Whether you are calling existing clients, centers of influence, your warm market, prospects or cold calls, when you master engaging and enrolling phone conversations you will be supporting your business growth goals, in a time efficient manner.

Phone conversations convey your personality, your sincerity, your belief, your energy, your attitude, your professionalism, and your message.

There Are 3 Dangerous Trends Even Successful Advisors Face
That Cause Them to Struggle with Effective Phone Calls

DANGEROUS TREND #1 - Focusing on YOUR Needs

Are you “going in for the kill” on the phone with your closing techniques? If you are, you could end up killing your potential meeting instead. Old sales training techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is created by you. By learning to avoid the “push and pull” dynamic between you and your prospect, you’ll be able to schedule more meetings.

DANGEROUS TREND #2 – the "Catch Me if You Can” Game

This is when your prospects get slippery. They start to avoid your calls, or don’t return your calls. They hide behind any excuse they can think of, “I’m terribly busy, call back next week” or “Call me in the New Year” or “I have to talk to my spouse first.” However there is a better - easier method of building trust and getting your message across - all on one call.

DANGEROUS TREND #3 - Using a Sales Script to Sell

People can tell when you’re reading from a script, even if you think you’re pretty good at it and getting away with it. There’s nothing personal about it and people can pick that up. Being artificial just puts you into the typical “Telemarketer” category. When you learn to get your message across in a different way, you’ll eliminate the negative triggers that can lose your sale within seconds.

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Client Testimonial

I've been working with Willa for a number of years now and from time to time she asks me if I want to conduct a seminar. Until recently I was content building my business through centers of influence and referrals.

This spring I reluctantly agreed to conduct my first seminar in many years.

When Willa told me about her system I told her I would just use the process I have always used. I sent out 250 invitations and had my marketing assistant follow up with 100 phone calls. Zero registrations.

I then followed Willa's process, send out the new invitation that is part of the system and went on vacation. I came back to 5 registrations. My assistant used Willa's touch point strategy and we had 22 registrations. I only had 20 spots so I had a waiting list. All invitees showed up.

I immediately scheduled my second seminar and within 2 weeks had all 19 seats filled. I scheduled my third and filled all the seats.

I’m sold! This system works.

— Jeff, B.A. CIM, Investment Advisor RBC Wealth Management | RBC Dominion Securities