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Kindle Notes & Highlights
Started reading
September 20, 2018
meeting. I wanted to meet with you to get to know you and to determine if we will have good chemistry over the lifetime of our potential relationship. This is a step in my overall process.
folder is a powerful and tangible tool that they can hold and take away with them.
An agenda is simply an outline with talking points,
establishes where the meeting will go next,
demystify what it is that you do.
Never attack the incumbent provider Never attack the incumbent firm
allow the prospect to arrive at their own conclusion.
as a value added service I provide for my clients that they really find to be beneficial, I make myself available to be a sounding board for their friends and family members.
The Pre-Appointment Phase The First Appointment (or Fit Appointment) The Second Appointment The Third Appointment (if needed, depending on a client’s sophistication) The New Client Welcome
we are interviewing you today as well. It is very important to our practice that my brother and I only take on clients that are a good fit.”
apply stewardship over salesmanship
Validation
Contrast
Self-motivation
onboarding
Sending a Thank You Card Sending a Team-Client Service Letter Sending a Client Binder to keep things organized Making a first statement review call
Downplay the productivity and play up the relationship.
“I really enjoyed meeting with you today and I’m looking forward to a great relationship. I loved hearing about your recent trip to the Napa Valley. I’ll have to pick your brain soon about your favorite wineries. Cheers and welcome aboard!”
“We take a team approach and I’d like to introduce you to our staff, outline their roles and provide their direct phone numbers.”
“We take great pride in keeping our clients organized. We’ll be sending this binder to you in a couple of weeks once we get it organized for you. Be sure to put everything you receive from us in here and bring this with you to review meetings.”
you are their personal CFO.
“future pace” your clients to ensure that they always contact you as new needs present themselves.
conduct a First Statement Review Call.
A commitment to consistent best practices is the foundation of advocacy
The Pareto Principle states that 80 percent of your productivity stems from about 20 percent of your activities.
you make about 80 percent of your income every day in one golden hour.
Organizational Chart. It is a snapshot of everyone on your team with a brief description of what they do.
cover sheet of your Procedures Manual.
set aside a window of time to reactively respond to phone messages and emails that are not urgent.
Be Loyal To a Process, Not Just To a Person
Deploying best-practices creates a client experience that generates loyalty and refer-ability,
The Rule of Three Every action you perform three or more times, or which has three or more steps in the process, should be documented in your playbook.
