Call 1 with Prospect- Connection Questions (step 1) Flashcards
Starting call (if you spoke previously)
I know we were talking a couple days ago about maybe retirement planning, and 401k options to possible get a higher rate of return or (protect your principal) right?
starting call (if you’ve never talked)
It looks like you recently booked on our calendar…about possibly getting help with life insurance, retirement planning, 401k options so that you can (repeat back the end result) (get higher rate of return, protect your family) , right?
After they reply to opening message
So when you went through the ad where XYZ was talking. What was it about what they were saying that caused you to…wanna look into this further? (curious tone)
Or
Aw ok, now it looks like you spoke with my associate xxxxx the other day….I guess what was it that you guys talked about with her that caused you…to maybe wanna…look into this further?
after they reply to looking into further…
- And what were you hoping to get out of the call with us today, just so I have a better understanding? (they’ll probably ask about fees, don’t give them fee yet, until you build a GAP. don’t sweep question under the rug though.)
after they reply to what they want out of call
Oh yea, yea, I’ll go through all the different options for sure. It really all depends on your age, your income, when you want to retire, and what expenses look like. Once we understand all those details, I can go over all the different options we have for our clients….
Would that help?
Status Frame…lead into undestanding their situation part of call. (use hands to show GAP, hands low for “doing now” and hands high for wanting to see)
Awwww, ok, Now, this call is pretty basic, its really more for us to find out about what you’re doing now to (save for retirement, grow your investments, protect your family), what results you’re getting, compared to what you’re wanting to see what that GAP looks like…
And then,, towards the end, if you feel like this…might be…..what you’re looking for, we can talk about “possible” next steps
Would that help you?
Take focus off you, put it on prospect
Gets them into results based thinking over “price or cost based thnking”
Disarms the prospect
Goal: Build a gap.
Tactics:
use q’s to get them to internalize
How we use tonality to cause prospects to want to open up emotionally
Help prospect find problems they didn’t know they had
In first 5-12 seconds, they pick up on social cues from you, verbal, non verbal, triggers brain to respond
Approach: need to come across neutral, unbiased, calm, detached, more like an expert
Causes brain to let guard down and become open to having conversation with you….
Come across assertive
Cause their guard to come down
OUTBOUND CONNECTION QUESTIONS (have papers in hand to ruffle)
Hey (prospect name), its Zach….Zach Halvonik (use familiar tone)…with Premier Planning…it looks like you recently responded to an ad asking for us to call you back about looking at getting possible help with “insert their problem” so that you could “repeat back the end results”, right?
Prospect responds
Hey, when you went through the ad and saw xxxxxx, what was it about the ad (however they found you)…that caused you to wanna look into this further?
And do you know what you’re….looking for? (curious tone)
Prospect responds..
Connection Status Frame
Now, this call is pretty basic, its really more for us to find out about what you’re doing now, what results you’re getting. compared to what you might be wanting to see. (what the GAP looks like)
Towards the end of the call, if you feel like it might be what you’re looking for, we can talk about possible next steps.
Would that help you?
INBOUND LEAD CONNECTION QUESTIONS (don’t ask them how their day is, or how weather is) , Use verbal pauses while asking questions. give them time to internalize question
Hey (prospect name) can you hear me, can you see me. I can’t see you, is your video not on? (only if there video isnt on) (playful tone)
If you spoke a few days ago…
- I know we were talking a couple days ago about maybe retirement planning, and 401k options to possible get a higher rate of return or (protect your principal) right?
If they booked on your calendar from ad….
It looks like you recently booked on our calendar…about possibly getting help with life insurance, retirement planning, 401k options so that you can (repeat back the end result) (get higher rate of return, protect your family) , right?
Prospect responds
- So when you went through the ad where XYZ was talking. What was it about what they were saying that caused you to…wanna look into this further? (curious tone)
Or
Aw ok, now it looks like you spoke with my associate xxxxx the other day….I guess what was it that you guys talked about with her that caused you…to maybe wanna…look into this further?
- And what were you hoping to get out of the call with us today, just so I have a better understanding? (they’ll probably ask about fees, don’t give them fee yet, until you build a GAP. don’t sweep question under the rug though.)
Reply: Oh yea, yea, I’ll go through all the different options for sure. It really all depends on your age, your income, when you want to retire, and what expenses look like. Once we understand all those details, I can go over all the different options we have for our clients….
Would that help?
Prospect responds
Status Frame (use hands to show GAP, hands low for “doing now” and hands high for wanting to see)
Awwww, ok, Now, this call is pretty basic, its really more for us to find out about what you’re doing now to (save for retirement, grow your investments, protect your family), what results you’re getting, compared to what you’re wanting to see what that GAP looks like…
And then,, towards the end, if you feel like this…might be…..what you’re looking for, we can talk about “possible” next steps
Would that help you?
Tips for Success
* Mirror their tone: Match their energy and conversational style to make them feel at ease.
* Active listening: Rephrase their concerns to show you’re paying attention (e.g., “So what I’m hearing is that you’re worried about running out of money in retirement—does that sound right?”).
* Don’t sell too early: Focus on understanding their needs before presenting solutions.
* Stay consultative: Keep the conversation about them, not your services.
NBOUND LEAD CONNECTION QUESTIONS (don’t ask them how their day is, or how weather is) , Use verbal pauses while asking questions. give them time to internalize question
Hey (prospect name) can you hear me, can you see me. I can’t see you, is your video not on? (only if there video isnt on) (playful tone)
If you spoke a few days ago…
- I know we were talking a couple days ago about possible retirement planning strategies, and 401k options to possible get a higher rate of return or (protect your principal) right?
If they booked on your calendar from ad….
It looks like you recently booked on our calendar…about possibly getting help with life insurance, retirement planning, 401k options so that you can (repeat back the end result) (get higher rate of return, protect your family) , right?
Prospect responds
- So when you went through the ad where XYZ was talking. What was it about what they were saying that caused you to…wanna look into this further? (curious tone)
Or
Aw ok, now it looks like you spoke with my associate xxxxx the other day….I guess what was it that you guys talked about with her that caused you…to maybe wanna…look into this further?
- And what were you hoping to get out of the call with us today, just so I have a better understanding? (they’ll probably ask about fees, don’t give them fee yet, until you build a GAP. don’t sweep question under the rug though.)
Reply: Oh yea, yea, I’ll go through all the different options for sure. It really all depends on your age, your income, when you want to retire, and what expenses look like. Once we understand all those details, I can go over all the different options we have for our clients….
Would that help?
Prospect responds
Status Frame (use hands to show GAP, hands low for “doing now” and hands high for wanting to see)
Awwww, ok, Now, this call is pretty basic, its really more for us to find out about what you’re doing now to (save for retirement, grow your investments, protect your family), what results you’re getting, compared to what you’re wanting to see what that GAP looks like…
And then,, towards the end, if you feel like this…might be…..what you’re looking for, we can talk about “possible” next steps
Would that help you?
Question: What do you do?
MY INTRO
“Well, you know how a lot of busy professionals sometimes get frustrated with making poor investment decisions, letting emotions drive their investing, not sure where or how to invest for retirement, and unsure how early they can retire?
Well, what I do is, I help people like that create a disciplined investment strategy, remove emotions from financial decisions, implement tax-efficient investing, and put an estate plan in place to protect their wealth for the next generation.
What’s been your biggest frustration when it comes to your finances?
