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CBFA

CBFA 10 - Qualifying Your Prospect in the Investment and Decision Process Steps


Description
How and when to discuss the investment or sacrifice your prospect will have to make to become your client and exploring how they will make that decision.
Content
  • Discussing Fees, Relationships, and Giving Up Control
  • The Investment Step
  • Larry Lewis on the purpose of the investment step
  • The three forms of investment – it’s not just about your fee
  • Uncovering your prospect’s willingness to make the necessary investment
  • Role-play: BQ transitions from the diagnosis step into the investment step
  • Role-play: Discussing their willingness to give up control with the DIY prospect
  • Role-play: Another take on moving from the diagnosis step into investment step
  • UNCOVERING THEIR DECISION PROCESS
  • The Decision Process step
  • Larry Lewis on what you are trying to uncover in the decision-process step
  • Asking questions about the decision process
  • Role-play: BQ uncovers every aspect of decision process with reluctant prospect
  • Double-checking your prospect’s answers
  • Larry Lewis explains the pitfalls of not reaching the actual decision-maker
  • BQ explains importance of uncovering whether they're talking with other advisors
  • Setting the stage and establishing the commitment to make a decision
  • Setting the stage for your presentation
  • The Commitment Step
  • FREQUENTLY ASKED QUESTIONS
  • FAQ - When do we actually build THEIR retirement plan?
Completion rules
  • All units must be completed
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