Life Mastery Now! - Issue 02-27-10

www.allinspired.com

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LIFE MASTERY NOW!

The biweekly Business and Life Mastery Newsletter Dedicated to Helping You Get What You Want and Live Life  On Your Own Terms.

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No More Winging It!

Karoleen Fober

As I talk with financial advisors all across the country one
of the questions I ask them is if they always have, follow,
and check off items on their client appointment prep form.

You guessed it! And, you may be squirming in your chair
right now. Often times, there is a complete silence at the
other end of the phone line.

I am still shocked at the number of people who aren’t using
a client prep form and if they are using one they aren’t
following it or they don’t check off the items as they go.

BIG MISTAKE!!!

No wonder they keep missing their income goals and
aren’t getting more referrals! If there is one thing that
could easily help you get what you want, it is doing this
rather simple task.

And, maybe that is why it is missing. Maybe you think you
shouldn’t need it.

Let’s face it, when you get in front of a client, there is
plenty to talk about and it’s easy to forget what you wanted
to accomplish.

Your clients will start talking about their dog or their kids
or grandchildren. The next thing you know you are racking
your brain to figure out what all you intended to do!

Professionals that don’t have their tools with them can’t do
what they do best and your client appointment prep form is
a critical tool. Hey, even Jay Leno and David Letterman
have their notes and teleprompters!

So, round it up. If the form that is available to you is too
incomplete or worse yet, too complicated, create a simple
and effective one that works best for you.

And, here’s a tip that always worked for me and that is
why I was always receiving dynamite referrals. They
didn’t call me the Referral Queen for nothing!

Asking for ideal referrals was the first item on my prep form.
A lot of business owners don’t bother to put it on the agenda
or leave it for last.

I promise you, if you’re leaving it for last, I’m going to take
a wild guess and say that you don’t ask! Anyway, that’s
what my research tells me time after time.

So, the action steps are simple:
  1. Get or create a dynamite client appointment prep form
    or agenda and USE it EVERY appointment.
     
  2. Make sure asking for referrals is at the top of the list.
     
  3. Do and Check off each item. The client will like this.
    It will give an importance and urgency to the meeting
    and you won’t be wasting time wondering what all you
    wanted to cover with them.
     
  4. Notice your sales and referrals increasing and how
    much better you feel cause you are doing a much better
    job for your clients.

No more “winging” it!
 

Karoleen

P.S. Speaking of referrals. If you don’t have a referral script
that is giving you Blockbuster Results, you’ve gotta check
out my Referral System.

Then start using it. It is broken down into a very simple
Step-by-Step system. I give you everything you need
to supercharge your business this year. This is the 2nd
and most important reason they called me the Referral
Queen!

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About the author:

Karoleen Fober is a business and life mastery coach.
She specializes in coaching financial advisors, business
owners and other successful professionals.

Sign up for her FREE e-mail newsletter, Life Mastery Now! at:
http://www.allinspired.com


Copyright Karoleen Fober
All Rights Reserved in All Media