Client Acquisition Strategies Program:

Online Program: $199 for 3-Month Subscription

This program is designed to help financial advisors and managers perform client acquisition activities more effectively and achieve client acquisition targets. We will explore customer acquisition strategies, with an emphasis on the key drivers of attracting new clients. You will learn various prospecting techniques related to networking, referrals, and centers of influence.

Audience

This course is designed for financial advisors and managers who have responsibility for bringing in new clients and assets.

Prerequisites

Assumes knowledge or some experience in the financial services/wealth management industry. It is strongly recommended you take the TNL OnDemand™ for Financial Advisors Business Planning Program prior to taking this course.

Skill Level

For newer financial advisors (1-3 years), this course helps to build your book of business. For more experienced financial advisors (3-10 years), this course helps to build and optimize your practice.

Course Outline

1. Prospecting Your Personal Network—You will learn how to identify and expand your target market through your personal network. You will learn how to craft and communicate messages to gain new clients. We will also present strategies for encountering concerns from your personal network.
2. Prospecting Your External Network—You will learn how to break new ground by tapping into an external network. We will present best practices for networking at industry events, how to get referrals from existing clients, and networking with using the Centers of Influence principle.
3. Preparing for Telephone Prospecting—You will learn the behaviors and activities involved in achieving telephone prospecting success. Learn the difference between ‘contacts’ and ‘leads,’ gain powerful call preparation strategies, and learn essential communication skills.
4. Getting Through to the Decision Maker—Learn how to get past gatekeepers to important decision makers. Gain valuable communication strategies and skills for overcoming objections.
5. Making Contact and Getting the Appointment—Learn the key elements to increasing your selling opportunities through leads. You will learn the stages of a sales appointment call and best practices for contacting leads and securing appointments. You will also learn how to customize initial calls and make successful follow-up calls resulting in appointments.
6. Addressing Concerns—You will learn the best way to disarm objections with a three-step method of acknowledgement, response, and close. We will identify the most common objections and strategies to overcome them. You will learn how to recognize when a prospect is ready to move forward and additional closing strategies.

Related Courses

Program 1: Business Planning Program
Program 3: Conducting High-Impact Meetings Program

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