Few advisors have a well-thought-out and systematic approach to successfully close business. In this presentation we’ll explore the fine art of closing by examining the actual structure and the decisive steps you need to take to determine the appropriate moment to win the business.
You’ll learn the science of closing as well as communication techniques that produce results whether you’re talking with a client, prospect or a COI.
You’ll learn about the “Big 4 Communication Process” and the practical application of each. As you learn how to deal with objections – many of which you’ve probably heard over and over again – prospects will be comfortable engaging in an open exchange with you.
Using the skills taught, you’ll be able to reframe the way prospects relate to their own concerns or issues to aptly turn their “no” into a “maybe” and a “maybe” into a “yes.”
Authentic Communication is all about learning the required skills for addressing these issues in a confident and professional manner.
You’ll learn proven strategies to uncover the conscious and unconscious motivations that drive a person’s decision-making and response process. In addition, you’ll learn how to overcome their objections and address their concerns.
This proven approach provides the tools to help you in your prospecting and networking efforts.
As you learn to communicate more powerfully, you’ll create bonds that lead to long-lasting and productive relationships.
In the current environment, many of your competitors are often complacent and acutely absent when it comes to client communication.
This creates a tremendous opportunity for you to get your foot in the door. Yet how can you ethically take a client from another advisor without somehow creating ill will or seeming desperate?
In this one-of-a-kind session, we’ll explore proven strategies for approaching clients of the competitor.
You’ll learn how to prudently engage the prospect in an ethical conversation about their current advisor/client relationship that will erode the position of the other advisor.
Using eight critical questions, you’ll uncover the things a prospect values and determine what they aren’t receiving from their current advisor.
Using a well-thought-out plan, you’ll soon have prospects casting aside their mediocre advisors in favor of you.
Sarano Kelley, founder of The Game and author of, The Game: Win Your Life in 90 Days, grew up in a gang-infested neighborhood of Brownsville, New York.
At 16 years old Kelley was accepted and began his studies at Vassar College. By the time he reached the age of 23 he was already earning 400,000 dollars in commissions as a Wall Street Stockbroker.
It was at the height of his professional success when a family tragedy occurred and Kelley lost some of his beloved family members in a sudden fire. The somber experience was the driving force behind Kelley’s journey of new beginnings where he discovered how to produce results, while achieving a life mounted on the principles of balance and purpose.
A million-dollar producer before he was 30 years old, Sarano went on to become a renowned Fortune 500 communication skills trainer. With offices on Park Ave in New York City, he was the Number #1 trainer for the nation’s oldest and largest communications training company.
Sarano went on to become the Number #1 rated speaker in the financial services industry by the Securities Industry Association at the Wharton School of Business, and he was a media skills coach to the White House.
Kelley’s experience as a Motivational Speaker and Life Coach has allowed him to train more than 250,000 people. While serving as a media coach, Sarano Kelley trained several corporate leaders and government representatives.
Because his trainees were frequently interviewed on CNN, 20/20 and 60 Minutes, it was up to Kelley to properly prepare these individuals for their highly publicized stories.
His media coach experience also gave Sarano Kelley an opportunity to coach President Clinton’s White House Fellows, a leadership group which included Gen. Colin Powell.
For several years running now, Kelley has been rated as the number one speaker at the Securities Industry Association at the Wharton School of Business. Kelley has appeared on, Good Morning America, and his not for profit foundation applies the same principles to schools across the nation.
Sarano Kelley is the “trainer of choice” for some of Wall Street’s largest firms and was rated the #1 speaker by the Securities Industry Association at Wharton School of Business.
Two decades of research and hands-on experience have led to Sarano’s well-defined system for closing the deal, which is featured in the landmark book “Reversing the Deal Flow: The Secret to Prospects Calling You to Become Clients.”
This proven process has helped thousands of advisors significantly increase client acquisitions, leading to a substantial increase in revenues for them and their firms.
Sarano Kelley and his highly effective programs have been featured in television shows, a PBS documentary and various industry news publications.
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Lisa Ford is a speaker with over 20 years of experience presenting to businesses, associations and government. She speaks throughout the United States and internationally on topics of customer service, leadership, team issues and change. Lisa is best known for her work in the areas of customer service. She is the author of the videotape series […]
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