PSA 11  The 2nd Appointment

 

"You do not really understand something unless you can explain it to your grandmother."

Albert Einstein

MFIS

WHY is this Meaningful to You?

WHY is this important?

 

What makes this appointment particularly unique and powerful is at this point the new client fully understands your process.  It is not about product pushing or convincing.  In fact, with this new process it never will be.  That is what is so remarkable about communicating your professionalism and integrity at the outset; it makes the financial relationship easier to manage in the long run and therefore, more rewarding.  Gone are the days when clients who are sold put you through the grinder with every single change and recommendation you suggest.     

 

This appointment will give you the opportunity to present your recommendations and get things underway.  Most Financial Professionals are familiar and comfortable with this aspect of a client meeting; presenting recommendations.  This professional approach will leave your potential new client feeling well taken care of. 

 

Once the client is ready to proceed with the implementation of your recommendations, you can have them sign all new account documentation and transfer forms.  It is best, as well as more efficient, if this documentation is filled out as completely as possible prior to the Implementation Meeting.

WHO is this proven strategy designed for?

 

For those who want to showcase their investment solutions in a way that will truly help the client understand how you can help them achieve what matters most to them.

WHAT should you expect?

 

You will: 

  • Continue to demonstrate you have a process for bringing on new clients;

  • Reinforce who you are and what you do, as well as, remind your new clients about your Introduction Process; and

  • Present your recommendations and move forward with investment implementation.

WHAT You Need to Review

HOW to Take Action & Get Started

 

Familiarize yourself with the purpose and flow of the Implementation Meeting.

 

Refer to Step 7_Implementation Meeting Agenda and the Step 7_Implementation Meeting Script to become familiar with the different areas being covered and the general flow of the meeting.

  • You will need to personalize and customize this script and be 100% prepared.

  • It is important you become thoroughly comfortable with a structured and professional approach to delivering your recommendations during the Implementation phase.

 

You will also want to become very familiar with the Personal Financial Organizer Mini concept. 

BEFORE THE IMPLEMENTATION MEETING

Only book the Implementation Meeting once you've received all of the information required from the new client.

  • To ensure this is done in an organized and professional manner, refer to the Documentation Checklist. 

  • This checklist can be completed in the 1st Appointment (FIT) and handed directly to the client or emailed/mailed after the meeting. 

Call the potential client two days in advance of the scheduled Implementation Meeting to confirm the details of the appointment.

 

THE IMPLEMENTATION MEETING

After the initial greetings and brief rapport building portion of the meeting (no more than five minutes) you can signal the business part of the meeting by sliding the Implementation Meeting Agenda across the table to each meeting participant. 

 

This will be the second time your client is exposed to an agenda driven meeting. You have effectively established the standard and demonstrated a high level of consistency early in the relationship.

 

The next few steps will explain the flow of the meeting. Try to visualize what this process might look like for you as you work through each step.  Note:  Each of these steps is described in much more detail in the 3rd Appointment Script.

  1. Meeting Overview

    • Preview the items you will be discussing during the meeting and provide a timeframe to manage your client's expectations.

  2. Our Brief Review of Our Approach to Investment Management & Financial Planning

    • A brief reminder that Critical Financial Events and the Personal Financial Organizer are cornerstones of your approach to investment management and financial planning.

    • You will also provide an initial overview of the Introduction Process. 

  3. Your Personal Financial Organizer (PFO)

    • Begin this process by anchoring back to your client's goals & objectives with the Personal Financial Organizer Mini.

    • To help you understand how this is the stepping stone to the Personal Financial Organizer Binder refer to More About the Personal Financial Organizer (PFO) Binder.

    • Next move into a Strategy Review, beginning with the reason they came in to see you in the first place.

      • You will begin implementing those areas deemed as a priority based on your discussions and professional assessment to date.

      • Walk the client through the strategies you are recommending. Be careful not to over educate here or you will lose the client’s interest and attention. Remember, at this point they are not simply buying a product and you won’t need to ‘convince’ them. They have bought into you and your process. They trust you and your recommendations.

      • Outline the assumptions for all your investment recommendations.

    • The Personal Financial Organizer Mini will help both the Financial Professional and client to manage the client's Critical Financial Events as it relates to the ongoing investment management and financial planning process. This document will evolve as the client's goals and objectives change - it will be significant in keeping the client engaged and identifying when it is time to introduce them to the Financial Planner.

  4. Steps to Implementation

    • This is where you clearly outline the next steps to implementing your recommendations.

    • Gain permission to proceed and have your client sign the necessary paperwork.

  5. Meeting Wrap Up There are a few possible outcomes here:

    • First, if implementation is a go and there are no outstanding items requiring immediate attention in the PFO, you can tell the client when to expect to be called in for their next review meeting. This demonstrates your proactive approach to client communication.

    • Secondly, if there are other areas of their personalized plan requiring attention (estate planning, educational planning, etc.) you can book a subsequent meeting to begin reviewing them. 

Remember to:

  • Refer to the 2nd Appointment steps on the New Client Checklist.

  • Ensure that each step is implemented at the appropriate point in the process.

  • Consistently use every aspect of the process with all new clients.

Watch Here to Learn More

Coming Soon!

 

 

 

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