcing

• Ben Franklin Method

How to Clone Your Client

Everyone may be a potential client for me

BUT

Is Everyone a potential great client for me?

How to Clone Your Client

1. DETERMINE YOUR BEST “A” CLIENTS

2. Approach them effectively for referrals of clients who are like themselves

3. Gain testimonial introductions to those referrals

4. Effectively share your services and attract NEW strategic relationships

Develop the Profile of Your Dream Client

• Question 1: Who Do You Like to Work With?

• Question 2: Who Can You Help Most?

• Question 3: What Are Your Financial Requirements?

Q1: Who do you like to work with?

Brainstorm: what are the qualities that you like in a client?

• PROBLEM SOLVING STYLE

• CORE VALUES

• EXTRACURRICULAR PREFERENCES

Who Are Your Best A Clients?

• Start with 80-20 as a General Rule

• Use Your Profile to Rank Them

• Rank by All Three Questions of Your Profile

• Choose Top Three by Summing Ranking

How to Clone Your Client

1. Determine Your Best “A” Clients

2. Approach them effectively for referrals of clients who are like themselves

3. Gain testimonial introductions to those referrals

4. Effectively share your services and attract NEW strategic relationships

Approach them effectively for referrals?

• Make It a Special Meeting

• It's All About Them (80/20 rule again)

• What to Bring?– Your expanded dream client profile

– A list of prospecting categories keyed to the client's positions and relationships

– Information packet you will send to the referral

How do I Turn the Referral into my Client?

• Existing Client Brokers the Introduction

• Follow-up with Information by Letter

• Prequalify by Phone Interview Before Meeting

• In-Person Rapport Building

• Prepare to Meet Objections & Concerns

What`s Your Point of Difference?

• Rhubarb Pie v. Blueberry Pie

• Coed prep school v. All boy or all girl

How to Cultivate a Network of Endless Referrals (Crowd Sourcing part 1)

"All things being equal, people will do business with, and refer business to, those Advisors they know, like and trust."

• 80/20 rule of rapport building

• Feel-Good Questions

• Be the Facilitator of Everyone in the Room

• Critical Follow Up

• “Partner” for Referrals Conversation

Strategic Allies as a Source of Referrals?

• It's all about the Service

• Develop a Dream Profile of Strategic Ally

• Start with Your Dream Practice

• Seek Help from Your A Clients

Final Agenda Items for Comment

• The Ben Franklin Method for Winning People Over

• Marketing the Millennial

Do It Today!

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Regular 2-Book Price: $29.90

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www.nationalunderwriter.com/LHSalesEssentialsCombo

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