The 5 Base Camps of Relationship Mountain

Today we’re gonna focus on how to make sure that we reach each and every base camp as we climb our way up Relationship Mountain.

We’re gonna do all our homework – all our prep for the journey by giving them a unique WOW experience before we even meet them.

We’re gonna hit all the base camps we need to – 1 by 1 – in a really logical and structured order…

And by doing that you’ll reach the Summit.

They’ll be engaged, passionate and they’’ll be committed to fixing their situation.

They’ll be committed to You, Your Business and importantly – they’ll be committed to Themselves…

And you’ll set yourself up as they want to follow and as a leader.

The outcome for you is to help them figure out exactly where they wanna be, where they are now and then help them identify all the financial ‘levers and dials’ of their business and personal situation. It’s all about showing them – helping them ‘discover’ ways to immediately impact their results.

Your job here’s to add value.

And when you do that, your client’s will see what’s possible, and move mountains – with your encouragement – to make being part of one of your Client Care Packages happen…

Because that was certainly my experience.

If you do everything we talk about and everything I say – that’ll be your experience to!

Cool??

I hope you get how important this is because this process that we’re working our way through is so very different to anything any of your competitors are doing and is going to position you as an AUTHORITY each and every time you meet with someone. (and that’s what we want).

OK, before you can take on a value-based conversion process, you need to come from a completely new ‘frame of reference’ – a new way of thinking about selling and advice and delivery and your value.

You need a new way of thinking about your potential clients and their wants and desires and their decision making process.

The reason I say that is because the average person (potentially even you), has some limiting beliefs and an automatic response to the words ‘financial planner’ that live in the back of their mind.

Let’s think about that for a minute…

Most peoples’ automatic opinion of financial planners is – ‘hardcore’ sales people?

The first thing that comes to mind when they hear the words ‘financial planner’ is they typically say things like:

– “They just want the sale”
– “Not interested in my needs, only their numbers”
– “Pushy”
– “Dominating”
– “Demeaning”
– “Don’t listen”
– “Crooks”
– “Greedy”
– “Untrustworthy” etc.

So if that’s the case and this is in the backdrop for you about financial planners and advisers, you’ll have so many hurdles to overcome so that you don’t seem like you’re pushing or salesy. Why?

Because you’ll be forever trying to avoid being seen as a “sales person” – cos the reality is that you don’t want to be thought of like all of those things I just mentioned – right?

So you need to have a different take on sales?

Sales in this instance becomes ‘Advice’, ‘Value’, Solutions, Outcomes and Results’ and your job really is to be a ‘problem solver’ for that potential client.

So on the assumption that your advice is quality, your processes are first class, your products and service is good, and Outcomes based… and you can deliver what you say you can…. then you’re literally solving the problems, wants & needs for that person.

Your job is to make life easier for them,

be of service

and make sure they absolutely get what they want (and when you do that, you’ll get what you want as well!).

So you MUST MUST MUST do everything in your power to add value during this M&G or Discovery session and give the potential clients enough reasons to engage with you – helping them find the best option for them – and say “YES!”

And one of the ways to do that is what we call Climb Relationship Mountain.

The Relationship Mountain is a really good metaphor for the meeting that you will have with your prospects.

It’s a journey, with milestones (or Base Camps) along the way that you need to reach to achieve your ultimate OUTCOME:

– See value and join your advice program!

But you need to start the journey with a GOAL:

– And that needs to be to Connect with your prospect, Uncover enough need and deliver just the right amount of Value to make your prospect realise that they have an opportunity to be a part of something great.

It’s an incredibly useful and powerful reference.

It’s a great reinforcer and it’ll help you really connect and be inspired by what you’re about to do.