The next stage in the sales development process is the REVEAL of recommendations. If a client wants a different (and better) outcome than they have either achieved so far or are on the trajectory to achieve, then they have to do something different. The analysis of that trajectory will take place and the buy in of other advisors will be welcomed as a collaborative effort, all to benefit the client.
Nothing happens until the client takes action or changes their behavior. It is necessary to have the client fully engaged at this point and appropriately motivated to take the next step for better results. One common barrier to this action is, not knowing how to pay for it. The student will learn how to reallocate their economy and allocate yet-to-be-earned money to their future. A heuristic planning model will be introduced as a tool to discover a logical conclusion.
Any planning that ends up with actionable steps is based on the goals and aspirations of the client at the time of planning. Further, it also makes assumptions based on the current economy, tax climate and other factors. As time elapses, the world tends to change and the client's goals tend to respond to a dynamic life. Therefore, regularly scheduled maintenance must be performed on the funding vehicles being used to attain those goals. What was the best solution in the past many not maintain is relevance in the future. Also, this interaction allows the implementation of delayed actions and strategies as well.
Planning is a life-long exercise as circumstances and goals change over time. Earlier, we took the client through a prioritization exercise where they determined the most important areas that needed immediate attention. The other items on the list also held importance and it is not time to address those issues. One such method of funding these deferred priorities is to use the resources from unfolding future events and course changes.
The planning process continues to be ongoing, but we have reached the completion of an important state. Now, it is crucial for you to engage your client in your ongoing effort to warm up your target market. This innovative referral session does not require your client to offer up any names. Rather, it simply asks them to recognize their relationships with peer members you have already identified in the target market.