The number of meetings required to get these four pivotal commitments usually depends on the type of sale, though your skills, knowledge, experience, and other factors, can also enter the equation. "Product" or "Priority" sales, such as $4,000 month DI, or $1,000,000 of term or mortgage coverage, or debt liquidation, can generally be completed on the second interview. It's also easy to pivot from a single-need/want "product/priority" approach to a total needs and wants approach after the initial transaction. With a laptop, some "total-needs and wants" or "planning trail" sales can also be set-up. Most prospects feel more comfortable building relationships, and doing business, over two or three meetings, and the time between interviews can be valuable.

The Initial Meeting

If you are using Wealth & Wisdom, your initial meeting will most likely be in a seminar or small group setting. A second meeting is usually at your office and may lead directly to the Circle of Wealth opening talk or LEAP PS & G model discussion.

Unless the prospect is a friend or acquaintance, the initial one-on-one 20-minute meeting is likely to be your first face-to-face meeting with the person. This is an important time of discovery for both of you. While you will try to assess the prospect's needs and wants and ability to take action, your prospects will be sizing you up as someone they want to work with in the sensitive area of personal finances.

If you are using the Cotton System, the Personal or Business Viewpoint will help both you and your on-profile prospect meet your respective objectives. Otherwise, the Personal Financial Checkup (PFC) or Business Financial Checkup (BFC) from Financial Profiles, Inc. can be used. These discovery tools will help your prospects develop a picture of their financial needs and wants and goals while it will give you a clearer idea of ways you can help them. The Personal or Business Viewpoint (or PFC or BFC) examines needs and wants, but does not attempt to sell anything — other than the need for a second meeting!

By educating your prospects about their financial needs and wants and not attempting to sell them a solution in the first meeting, you are more likely to raise the prospect's level of trust in you. This should make it easier to schedule a meeting for a second interview — an interview that your prospective client understands could lead to the purchase of one or more financial products.

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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