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Having a professional process in place particularly in this initial stage of meeting a potential new client, is very important. This is where Advisors have the opportunity to set the stage for a consistent and professional client experience from start to finish. And, remember every client relationship is a reflection of how it started.
To understand how this agenda-driven appointment unfolds, it is important to understand the intent of the 1st Appointment – Is there a Fit.
The purpose is three-fold:
- To demonstrate you have a process for bringing on new clients and to gain compliance to your process;
- To provide the new client with the information necessary to ensure they are in a position to determine if there is a fit; and
- To gather as the information necessary about the client to ensure you are in a position to determine if there is a fit.
What makes this appointment unique and powerful is the stark contrast to what potential new clients are used to experiencing at a first appointment. They expect to here product talk. They expect to hear sales and investment talk. They expect the all too predictable 'close' at the end. In other words, they are bracing for the end of the meeting where they expect you to push for their commitment to sign on the dotted line. This represents everything this appointment is not.
What this appointment is about is 'fit'.
It's about you determining if this person is a good fit for you and your business. In other words, is this someone who has the assets, attitude and advocacy to make it worth your while? It is also about providing the potential new client with the opportunity to make the same assessment - are you a fit?
At the end of the day, this needs to be a win-win. In other words, both parties are looking forward to the prospect of moving forward and working together. What a great way to begin a quality relationship.
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Conferences
