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Making that first call to a Planswell household can be both exciting and nerve-wracking. But don’t worry, you’re not alone in this. We created an awesome script you can follow, but let’s break down how to make the most out of your initial contact and set the stage for a successful relationship.
Understand the Starting Point
Each Planswell household has already taken the first step towards financial wellness by completing a free Planswell plan. This plan includes recommendations for insurance, investments, and borrowing. However, as an expert advisor, you can provide even better, more tailored advice. Your main goal during the first call is to understand their motivations and expectations.
Ask Probing Questions
When you first reach out, your objective is to find out their “why” and their “what.” Why did they complete the questionnaire? What were they hoping to achieve? As the transcript suggests, "The main objective when you're first making contact is to find out their why and their what. Why did they complete the questionnaire in the first place and what were they hoping to get out of it?" Ask probing questions to determine their current situation, verify the accuracy of their inputs, and understand any past challenges and future hopes, especially around retirement planning. This helps in making your advice more relevant and personalized.
Convey Your Message
Make a goal for yourself to clearly convey your message in every call. Let the prospects know that you understand their efforts and that you can help them. It's just a conversation, offering unbiased, holistic advice that can potentially improve their retirement position. "If they say no to that, then so on, move on to the next person. And you want to get that message to every single person that you get distributed. If you do that, good things will follow and you don't need to go any further than that."
Reintroduce Planswell
Start the conversation with a friendly greeting: “Good afternoon. My name is [Your Name], and I’m following up from Planswell. I wanted to check if you’ve had a chance to review the plan emailed to you after you completed the online questionnaire.” Some might not remember, so remind them: "It's something you filled out probably about a month, month and a half ago. I just been really busy. I haven't been able to get back to you yet, but now I have you on the phone. Go and open up your email." Mention their input details to jog their memory. This step is crucial to establishing a connection and verifying their information.
Validate the Plan
The primary goal of the first call is not to sell a service but to ensure they’ve received the plan and open the door for future conversations. Spend the first few minutes verifying the information they provided, such as their salary, investments, and mortgage details. "Once we pass that stage, which is again after two minutes really of talking to them, I just really go right into asking them about the input, the data that they have input on the plan just so that I can ensure and they will be also assured that the plan that was sent to them is accurate."
Keep It Short and Schedule a Follow-Up
The first call should be brief, ideally five to ten minutes. The focus is on verifying their information and gauging their seriousness. "The call should literally only be five to ten minutes. This is my personal preference. Obviously, everyone has their own, but this is what I find works really well for me." If they can’t find the plan, resend it and schedule a second meeting. Respect their time and aim to book the next conversation within a 96-hour window. A quick, respectful call increases the chances of a productive follow-up.
Manage Expectations
Remember, people didn’t come to Planswell expecting a financial wizard to solve everything in ten minutes. They’re looking for oversight and guidance. "You don't have to worry about the expectation of the household that you're some wizard and can fix everything in 10 minutes. So I hope that gives you some peace of mind there." Don’t stress about meeting all their expectations right away. Your role is to provide peace of mind and set the stage for a more detailed conversation in the future.
Wrapping Up
Making the first call to a Planswell household is all about setting the right tone, understanding their needs, and building a foundation of trust. By following these steps, you’ll ensure a smooth and productive initial contact, paving the way for a successful advisory relationship.
Good luck, and remember, every great relationship starts with a single conversation!
