The clients in front of me have been on an emotional rollercoaster of sorts, through:
I switch mode from listen to show - checking in first. I let my energy drop further, slowing all forward momentum and allowing them to dictate the pace of the close. They pull me along, no push needed.
"Would you like me to pinpoint your three biggest issues?" I ask simply.
"That would be great", comes the permission.
I outline it slowly, calmly, and importantly, outline the cost of not dealing with them.
"Would you like me to tell you what I would do if we were working together?"
Again I get permission to proceed.
I tell them exactly the solutions we'd put in place but, importantly, avoid financial jargon. Instead, I tell them what I can do for them in simple but tangible terms they can visualise and grasp easily.
I slow down again, making sure what I've explained makes sense and asking what they'd like the next step to be.
I outline how my advice and the business works, the kind of clients I work with and why, and the ethos that underpins how we take clients from where they are to where they want to be.
I continue to slow it down, and again I get permission to proceed.
I outline my financial planning process, drawing it out with my electronic pen just like I did our Ethos.
Now, we're simply showing where we go from here.
The discussion around fees passes easily. I outline "matter-of-fact" how we charge, when we charge and a likely range, taking a moment to confirm that we're on the same page with regard to how this will work ongoing.
I answer a copy of questions around the method of payment and timeframes, and we both smile, shake hands and we've begun.
My third Fast Track short course of the year on New Client Engagement starts on 12 March 2021.
For information about how you can get involved, check it out [here]