Rapport Building Questions Flashcards
How did you two meet?
Building Rapport Questions
Notes: use on couples especially when they are in the meeting together.
Tell me about yourself.
Building Rapport Questions
Tell me about your family.
Building Rapport Questions
I want to make the most of our time today. How much time did you reserve?
Building Rapport Questions
Use these steps to transition from building rapport to business
- Purpose: Getting down to business, the purpose of our meeting today is ….
- Benefit: Through this process, we’ll achieve …
- Check: How does that sound? Was there anything else you wanted to accomplish today or in the near future?
There’s no need to make any commitments today - this is a time to make sure we’re a good fit for one another. More importantly, to ensure we can actually add value to your particular financial situation.
Use these questions to discover the PC motivation for meeting with you?
- What’s on your mind financially?
- What are you hoping to accomplish with your next financial advisor?
Use these phrases to see how the client is feeling regarding the information discussed before giving a recommendation.
- So how do you feel about all of this?
- At this point, how do you feel about where we are headed?
Use the following statement after allowing the client some time to think about the conversation from the first meeting.
- Now that you’ve had some time to process our previous conversation, is there anything you want to cover today?
- As always, I’ve got an agenda to make sure we cover specific items, but before we begin. Is there anything you want to make sure we hit on today?
Use these questions to get a feel for closing the deal
- Now that we’ve gotten to this point, what’s on your mind?
- How comfortable are you with what we’ve discussed here?
- How are you feeling about all of this?
Use this to move on to opening accounts.
- I am confident that we would work well together and that we’d be able to help you. All we need to do is sign a bit of paperwork. Does that work for you?
- I know we’ve covered a lot of ground today. Let’s schedule some time to get back together in a week or so. Then I can answer any questions that you may have at that point. Fair enough?
Use for the indecisive prospects
- I’d like to circle back to where we first started. What led you to reach out to us in the first place?
- We often find that it’s hard for people to make these sorts of changes with their investments, but they feel a major sense of relief once it’s done.
The Silent Treatment
- Shoulder the blame:
- Hi [NAME], I just wanted to reach out and apologize. Since we haven’t been able to connect, I feel like maybe I missed something along the way or that I didn’t fully understand your needs. Would you mind just giving me a callback and letting me know if you’ve gone in a different direction?
- Take it Away:
- Just a final message here to say that I know you’re busy and that I’m going to leave the ball in your court. Just so you know, when you’re ready we’ll be ready to help in any way possible.
- Time is Money:
- Hi [NAME], hope all is well. I don’t want to keep contacting you if this isn’t a priority right now. But look, if this project makes it back to the top of your to-do list, please reach out to me directly.
The Shopper
- How will you know when you found the right advisor?
- How would you describe your ideal advisor relationship?
The Fee Conscious
- There are plenty of places where you can get cheap money management. The majority of those places have robo-advisors on the other end.
- Here’s our philosophy. We’re not the highest in the industry and we’re not the lowest either. We want to be fair and transparent and ultimately do a job that exceeds your expectations.
