Slow Trigger… Fast Bullet… Getting Hired

Last week, I was having a SKYPE hook up with one of my hardcore Blackwing Coaching Club clients (he had a tricky referral relationship that he couldn’t quite align, so we smashed out a 3 step ‘blow their socks off’ plan to resolve that situation….)

Anyway, that’s not what this post is about….

It’s about this adviser – let’s call him ‘Mr. X’, and here’s his stats:

• Been planning just under 6 years.
• Clients, colleagues & peers describe him as “committed, focused & driven”.
• Only works with professional clients (his niche)
• His average new client sale value is solid at $12,600 per client.
• He only works 45 weeks per year (7 weeks off).
• Banking around $85,000 – $90,000 a month (over $1 million p.a.).
• His average sales conversion rate (over the past 17 months) is 92% from appointment to fee paying client.

Not too shabby hey…? Needless to say, I wanted to know what has been the catalyst since I started coaching him around sales & conversion.

HOW DO YOU GET 92% OF THE PEOPLE YOU SEE TO HIRE YOU ON THE SPOT?

There were 7 core drivers that came out in the chat, but today I’ll share one.

When Mr. X is with a prospect for the first time, he positions himself using an approach we call “Slow trigger, fast bullet.”

In the pre-meeting ‘Triage’ phone call, he explains to his prospect that:

“… because I only work with my clients long term, it’s important that we don’t rush into this.

We need to make sure that we get on. It’s like buying a European luxury car. You want to get in the driver’s seat, smell the leather, and take it for a test drive before you make your decision, don’t you?

‘Slow trigger. Fast bullet’. We’re not going to rush into anything. You’ll get to know me. I’ll get to know you.

We’ll take it slow. There’s a very specific process. You’ll feel in control and we’ll be very clear and open with each other and at the end of our meeting, you’ll ‘want’ to work with me…! (That’s the SLOW TRIGGER)

Then, when we meet for our second meeting – after you’ve engaged me as your adviser – we’ll do FAST BULLET.

We’ll get stuck into it straight away; work hard on improving your financial well-being (and other key areas of concern) – quickly. Because we’ve both done our homework, we’ll be able to make quick decisions.

Does that sound OK, Mr Client?”

– – – –

That’s a paraphrase, but you get the idea. Mr. X doesn’t just TALK Slow Trigger. It’s how the engagement process goes from:

• Being the ‘financial coach’ from minute 1 right through to the 90-minute mark
• Totally owning every single aspect of his meeting process and having a system for every step along the way
• Building a ‘super strong – rock solid’ relationship with the prospect by reaching every base camp in the ‘climb to relationship mountain’ stage.
• Ensuring every single need is identified (even ones the prospect didn’t know existed….)
• Having ‘bullet proof’ strategies to overcome each and every objection (and have the prospect ‘thank him’ for it!)
• All the way though to a seamless transition in to the conversion and commitment discussion….

What would “Slow Trigger. Fast Bullet” say about:

a) you,

b) your approach, and

c) your prospect taking action?

– – – –
I went through this exact process during our last Blackwing Workshop Intensive. I stepped through ENTIRE engagement system, piece by piece, in cut-and-paste detail.  

If you qualify to join Blackwing Coaching Club this in one of the bonuses you’ll get upon acceptance.

To find out how, book in for a complementary 15 minute ‘Situation Snapshot‘ Skype call with me now….!

But beware… Blackwing Profit is intense. You’ll have to be ready to play with the ‘big boys’!