Financial Advisor Training: Phoning and Prospecting

Have you ever wondered what separates elite financial planners and advisors from the rest?

It starts with the phone and who you’re reaching out to.

Get ready to experience more fun and freedom with phoning and prospecting, while boosting your client acquisition rate.

You’re about to learn how to do this for yourself using your own unique personality and communication style. We’ll break it down to make it simple and easy.

You’ll leave with a turn-key process you can use for successful phoning and prospecting.

After interviewing literally hundreds of financial planners and advisors, we discovered the top eighteen things they worry about when it comes to phoning and prospecting.

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

• I feel like I’m using people when I ask them for help.

• I can’t get word of mouth to spread about my business.

• I upset people when I’m phoning.

• I don’t know the right words.

• Phoning takes too much effort.

• I’ve lost too many prospects.

• I don’t feel competent calling people.

• I want to convince people to sit down and talk with me but don’t know how.

• These people don’t want to hear from me.

• I’m awkward on the phone.

• It takes so much time for me to call.

• I would like to grow my business faster and add more clients.

• The people I’m going to call aren’t right.

• I get rejected when I’m on the phone.

• I am hearing “no” too often.

• I want to expand my network to continually get enough referrals.

• I’m just not a good phoner.

• People don’t want to listen to me.

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

Most gurus just say, “Here’s the gold dust,” and then people don’t know what to do with it, or it simply doesn’t work. The point is that they don’t give the precursors as to why it works. In this program, we will break down each and every technique to make it simple and easy and tell you why it works so that you can apply it to new situations day after day in your practice, such as how to get your clients to set meetings for you.

This program will help you with twelve key areas of your practice:

1. Phoning takes less time.

2. Your prospects want to listen to you.

3. You’re giving people the opportunity to help others.

4. You sound competent on the phone.

5. The people you call rock.

6. You know the right words to say when you call people.

7. Phoning becomes easy.

8. Your prospects want to hear from you.

9. You feel competent calling people.

10. You are pleasant on the phone.

11. You make people happy when you phone.

12. People accept you when you call.

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 Stack the Deck Different?

There was a time when Katherine, Chris, Matt, and Karl did all of their phoning themselves, and even now, in some cases, they still do. This boot camp will help you take it to another level. You’re going to learn not only how to more easily do it yourself, but how to be more genuine and even start to have your staff do it for you! Even if you don’t have any staff at this point, you won’t want to miss this for when you do.

You may have seen other “gurus” teach you how to phone. 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 explain 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 Katherine, 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 they will help you become a better advisor.

Lastly, there are very few financial planners advisors that have their clients highly tee up or set up meetings for them . . . we do. 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 amazing things. The techniques in this program will help you experience more fun and freedom with phoning. They will help you boost your client acquisition rate with your prospecting. It is exciting to see what will be uncovered. 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: 

"I want to tell you how much these Rule the Room Financial sessions helped me with my phoning and prospecting.  I've already met my weekly phoning goals and you, the speakers, and the programs have given me the drive to surpass it today.  I feel like a weight has been lifted from my shoulders and can't believe how easy phoning is now.  THANK YOU!"

--Jolie P LaBarre, Financial Advisor

"There may be no single bootcamp that has a greater effect on a new financial planner's practice than this one.  This bootcamp should literally be required for every financial planner in the business."

--Jason Teteak, Rule the Room

“I achieved a lot of success after the bootcamps. I averaged 7.5 Lives and $16,566 premium in the five months after Stack the Deck. I set many more meetings in the first two months.”

-Brian Acker, Financial Representative

“Stack the deck is helping me to become more deliberate. And I have been incorporating each lesson as I go, and am taking notes on its effectiveness given the time of day. When it comes to the referrals I’ll be set to ask the nominator the directed question of when would they themselves be most successful to reach out to them, and finding out as much as possible about the prospects schedule instead of playing the guessing game. Also in watching just the second episode and realizing I’m a quick decision maker has made me realize I need to alter my approach when dealing with military members to incorporate more of the leadership that handles more decisions in stressful situations. I’m beyond excited to keep seeing the art and science intertwine and watch my practice get filled up with a more productive and efficient schedule.”

-Andrew Schiller, Financial Planner

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