2.1 Run Your Meeting Like a Pro

One of the contributing factors of low engagement and low closing ratios in the business market are due to the agent’s lack of control in the process. The business owner does not know how to conduct the process. If the advisor is well prepared and shares a step by step proven process of planning, the business owner is more likely to engage. It is said that a client will not buy until they like you, trust you and believe you are competent. To this end, our attendees will learn how to leverage third party influences, use an established meeting agenda and be sure to keep all of the focus on the client's success. After all, change does not occur without disruption.

3 Essentials to a Professional Meeting

  • Purpose - Establish goals
  • Expectations - Manage what is expected from client & advisor
  • Agenda - Add structure to the process

2.2 Documenting the Data – The Discover State

In order to solve the client’s problems, issues and goals, the agent must accumulate data and qualitative information. While the science of this task is important, the real connection and clues to the solutions comes from an engaging data gathering session. Asking the right questions and documenting accurate qualitative and quantitative information will assist the advisor in creating and presenting a workable, optimistic and attractive plan of action.

3 Resources for Documenting the Data

  • Personal Fact Finder - Personal life & data
  • Business Supplemental Questionnaire - Business structure, players, etc.
  • Values Based Targeted Questions - Drill down questions, top priorities

2.3 Manage the 4 Predicaments

To better understand how to anticipate the coming of troubles in order to take their power away, one must first understand what a business will go through following the death of its owner. Our planning will mitigate the effects of each of these crises the business will experience and turn them into opportunities. The absence of effective responses to each could lead to hardship for the business and possibly its demise.

  • Major turning points will be faced following the departure of the/an owner crisis
  • Can become Opportunities or Crises based on planning - Emotional, Financial, Logistical, Leadership
  • The impact on the business in the absence of planning ahead

2.4 Buying Atmosphere Approach – Part I

While we know that change does not occur without disruption, it is not necessary to disturb a client. Our real goal is to engage the prospect. This can be accomplished with effective conversations constructed to interest, disarm and engage the business owner. Words, scripts and questions will be discussed so the advisor can understand the client's initial reluctance (fear) to discuss these matters. This will result in a greater ability to alleviate these sources of reluctance and enter into a meaningful and engaged planning discussion.

Conversation with Business Owner - The M-O-D 3-Step Process

  • Manage Buyer's Expectations - 3 rules to help them understand
  • Overcome Client Reluctance - 6 reasons for reluctance
  • Demonstrate Agent's Suitability - 3 credibility principles

2.5 Buying Atmosphere Approach – Part II

As a follow up to Part I, this section will utilize the Priority Profile (for individuals) to assist the client in identifying levels of importance and the timing of each as well. We will evaluate where they are today and what they want and expect to change in the future. Assessing the work they have done on each area will reveal what still needs to be modified or accomplished for it to all play out as the client pictures it.

The D-D-R-R Planning Process – A New Sales Process

  • Discuss What the Client Wants - Goals setting
  • Discover What has Been Done About it - Fact Finding
  • Reveal Recommendations - What still needs to be done
  • React - Nothing changes until actions change

2.6 Values Based Discovery – Part I

There is an art and a science to our planning. Data and analysis are required to solve the quantifiable aspect of planning ahead. Qualitative data is also necessary to be sure the plan, and life, unfold as the business owner pictures it. This is step 2 in the DDRR client development process Discuss, DISCOVER, Reveal, React. We will address priorities 1-3.

Create a Buying Atmosphere Using the D-D-R-R Process

Step 2 - Discover what has been done so far

  • Take Top 3 Priorities from 7 Topics
  • Conduct Values-Based Discovery - Questions for top priorities

2.7 Values Based Fact-finder – Part II

There is an art and a science to our planning. Data and analysis are required to solve the quantifiable aspect of planning ahead. Qualitative data is also necessary to be sure the plan, and life, unfold as the business owner pictures it. This is step 2 in the DDRR client development process Discuss, DISCOVER, Reveal, React. We will address priorities 4-7.

Create a Buying Atmosphere Using the D-D-R-R Process

Step 2 - Discover what has been done so far

  • Take Next 4 Priorities from 7 Topics
  • Conduct Values-Based Discovery - Questions for top priorities