Asking the right questions during a fact-finding meeting is key to impressing your clients, allowing you to start your relationship off on the right foot. Read on to learn more about the importance of first meeting fact-finders, including tips on making a lasting positive impression.
The Key to a Successful Fact-Finding Meeting
Fact-finders should cover qualitative and quantitative information, allowing you to create a customized plan for your client’s unique needs. After all, the more information you gain from your initial conversation, the more information you’ll have at your fingertips!
Develop a Curiosity Mindset: Whether you’re meeting with someone for the first time or connecting with a tenured client, it’s essential to head into every fact-finding meeting with a curious mindset.
Challenge Assumptions: Forget about any assumptions you might have, and focus on learning about their actual, current situation.
Prepare Qualitative and Quantitative Questions: Having a well-rounded list of fact-finding questions will guide the meeting, helping you uncover the breadth of information that you require.
Qualitative Questions:
- What does their vision of retirement looks like?
- how they see themselves spending their time and with whom in retirement?
Quantitative questions:
- How much money should they plan to spend in retirement?
- How much money are they spending now?
- What do they need to do now to ensure that they won’t run out of money in retirement?
During your fact-finding meeting, how can you make a lasting first impression, especially if you are meeting your prospect virtually? Whether you’re meeting face-to-face or virtually, there are many things you can do to make that first meeting a memorable one.
Tips for Making a Lasting First Impression
- Dress professionally.Show up early, and be prepared with all the materials you need.
- Turn on your cameraif the meeting is virtual. Work out any audio/visual needs ahead of time to reduce delays.
- Introduce yourself, and let your client know what they can expect from the meeting.
- Speak clearly, and professionally. Pause often, and give the client time to think of a response.
- Meeting Follow-up:Following the meeting, send a follow-up email thanking them for their time. Include any relevant information so they have it available for reference.
The More You Offer, The More You Can Ask About
Your clients don’t want to shop around with different providers—they want someone who can provide everything they need! By diversifying your offerings, you can provide a wider range of services, attracting new clients, and increasing existing portfolios. The more holistic your company is, the more questions you can ask during the fact-finding meeting—creating a better relationship with your clients.
At DMI Marketing, we’re here to help advisors connect with their clients and grow their business. Visit our website to learn more about our services, or call 1-800-322-6342 to get started today!
