A short talk by Andy Neary arguing that having a defined, repeatable sales process improves meeting quality, motivates prospects to take next steps, and streamlines operations across multiple sales producers. He advises creating a standard operating procedure from initial prospect 'yes' to the follow-up meeting, delivering a customized plan without burdening prospects with excessive data requests.
But if you have that defined process you walk people through every single time.
Your meetings are going to go better. After the assessment is done, that prospect's going to be more motivated to take the next step.
And they're going to look at you and say, wow, these folks have a defined, have a legit process. And here's the best thing. If you, if some of you represent agencies with multiple sales producers, they're all running the same process, then they're stream, it's streamlined.
So take this to heart guys, as we open the next year. I know you may not have a ton of new business activity between now and the holidays, but as you go into Q1 next year, go, okay, what am I doing from the minute the prospect says yes to create my own little or our agency's standard operating procedure that's going to walk or set the prospect up for the perfect meeting. And when that meeting's done, they're motivated to take the next step because they're going to want to know what's next. Now here's a quick extra credit about what's next. You get the prospect right here. The assessment's done, they're ready to take the next step. You're going to come back with a customized plan. Don't bog them down with I need to collect reams and reams of data. The harder you make it for them to do business with you, the more likely they're going to say, no thanks.
I know some of you are going to have to gather data to come back with a customized plan or a proposal. Some of you might have to collect medical apps, I get it, but I see too many advisors that are going, well, we need to collect this, this, this, this, this and this. We're going to come back with a huge financial analysis. All they're hearing on their end is a lot of work, no thanks.
