Call 2: Solutions Awareness (step 4) Flashcards
Shift the conversation from problems to possibilities. Help the prospect envision what life could look like with your guidance.
What would it mean for you to have a clear plan for your retirement or financial goals?”
o “How would it feel to know that your family is fully protected and that your investments are working as hard as you are?”
What difference would it make if you could confidently reduce your taxes or eliminate debt?”
Rebuild Rapport and Confirm Understanding (Connecting & Situation Questions)
Start by revisiting the highlights of the first call to ensure alignment and demonstrate that you’ve been listening.
This also gives the prospect a chance to clarify or add details.
- What to Say:
“Thanks for taking the time to meet again! Last time, we discussed [recap key points: concerns, goals]. Does that still feel like an accurate summary of where you are?”
“Since we last spoke, have you thought more about [specific challenge or goal]?”
“Today, I’d like to explore [specific goals] and share some ideas on how we can address these. Does that sound good?”
- Clarify Their Vision (Solution Awareness Questions)
Shift the conversation from problems to possibilities. Help the prospect envision what life could look like with your guidance.
* Questions to Ask:
o “What would it mean for you to have a clear plan for your retirement or financial goals?”
o “How would it feel to know that your family is fully protected and that your investments are working as hard as you are?”
o “What difference would it make if you could confidently reduce your taxes or eliminate debt?”
- Present Tailored Solutions (Solution Presentation)
Share high-level ideas or strategies to address their pain points. Avoid overwhelming them with technical details.
* Key Focus: Position yourself as their guide to achieving their goals.
* What to Say:
o “Based on what you’ve shared, here’s what I think could work for you…”
o “I specialize in helping people with [specific issue], and one approach we’ve seen great success with is [brief explanation].”
o “If this is something you’d like to explore, we could build a customized plan around [specific benefit].”
- Gain Commitment to Next Steps (Commitment Questions)
End by securing a clear agreement to move forward, whether it’s scheduling another meeting, starting the planning process, or signing an engagement letter.
* Key Focus: Confirm their readiness to take action.
* Questions to Ask:
o “Does this approach feel like the right fit for your situation?”
o “Would you feel confident moving forward if we could address [specific concern] and achieve [specific goal]?”
o “What’s the best way for us to get started—should we set up a time to dive into the specifics?”
Example Flow for the Second Call
1. Rebuild Rapport (5 minutes):
o Recap previous discussion.
o Confirm key challenges and goals.
2. Dive Deeper into Pain Points (10 minutes):
o Highlight the urgency of addressing their challenges.
o Use probing questions to uncover emotional drivers.
3. Clarify Their Desired Outcome (5 minutes):
o Help them visualize success.
4. Present Tailored Solutions (10 minutes):
o Provide an overview of how you can help.
5. Secure Commitment (5 minutes):
o Set up the next meeting or action step.
So before today, were you out there looking for strategies to grow your money to make sure you left that legacy behind, or what were you doing to make sure your family is protected?
If they say “NO”
I am curious, what has prevented you from doing that in the past? Or what prevented you from looking at other strategies previously?
If they say “YES”
How has that strategy worked out for you so far?
Reply
What type of results did you get with that?
reply
What do you think HELD you back from having success with THAT strategy/approach?
reply
How familiar are you with “insert strategy”?
reply
explain strategy
How do you picture yourself really utilizing something like this?
What would it mean to you if you could reduce your market risk to 0 and guarantee your principal is protected while getting an opportunity to grow your investments with the market ?
