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Financial Services & Financial Planners



                                                             
 Financial Services scripts
 and Financial Advisor scripts.                   
  
Financial services
 scripts are designed to help you get new clients and build your business
. A Financial advisors scripts depends on the words used to make prospecting calls to a wide range of people with disposable income. Simply put, everyone needs a script for prospecting for new business


        Just stand the Financial Services script in front of you when you make prospecting calls. Prospecting scripts for the financial planner is a tool that 
               stands ready for when you must come up with the right words when making telephone calls to potential prospects.
 It's just that easy!     

                                                      An efficient sales script.      
              
                             Commercial real estate sales assistants script.                                Commercial real estate Leasing telemarketers scripts.
                             Includes a high quality Leatherette 3-ring                               Includes a 24 page Instruction Booklet about prospecting
                             binder plus 4 plastic section flippers.                                      and a Script writing kit to write your own additional scripts.


                     
       Financial services prospecting script.                           Smooth-talker sales scripts & prospecting scripts.
                            Shown is the up-grade to a multi-ring binder                               Pictured is a sales & prospecting script and his book:                           
                            and an up-grade
  to a Genuine Leather portfolio.                   "Smooth-talker, How To Write Your Own Sales & Prospecting Script" 
   

Financial services scripts come cut-down ready to use right out of the box! We provide you with a tangible product that you can use immediately. It's not something you must assemble or make yourself. Just stand the insurance script up in front of you and dial the phone. You can be prepared with the right words that will get you more appointments and sales. The dialogue becomes your stock answers to the prospects questions & objections.


Smooth-talker sales scripts for financial advisors use the same colors as a traffic light. The color-code is the most important element in locating an appropriate line of dialogue. They are printed on Green, Red, and Yellow 90lb. card-stock.  Green is to go, Red is to stop and listen, and Yellow is to proceed with caution when you sell something to someone.

              When to TALK.  You are doing the talking to determine the prospects need for your products & services and determine if there is
              a potential etc. Usually you will talk about money, best time to meet, decisions, closes, getting agreements etc.

             When to LISTEN. The prospect usually has 3 or 4 questions & objections. You must respond to their objections because that is the key to
             successful communications. You just don't know which of 24 pages of responses that you'll need. There's approximately 150 objections that
             are most often heard.

             When to SELL.  The Yellow pages contain the traditional selling phrases. Short & brief statements about the reasons and benefits to buy your
             products & services. You will have the reasons the choose you & your company written down in advance.  


                                                                    Note: Go to the bottem of this page for a complete list of the page headings for Financial Services.          



Color-coded so you can locate the dialogue you need. You can find the proper dialogue with the help of Smooth-talkers' color-coded organization and structure. You want to have traditional objection responses because you have very little time during a prospecting call. The simple color-code make it easy to make prospecting calls.

     Training scripts for real estate.   Training course for real estate.    Sales scripts for training real estate agents.  



It's the words that you use and what you say to a prospect that counts.
 
Financial services companies' profits depends on revenue generated from calling prospects to sell financial services. The value of a financial advisor script cannot be overstated. They need a financial services script to know what to say to a prospect. 


Heavy-duty scripts that will stand up to extreme use. We offer these heavy-duty financial services scripts to match the extreme usage. They will stand up to the rigors of a financial planners prospecting. Financial services professional typically average about 500 active clients. That means they must call over 1,000 potential prospects a month to maintain their book of business. Paper scripts will be shredded in couple of weeks at that rate.
 


Six different approaches to handling objections. Each "1-liner" offers a different approach to responding to an objection. Talking to a prospective new financial services client requires saying just the right things to them to put their minds at ease regarding their finances. Getting new clients for the financial advisors usually depends on getting their foot in the door for the first step of the business process which is getting an appointment to present their services." 



How much is a new customer worth? 
Financial advisor scripts are designed to help get new financial clients. How much is a new incremental customer worth to the individual financial planner?  If prospecting for business for the financial planner stops, then their revenue stream will start to dry up no matter how good their present customer presentation is. It will be hard will it be to restart the prospecting for financial  services phase. That doesn’t account for the amount of money, time, and effort it takes to make up for lost time.  


Should you hire more financial planners? 
You don’t need to hire 20 or 30% more financial services professionals when it's easier to increase their efficiency by a similar amount.
You’ll wind up with the same proportion of your financial services salespeople's competency if you can increase their skill level. If it were true that financial advisors could generate new revenue from simply making more calls, it would be easy enough to hire more salesman.
 
                  Hiring more financial planners is difficult and expensive. If more new fincial services business agents are hired,
                  their productivity would be the same because of the low prospecting hit-rate. 

                  Increasing the "effectiveness" of financial planners that you have is far more profitable.
Increase the
                  effectiveness of financial services professionals is less expensive then hiring more salespeople. 
 

Only the bottom line counts! 
It's possible to increase the financial services professionals income substantially if you can figure out how to get them to make more calls. You could further increase profits if you can enable the financial planner to improve their hit rate and increase their ability and get a higher percentage return on the calls they make.


The Holy Grail of the financial business is to increase market share. Maintaining market share is a given but it is also passé.
The boss, his boss, and the boss's boss all share in the overwhelming need to increase financial services market share for obvious reasons. The total amount of potential financial services customers is not likely to change and if it does, it change slowly. It's the only “zero-sum” game in town that says when one fincial planner wins, another loses. Prospecting results in denying revenues from the competition.
 
                A factor in getting a new customer is how many referrals are typically generated over a period of time

                Financial services prospecting can lead to untold amounts of income for the
 financial services company.

                The good part is that the cost incurred to get a new financial services customer is nil. 
 

     The cost of getting a new client is what it's all about.   
The winner takes all. If you have a lock on the prospect/customer and they're on your side of the ledger, in effect, you are denying them from the competition. Any time you can do that, it is one more new financial services customer that is in your domain and not in somebody else’s. When the cost of pursuing a prospect ceases, and instead, the revenues start coming in. 

               The cost of not pursuing a prospect increases especially if market share is critical.

               If you don't get a financial services prospect now, capturing them later may cost the a lot more in the future.

               As the cost of pursuing financial services clients increases, the cost of financial advisor
scripts will seem negligible.



New customers vs. existing customers. How much of your profits are from new financial services customers and how much from old customers. If the ratio of new to old customers is high, your financial planners are glorified order takers. It may mean your business is on a “slippery slope” and your financial advisors are only capable of calling on captured business meaning follow-up calls to your present clients. Clients of financial advisors who were no longer in the business is a good target.
 

You can't just rely on just schmoozing and doing the fun stuff. The financial services world is more competitive than ever before. Financial services professionals can no longer do just the “fun stuff” and expect to have business fall into their laps. Some financial planners still think that just showing up the main ingredient for success. “Schmoozing” and “back slapping” fail to win over today’s savvy financial services prospects.  


New prospects enter the financial market like clockwork. New financial services business prospects come into the market everyday, like clockwork. Time is not on the side of the financial planner trying to reach new markets. You may discover a new prospect with excellent potential who hasn’t yet established a relationship with anyone.  One new "unit of sale" results in a higher "profit-per-unit." The laws of economics tell us that adding business tools that increases revenue results in an exponentially greater profit per-unit sale of financial services. 

 

Customer turnover is a fact of life. In the financial services business world, how long a customer stays with you is extremely important. In the financial services world, half of your customers move out of town and the average financial services customer has a life expectancy that is measurable. You can count on them for income for a certain period of time. It's a hard fact of life but once you accept it, you'll be in a better position to plan for it. 


It's easy to lose prospecting intensity. New business is critical for the fincial services professional to maintain market share. When the financial services salesperson loses their prospecting intensity, there is a tendency for their income to diminish accordingly. The falloff will occur when the pipeline dries up. Getting back up to speed may require a monumental effort.
Questions to ask yourself ...           

          What are financial services worth to you over the course of time? Their value as a steady customer is worth far more than the cost of generating them. 

         
The lifespan of average client is a major factor.
 How much is the bottem line affected if they buy financial services with you more then once? 

          Competition can come from any number of sources. Customers may leave you because of real or imagined dissatisfaction.

1 coming, 1 going, and 1 paying customer. The financial services business is always in a state of flux. If you have more coming then going, you’re growing. If you have more prospects going then coming; it’s inevitable you’re going out of business. It is a cold hard fact of life. I wish I could say it with more diplomacy, but you can’t stand still. At a meeting of women fincial planners, I heard of a startling statistic, 70% of women change financial advisors within three months after their husbands death. 



  
       The color-coded page headings of the financial services script are listed below: 

         GREEN  24 pages total. You are doing the talking and conversing.                 
 
           12 pages of Lead-off scripts. They are single purpose, stand-alone scripts. 
           The dialogue identifies you, gives a reason for the call, and states a brief selling message.

          Building my business.                                                 Building future clients.   

          Replacing my clients who bought risky investments.  Previously contacted.
          Building my client base.                                              Follow-up call.
          Call to present my financial services.                         Old prospect, renew interest.
          Calling early or calling after business hours.              Referral from a person who knows you.
          Call dodger  -  Secretary screens calls.                      Gatekeeper  - receptionist  - call screener.   

          12 pages of mostly questions that you traditionally ask a prospect.              


         Does the prospect Need financial services.                 Do They Want My Services.
         Do They Have Money To Invest.                                 Discuss Money Issues.
         Time For Reviewing Finances.                                    Best Time to Meet  - Appointment.        
         Have You Made A Decision.                                        Discover Potential For Doing Business.

         Close On Services & Best Values.                              Commentment To Get Financial Product or Services.  
         Get An Agreement.                                                      Overcome Reluctance / Take The Next Step.

         RED  24 pages contain Questions that must be answered & Objections that must be responded to. 
                  Up to 6 responses on each page.  Each 1-liner give a different approach to the objection.
                  These are the most often heard objections & questions.

          I don’t need financial advisor.                                 I don’t want any financial services.
          I’m not interested.                                                   Not interested unless the price is right.
          I don’t want whatever you’re selling!                       I don’t trust financial advisors.

          How do I know this isn't a scam?                            If I want a financial advisor, I'll call one!
          I can get lower fees on financial services.              Do you have the lowest fees / prices?
          Others will cut their fees & prices.                          Will you cut your fees & prices?
          Not a good time to invest  - I want to wait.              Wait for something to change.
 
          Not now  - Maybe in the future.                               I'm Too busy  -  No time to see you.
          Send me some information.                                    Call me some other time.
          I’ll think about it - Non-committal.                            Stalling & won’t make a commitment. 

          Friend in the business, sells similar services.         Why should I choose your financial services?
          Why should I change financial advisors?                Why are you calling?
          I get a lot of calls.                                                    I had a bad experience with financial advisor.
 

         YELLOW  12 ages contain the traditional selling language & the reasons to do business.                  
                         There are blank spaces for you to put your own personal information.    
  
         30-Second Commercial - aka: elevator pitch.             Financial Services Profile of you and your company.
         3 Reasons to Choose Our Financial Services.           Guarantees  -  References  -  Affiliations.
         Why Meet With Me  -  Meeting Outline.                      3 Reasons to Choose Me As Your Financial Advisor.
         Benefits of Choosing Me As Your Financial Advisor. My Speciality.     My Resources.
         Advantages of my / our  financial services.                Things that I can do better.                      
         Company  Highlights - History - Facts.                       Presentation of Financial Services.   (by phone)


Passive marketing & advertising methods are costly. The financial services customer coming on board may only be replacing the customer who is on their way out. When business is going down, the staff of financial planners must prospect enough to generate at least the amount of business necessary to maintain status-quo. Passive marketing methods and advertising are unpredictable. Marketing methods are passive to the extent that you never know exactly if they are working and how much financial services business they produce.      


Lack of discipline is not the problem. Lack of discipline is not the real reason a financial planner will avoid prospecting. Lack of discipline is a common bit of stereotyping, but it's quite wrong. Discipline or lack thereof is not the real reason that financial advisors will avoid prospecting. How many financial planners can truly say that'd just as soon avoid prospecting if given a choice? Everyone agrees that it should get done, but that it is someone else's responsibility.


Financial advisors sales scripts. Scripts for financial advisors for calling to get new clients similar yet different due to their unique objection rebuttals & responses. Often in training a financial services, the actual words that are used get glossed over. A script for financial planners adds the proper dialogue to every prospecting situation.  If you avoid prospecting for too long, you won't have anything to worry about any way. Enough said.