Ryan Schutty covered cold calling – creating your list (remember to personalize) to overcoming objections (interrupt their pattern). I covered a method you can use in your first meeting – ICC: inquire, clarify and challenge. Now, it’s finally time to close the sale. We may not like the ABC method (always be closing) – but that doesn’t mean we never close.
In between the first and second meeting, you’ll need to come up with a strategy. One way to do this: benchmark the retirement plan. A good benchmark helps make your review tangible and be a foundation of your second meeting.
With some plans, you might simply benchmark the investment options, cost, and service provider. In other situations, it might be worth going the next step and benchmarking plan design features like match, eligibility, and vesting.
To maximize your chances of closing during the second meeting, try following these 3 simple steps: Read more