Ep 236: Crafting A Comfortable Sales Process Focused On Relationships And Relevance with Shauna Mace
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 6 July 2021
⏱️ 90 minutes
🧾️ Download transcript
Summary
Shauna Mace is the Founder of Inspire Growth, a sales consulting firm that helps financial advisors establish and refine their business development and sales process. Her focus is on helping advisors achieve real growth results through systematically converting leads into clients, all without coming off as too “salesy.”
Listen in as we discuss how Shauna teaches advisors to create relevance for prospects by actively listening to their responses to open-ended questions and simultaneously uncovering their needs while also demonstrating what working with them would look like. We also talk about the systematization of the sales process that Shauna uses with advisors and the key performance indicators that can tell you whether your marketing efforts are actually paying off.
For show notes and more visit: https://www.kitces.com/236
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:07.1 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading |
| 0:12.4 | financial advisors navigated the inevitable challenges that arise on the path to success |
| 0:17.4 | and get insight from leading industry consultants about how to break through to the next |
| 0:22.2 | level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. |
| 0:29.0 | Welcome to the 236 episode of the Financial Advisor Success podcast. My guest on today's podcast is |
| 0:35.5 | Shauna Mace. Shauna is the founder of Inspire Growth, a sales consulting firm that helps financial advisors |
| 0:41.4 | establish and refine their business development processes to more systematically convert leads into clients. |
| 0:48.5 | What's unique about Shana, though, is her focus on helping advisors achieve real growth results |
| 0:53.1 | without coming across as too salesy, |
| 0:56.1 | by instead teaching advisors how to create relevance for prospects, by actively listening to |
| 1:00.9 | open-ended questions and covering needs and demonstrating what working together would really |
| 1:06.2 | entail. In this episode, we talk in depth about Shauna's three goals of listening during initial meetings with leads, |
| 1:13.4 | which includes determine if the lead would be a good fit for the advisor, uncovering their most pressing needs, |
| 1:18.2 | and booking the next meeting to keep the process moving forward, if appropriate. |
| 1:22.8 | The importance of asking the potential client for permission as they move through the fourth stage of the sales process from becoming a lead all the way to either being one or |
| 1:31.0 | lost. And Shauna suggested cadence for falling up with the prospects as many times as seven |
| 1:37.1 | over the span of a month. We also talk about the gaps that Shauna finds that advisors have in their |
| 1:43.1 | business development process, particularly when it comes to overcoming the mindset that they're simply not good |
| 1:48.5 | at sales, which can otherwise lead advisors to not prioritize developing those skills as a result. |
| 1:54.3 | The ways that Shauna helps her financial advisor clients bridge those gaps by systematizing |
| 1:58.9 | the workflows, templates, and execution of a sales process |
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