Practically every Financial advisor coaching wants to know: How can I accelerate a new business?

Finding potential is not easy. They must have sufficient assets, clear identification, and a desire to move forward. Getting to this point can take weeks, months, or even years to follow through.

Unfortunately, this process can be time-consuming and frustrating, especially when your prospect has already confirmed that they need your services. Then it takes weeks, sometimes months, to sign the paperwork and start the process. Just does!

Not only does a lengthy process take away valuable time from other activities, but it can also cause a great deal of stress and anxiety in the financial advisor, who wonders, "Did I do something wrong or did I say something wrong?"

Fortunately, the expected process is not that difficult. By setting realistic expectations, coaching the opportunity rather than selling the product, and trusting the client, the consultant can maintain control and momentum in the early stages of relationship development.

Managing expectations - of client and consultant

When a counselor achieves a commitment, that ability becomes their priority. Unless the paperwork is signed and the assets are available, it becomes the main focus for the consultant who is always on their mind. Moving this case forward becomes a top priority.

On the other hand, prospects often have troubling problems in life. Although financial matters seem to be the number one priority at the time of appointment, life is. The situation is such that those who postpone the process and put financial matters behind. These delays are usually justified, but the financial advisor often takes them personally, creating unnecessary stress.

You can do many simple things to help align your expectations with the client and keep the process moving efficiently.

After you have summarized the issues and concerns of the prospect at the end of the appointment, and after confirming the opportunity that this is a critical issue to handle, it is time to assign responsibility to the prospect.

Instead of figuring out what to do next, ask them to make some promises and expectations.

"When do you want to complete this process and get your plate off?" This question allows the prospect to set expectations rather than advice. By considering and acting on it, the chance evaluates its expectations and complex factors before committing to today's history.

At this point, it's time to say, "Well, that's what I need to help you meet that deadline." Instead of using this advice to open an account and get an asset position, the advisor is now helping the prospect achieve their goal and commitment to themselves.

Coaching vs. Sales

Although you may know the best way or product for your potential action, they will invest more in this solution if you incorporate their vision and emotions. To get a firm commitment, ask your prospect:

"On a scale of 1-10, how important is this issue to you?" This forces them to adjust their emotions in a way that they can both understand. If the answer is seven or above, the consultant will have an easy time with this process. Answers below seven help the advisor realize that this account may take more time and effort than others.

To further this process, you may also ask:

"How will you feel when this process is finalized?" Encouraging the possibility of incorporating emotions into the process gives more energy and motivation, which helps the process to move faster rather than moving forward and later. If the process stops, remind these follow-up calls in a follow-up call to get back on track immediately.

Coaching (asking) rather than selling (telling) encourages and motivates the prospect to complete the process.

How to start the possibility of a stalemate

Sure, there's no foolproof way to prevent a delay in a new business, but no one wants to "chase" (or be chased!) This possibility. If a counselor experiences resistance, hesitation, or delay from a client, they can reinstate the process by reinforcing its original promises.

Here are some follow-up questions to get the process back on track.

1. In our meeting, you told me that this is a fundamental issue for you. You rated it 8 out of 10 on a scale of importance. Is this still true for you? How would you rate it now, and why?

2. You expressed the wish that it be completed by (date). Is that still your goal? Is there anything that can stop you from reaching this goal?

I. I know you want to complete this work by (date). How can I help you achieve this goal? What is the cause of the delay? Read more about Financial coaching.

Author's Bio: 

It helps both the pregnant and the advisor to be more realistic and manageable.