Financial Advisor Training: Fact Finding Mastery

Are you having a difficult time creating a sense of purpose and urgency for your clients to sign up for your products?

How much different would your practice be if your clients couldn’t wait to get back together and learn about the steps they could take to move forward with your process?

It’s time to stop wondering if your clients trust you and if they want to get started doing business with you.

In Win the Relationship, we will show you, step-by-step, just how to make your clients feel excited and motivated to move forward and create a long-term partnership with you and your practice.

After interviewing hundreds of financial planners and advisors, we discovered the top seventeen things advisors worry about in the fact-finding meeting.

Ask yourself, have you ever had any of the following concerns?

• “I won’t be relevant.”

• “This person doesn’t want to talk to me.”

• “I have to build a relationship with this person.”

• “I don’t want to meet with this person.”

• “I have to sell something to this person.”

• “I have to get names from this person.”

• “I’m lying when I talk to people about making their finances better.”

• “I have to get all the right data from this person.”

• “These people don’t want what I have to offer.”

• “I have to know all the answers.”

• “I don’t have my finances in order, so I can’t help others.”

• “I’m not organized enough to do this.”

• “These people are going to ask too many questions.”

• “I have to prove my worth to this person.”

• “When I get paid, I’m taking things from the client.”

• “I have to have a friendly relationship with this person before they’ll work with me.”

• “Being genuine will cause me to repel people.”

We’ll address how to handle each of these seventeen concerns and more in this program. You’ll learn how to build relationships, communicate effectively, and ask the right questions during the fact finder to encourage your clients to work with you.

Most gurus just say, “Here’s the gold dust,” but many advisors don’t know what to do with the “treasure.” or it simply doesn’t work. The point is that the gurus often don’t give the precursors as to why it works. Conversely, in this program, we will break down each and every technique to make it simple for you to understand. We will tell you why it works so that you can apply your knowledge to new situations day after day. In each circumstance, you will know how to attract new investment assets and uncover people’s risk-based wants.

This program will help you with twenty-one key areas of your financial planning practice:

1. You will be more relevant in the fact finder.

2. Prospects will want to talk to you.

3. You will be more attractive and genuine to people in your fact finders.

4. Clients will view you as being their partner.

5. You will build better relationships with prospects and clients.

6. You’ll look forward to meeting with every prospect.

7. More clients will introduce you to new prospects than ever before.

8. Clients will want to be friends with you.

9. Your prospects will give you the right data in the fact finder.

10. People will want what you have to offer.

11. You don’t have to know all the answers.

12. People will instantly see how you can make their finances better.

13. You will be more organized and efficient in the fact finder.

14. People will ask you just the right amount of questions.

15. You don’t have to prove your worth to anybody anymore.

16. You’ll get paid for helping people in ways you never dreamed of.

17. You can work with people in a more friendly and profitable way.

18. You will start to create cases where there wasn’t a case prior.

19. Clients will send you more thank-you cards.

20. You will attract more high-dollar clients.

21. These techniques will make your life sweeter.

By the End of this Program, You Will Learn How to...

Session #1: Prepare to be Your Best

• Set the Stage to be Grounded

• Ground Yourself Physically

• Ground Yourself Mentally

Session #2: Set Up the Environment to Succeed

• Set Up the Right Location and Time of Day

• Do the Right Research on the Prospects

• Set Up the Right Energy and Mood

Session #3: Conduct an Effective Approach

• Put the Prospect at Ease

• Become Relevant Quickly

• Establish Healthy Boundaries and Expectations

Session #4: Identify People’s Life Goals

• Identify Goals for People with No Goals

• Identify Goals for People Who Lack Focus

• Add Value to People with Clear Goals

Session #5: Create a Sense of Urgency

• Discuss Current and Past Financial Decisions

• Get the Prospects to Self-Identify Misalignment

• Identify the Hot Buttons to Steer the Conversation

Session #6: Handle Touchy Situations

• Handle People Who Made Poor Financial Choices

• Handle People With Bad Experiences

• Handle People Who Live in the Clouds

Session #8: Attract New Investment Assets

• Open their Minds to a New Financial Methodology

• Help them Determine the Best Methodology for Them

• Help them Find an Advisor to Adopt that Methodology

Session #9: Uncover People’s Risk-based Wants

• Uncover Their True Values

• Uncover Their Motivation

• Uncover Their Pain Points

Session #10: Create a Budget that Works

• Uncover Their Spending Pain Points

• Bridge the Marital Stress Gap

• Deliver the Budget Solution

Session #11: Ask Questions that Make you Money

• Ask Leading Questions

• Ask “What If” Questions

• Ask Curiosity Questions

Session #12: Get the Prospects to Show Up for the Close

• Get a Dollar Commitment

• Tie Off the Urgency Balloon

• Find the Date that Works

Session #13: Get your Highest Quality Referrals

• Affirm the Value of the Meeting

• Prospect at the End of the Fact Finder

• Give them the Opportunity to Introduce You

  
  

Why Rule the Room Financial?

There are three key reasons why Rule the Room Financial is different:

1. You’ll learn WHY it works. We don’t just show you how to do it or what to do. We tell you WHY it works so you can learn to “fish” on your own.

2. You’ll learn in YOUR unique communication style. We all communicate differently. That’s why every lesson is taught with four unique selling styles (fascinator, performer, inspirer, and energizer) taught by four of the top producing financial advisors in the country: Katherine Forrester, Chris Koon, Karl Dettmann, and Matt Heckmann.

3. You’ll be able to APPLY practical techniques right away. This training actually makes sense. World-renowned trainer, Jason Teteak, is able to decode the magic that happens when top reps are meeting with their clients. He then bottles up the secret sauce and presents it to you so you can easily understand how to use it in your own style and apply it to any situation.

How Is Win the Relationship Different?

This program is going to transform how you do your fact finders. You’ll learn new techniques for attracting new clients; how to obtain high-quality referrals; and how to ask the questions that make you money. This course is going to pay for itself in no time and is exactly what you need to grow your practice.

You may have seen other “gurus” teach you how to fact find. Chances are, they gave you their language, and you may even use it verbatim. There is a 75% chance that they didn’t give you the right language for your style. Most gurus don’t explain why it works; they just assure you that it does. If you’re going to make up your own language, you need to understand why it works.

The reason we are so excited to have you see John, Karl, Matt, and Chris dive in on some of this is that through the process of being taught by them, you will find new pieces of gold that are within you that you didn’t even know were there. And these discoveries will help you become a better advisor. We’re going to prove it in this program with real case studies that will give you some amazing ideas for your own practice.

As a collective group, we have come up with some fantastic stuff. The techniques in this program will help you get over the fact-finding hump to seal the fact-finding deal. It is exciting to see what you will uncover. One of these four communication styles will be right up your alley, and the others will offer good insight and complement the things you’re already doing.

Testimonials

“Rule the Room is to the art of the business as Granum is to the science. It is a great system of accountability to encourage implementation and mastery. The different sales styles makes it easy to for different financial planners and advisors to relate to and then be able to apply. Rule the Room is definitely a piece of training that we are missing. We can already see sales improving.“

-John Ertz, Managing Partner

"This program is single handedly going to transform how you do your fact finders. You'll learn new techniques for attracting new clients, how to obtain high quality referrals, and how to ask the questions that make you money. This course is going to pay for itself in no time and is exactly what you need to grow your practice."

-Jason Teteak (Rule the Room)

“This program has given me tactical, real techniques that have not only helped me survive but thrive better in this career. It also enabled me to embrace my natural style and find leaders who I can more easily emulate to propel my business further, faster.”

-Jessica Veitch, Financial Planner

"What you guys are doing is absolutely critical to the success and growth of financial planners.  I know that I have been inspired, have renewed confidence, and I'm ready to hit the ground running.  Thank you for all you do!."

--Scott Dunlap, Financial Planner

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