FinanceVine believes in building strong, lasting relationships with clients from the very first interaction. We champion a consultative selling approach, which means prioritizing the client’s needs and building trust above all else. Here’s how our agents put this into practice:
1. Focus on Understanding, Not Selling:
- Active Listening: The first touch is about gathering information and understanding the client’s financial situation, goals, and concerns. Ask open-ended questions, listen attentively, and take notes.
- Empathy: Show genuine interest in the client’s well-being and demonstrate that you care about their financial success.
- No Pressure: Avoid any hard-selling tactics. The goal is to establish yourself as a trusted advisor, not push products.
- Trusted Authority: You’re the expert show the client that. Speak with confidence and authority about your field of expertise.
2. Personalized Communication:
- Tailored Approach: Use the information gathered to personalize your communication. Address the client by name, acknowledge their specific situation, and show that you’ve listened to their needs. You can also recap what they’ve said in their words back to them.
- Relevant Solutions: Based on your understanding, suggest relevant services/products that can genuinely address their concerns and help them achieve their goals.
3. Build Trust and Credibility:
- Transparency: Be upfront and honest about your services, fees, and processes.
- Expertise: Demonstrate your knowledge and expertise in financial matters. Offer valuable insights and advice, even if it doesn’t immediately lead to a sale.
- Follow-Through: Do what you say you will. If you promise to send information or follow up at a certain time, make sure you do it. Keep our promises to the leads.
4. Be the Path of Least Resistance:
- People are lazy. We don’t want to give the leads “homework” ie blank applications.
- We recommend having an application open on the consultation with the lead. This allows you to fill in as they speak and demonstrates active listening simultaneously,
- Once the consultation is complete all you have to obtain is a signature vs an entire filled in application
5. Set Clear Expectations:
- Next Steps: Clearly outline the next steps in the process. Explain what the client can expect from you and what you need from them to move forward.
- Availability: Let the client know how and when they can reach you with questions or concerns.
- Mutual Respect: Treat the client with respect and courtesy throughout the interaction.
Key Takeaway:
The first touch is crucial for setting the tone for the entire client relationship. By prioritizing understanding, personalization, trust, and clear expectations, FinanceVine agents can create a positive first impression and lay the foundation for a successful and mutually beneficial partnership.