By: Daniel C. Finley

Finding Your Flow

Recently, during one of my group coaching sessions we were discussing the topic of turning strangers into clients with what I refer to as The 9 Step Client Acquisition Process. After I explained the details of each of the nine steps, we role played them. One of the advisors after our initial role play session said, “You made is sound so natural.” He paused and added, “I need to find my flow.”

What he was referring to is being able to seamlessly respond to anything that a prospect/client may say in order to take them down a path in helping them understand why they would want to accept his recommendations and ultimately buy them. When you can do this, after much practice, you will naturally “find your flow”. Let’s take a closer look at how you can find yours.

  • Finding the Clog

We all have a clog (or two) in our pipeline. It may be getting a first appointment or securing a second appointment or closing the sale. In order to “find your flow” you have to be honest with yourself and find your clog(s). The best way to do this is to ask yourself “What would need to happen in order for me to find new business?” The easy answer might be, “I need to prospect.” For the sake of argument let’s assume that you are prospecting.  Then you need to figure out what exactly your clog is whether it be in your prospecting technique or otherwise.

  • Unclogging the Pipeline

At this stage, it’s important to figure out specific solutions for your specific challenges. An example would be if your clog is not getting the first appointment then possibly your solution is to learn how to handle objections better. However, if your clog is not being able to explain your recommendations in easy to understand terms and you seem to confuse the prospect then your solution is to learn Story-Based Selling, the art of using metaphors, analogies or stories to help make a better connection with your prospects/clients. The point is, you may need dedicated direction at figuring out your weaknesses and doing what it takes (training, coaching, finding a mentor) to assist you in mapping out a plan to turn those weaknesses into strengths and thus clear out those clogs.

  • Perfecting the Process

When my client pointed out that I sounded natural, I quickly assured him that I didn’t always sound that way. It had taken years of perfecting the process. However,  you don’t have to reinvent the wheel, simply learn what has worked for so many other advisors and agents,  customize the process to make it sound like your own then practice and role play with a trusted peer or colleague and ask for feedback so you can make additional tweaks to smooth things out.

Turning on the Faucet:

Most advisors know that “winging it” doesn’t work. That’s why it’s so important to use the preceding steps to unclog your pipeline and build a better connection with prospects and clients. When you take the time to understand what is not working, how you can work smarter and apply what you learn you not only help yourself but you help the prospects and clients feel more relaxed and confident because you are more relaxed and confident.

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