Conducting High-Impact Meetings Program:

Online Program: $199 for 3-Month Subscription

This program is designed to help financial advisors and managers conduct successful prospect/client meetings. We will examine the elements of a successful meeting, present techniques for running effective meetings, and examine communication strategies to build stronger client relationships.

Audience

Audience
This course is designed for financial advisors and managers who want to learn how to improve the structure, level of engagement, and most importantly the outcomes in meetings with clients or prospects.

Prerequisites

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 Client Acquisition 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. The Understanding Meeting—You will learn to identify activities involved in pre-call planning and explore preliminary pleasantries to begin a meeting. We will share some best practices of successful financial advisors.
2. Agenda Statement and Value Proposition—You will learn the purpose and benefits of using an agenda statement. You will practice building and delivering your own agenda statement. We will revisit your value proposition (created in the TNL On-Demand™ for Financial Advisors—Business Planning Program) and customize it to fit the purpose of your meeting. You will then practice delivering both the agenda statement and value proposition together.
3. Understanding Your Prospect—You will learn how to better understand your prospect’s current financial situation and lifetime financial goals. You will learn how to identify prospect’s motivational hot buttons. You will learn effective note-taking strategies and the importance of restating the client’s wants and needs for better understanding.
4. Conducting the Understanding Meeting—You will learn strategies for communicating the wealth management process to clients and prospects. You will learn how to recognize buying signals, how to bring prospects and clients to next steps of the buying process, and how to set the presentation meeting.
5. Concluding the Understanding Meeting— You will gain an understanding of how to communicate your wealth management process. You will learn to recognize buying signals, how to communicate next steps with your prospect and set the presentation meeting.
6. Preparing for the Presentation Meeting— You will learn the activities required to prepare for the presentation meeting, such as preparing your executive summary, communicating with the prospect between meetings, and preparing the agenda for the meeting.
7. Presentation Meeting—You will learn how to conduct an effective client presentation meeting. You will learn how to succinctly review your agenda statement and executive summary and then present opportunities and recommendations. You will also learn how to use a presentation book effectively.
8. Addressing Concerns and Closing—You will learn how best to address prospect concerns. You will learn how to draw out unspoken concerns, isolate primary concerns, and then finally effectively address the concern. We will conclude with presenting closing techniques that will help you turn prospects into clients.

Related Courses

Program 1: Business Planning Program
Program 2: Client Acquisition Program

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