“You have a new lead waiting. Brad Smith visited your site and completed a questionnaire…”
It’s always exciting to hear that you have a new lead! But what comes next? How do you reach out and connect with that lead, engage their attention and entice them to take the next step?
The First Email
It’s important to start things off on the right note. Here’s one potential email response you could use upon receiving a new lead:
Congrats! The first step in any important endeavor is often the hardest. I have reviewed the questionnaire you completed [on my website/from my email signature/etc] and the next step is for us to schedule an appointment. At this first appointment we will review your questionnaire and get to know each other better…
The key here is to be creative and find a response that matches your style while eliciting interest and presenting a clear call-to-action.
Some advisors also request that the prospective client bring account statements to the first face-to-face meeting.
Tip: Consider incorporating the Riskalyze Client Video in your initial email to the prospect. This short video offers a taste of what’s in store for their first appointment and helps differentiate you as a Risk-Aware Advisor.
Getting to Know Each Other
For your first meeting, focus on getting to know your prospective client better. Are they a good fit for your practice and investing style? You should be able to answer those questions by the end of the meeting.
Depending on the mood of the meeting and how open and trusting your prospect is, you may decide to cut to the chase and take a look at their current portfolio and how that compares to their Risk Number, or perhaps dive into Retirement Maps. Or you might feel it would be better to hold off - that’s fine! Don’t rush it. It’s perfectly fine to save the portfolio analysis and retirement discussion for your next meeting.
Have a Suggested Portfolio available: You likely know the prospective client’s Risk Number prior to the first meeting. Take that knowledge and prepare a suggested portfolio in case the discussion provides the opportunity to show off your suggested portfolio.
The “ACAT Moment”
Once your prospect has completed the risk questionnaire and you’ve brought in their current portfolio, you’re equipped with all the tools you need to:
- show them that they are invested outside their comfort zone;
- compare the probability of success for their retirement goals with their current portfolio vs. your proposed portfolio;
- suggest a model portfolio that better fits their risk tolerance
- discuss held-away assets and how those come into play.
For most prospects, all it takes is showing them how their Risk Number is a 53 and their current portfolio is invested like an 86 (for example). Riskalyze advisors like to call that an “ACAT form moment.”