We’ve talked to A LOT of advisory firms, and the ones who are still forcing a lengthy closing process are actually seeing a π±π²π°πΉπΆπ»π² in their closing rates.
Many would argue that most prospects don’t need a full financial plan before coming on board. Too many charts, numbers, and lingo that nobody really understands can make their decision even harder, and it’s not doing anything to develop a relationship or trust.
Consumers today want EASY, FAST, HONESTY, and TRUST… So it’s important to consider what people want when building your closing process. And remember, if your closing process is too long you run the risk of a competitor closing YOUR prospect because they actually took the time to build a relationship with them.
Plus, you’ll have plenty of time to execute the rest of the process AFTER they’ve closed, while they’re PAYING for your services.
About theΒ Author: John grew up in Schenectady, NY & received a scholarship to Norwich Academy. He began his broadcast management career at WOR, learning spoken word marketing from the best in the business with a specialty in financial and long form. John managed broadcast sales for some of the best known sports teams in the world, at the most legendary stations. However his true passion is in the world of direct response advertising to baby boomers and their parents. In this space he has worked with some of the best brands in America. John lives in Boston with his wife, Melissa who is also a broadcast executive, and French Bulldogs Lou and Sal.
