Ep 152: Getting Comfortable With Sales By Simply Seeking To Find Qualified Prospects To Inform with Beverly Flaxington
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 26 November 2019
⏱️ 119 minutes
🧾️ Download transcript
Summary
Beverly Flaxington is the founder of The Collaborative, which provides sales training and organizational development support for financial service firms. A firm believer that it’s not just about knowing what to do, it’s about knowing how to change your behavior to actually do it, Beverly joins the show to share the human behavioral coaching approach she takes to teach sales and how to get more comfortable selling your services.
In this episode, we discuss how to determine if a prospect is a qualifying client, as well as the right questions to ask a client to get to know them better. Listen in to hear Beverly’s advice on how to conduct a meeting with a client, the importance of getting specific about who you serve, and more.
For show notes and more visit: https://www.kitces.com/152
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:07.2 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading financial |
| 0:13.1 | advisors navigated the inevitable challenges that arise on the path to success and get insight |
| 0:18.7 | from leading industry consultants about how to break through to the |
| 0:22.1 | next level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. |
| 0:28.5 | Welcome to the 152nd episode of the Financial Advisor Success podcast. My guest today's podcast is |
| 0:35.0 | Beverly Flaxington. Bev is the founder of the Collaborative, which provides sales training and organizational development support to financial services firms. |
| 0:43.1 | What's unique about Bev, though, is the human behavioral coaching approach that she takes to trying to teach sales and business development skills. |
| 0:50.0 | Recognizing that in the end with financial advisors, as with our own clients, it's not just about |
| 0:54.2 | knowing what to do, but figuring out how to change your behavior to actually do it. |
| 0:59.5 | In this episode, we talk in depth about Bev's approach to sales training and how to conduct |
| 1:03.8 | a meeting with a prospective new client. Why it's so important to set up front for the prospect |
| 1:08.0 | and expected outcome for the meeting. The importance of figuring out |
| 1:11.1 | whether someone is a qualified prospect by determining if they're suited for your firm services, |
| 1:15.7 | willing to pay, and really ready to make a decision, how to get permission to ask deeper questions |
| 1:20.9 | of the prospect to get to know them further, and why it's ultimately a kindness to a prospect |
| 1:25.7 | to ask for their business when that moment comes, |
| 1:28.9 | instead of just waiting and praying for them to volunteer that they're ready to sign up with you. |
| 1:34.6 | We also talk about the challenge of differentiating in today's crowded advisor marketplace, |
| 1:39.2 | the value of having a niche, at least for your outbound marketing efforts, |
| 1:42.7 | while getting more specific about exactly |
| 1:44.4 | who you serve makes it both easier to generate referrals from existing clients and reduces that |
... |
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