"You never get a second chance to make a good first impression."
A most important decision has already been made -- the decision to grant you an appointment. The prospect has made that decision. You have made a key sale in a series of sales you'll have to make before you gain a client.
Presumably, it is the first actual meeting between you and your prospect to discuss financial products. The first stage of your opening interview, the approach, has two main objectives:
* To make a favorable impression upon the prospect and secure favorable attention.
* To gain positive interest in listening to you and in the service you can provide.
One of the best ways to make a good first impression is by utilizing an agenda. We strongly recommend adopting the agenda approach throughout the entire sales cycle. The powerful message to your prospect is: "This meeting was important enough to justify advanced planning on my part."
An agenda indicates professionalism - you are a professional financial services advisor. It reveals your preparation. Prospects and clients know you respect their time. An agenda demonstrates what they can expect throughout the process; you are thorough, leaving nothing to chance.
SUGGESTED AGENDA ITEMS FOR FIRST CLIENT MEETING:
* Background Information - Our company, local firm, my experience
* Learn more about your situation
* Tell you about our products and services
* Gather detail about your financial situation
* Set second appointment, if appropriate
