Come on admit it.
We’ve all done it.
You have every intention of staying on track during that meeting with an advisor and before you know it 30 minutes has gone by in the blink of an eye.
And you were still happily chatting like it was a 2 for 1 happy hour.
You’ve covered the weather, the playoffs, the family, the dog – and not a word was mentioned about business.
Or worse, your meetings look like this:
So how can you be better positioned to cover the topics you need to cover, demonstrate your brilliance, and establish your value, all in the time allotted?
#1 – Time block your meeting agenda.
Example for a 30 minute meeting (new prospect):
0:00 to 0:05 – Random/obligatory b.s. and chit chat
0:06 to 0:15 – Meaningful fact finding using your favorite questions from 76 Great Questions Wholesalers Should Ask Advisors
0:16 to 0:20 – Clear and concise statement of your PVP – Peerless Value Proposition (if you don’t have one you need to get one) and how it can be applied to the advisors business.
0:21 to 0:27 – Product pitch
0:28 to 0:30 – Next steps, forward schedule, wrap up.
Use this as a guideline to formulate your own time block based on your relationship with the advisor, how much time you have been allotted, etc.
#2 – Have your agenda (as outlined above) visible to you as you speak to the advisor.
This serves a couple of purposes:
It allows you a better shot at staying on course for the meeting.
Also, the agenda can have reminders on it that only you can see such as Ask For Referrals Dummy!
#3 – Send agendas in advance of the meeting
One of our favorites.
Along with your confirmation email of the appointment, you send a quick and dirty agenda that points out the high level items you’ll be discussing with the advisor during your meeting.
And then you add the most important line:
Please email me back to let me know of any specific agenda items you’d like for me to address when we meet.
You have now allowed yourself to diffuse any issues in advance (product or service concerns as examples) and be prepared to meet the advisors expectations for the meeting – assuming they have any.
Our Wholesaler Masterminds clients are some of the brightest and best in the business – and they invest in coaching to stay on top of their game. Shouldn’t you?