In this video, we discuss how to create a financial advisor sales script. For this, we go through our sales message brainstorming process that helps us to identify to most optimum things to say. We went through this process with a customer that is a financial advisor and we certainly might not have gotten it right. But what we created should give you some good points to add to your existing script if you are a financial advisor.
Step 1 – Product
The first step in our process for how to create a financial advisor sales script is to outline the key things that are provided as part of the service. This is what we came up with but this can certainly change depending on your practice or firm.
- Financial planning
- Investment advice
- Retirement planning
- Portfolio management
- Needs assessment
We recommend you go one extra step here and brainstorm anyways that you are different from other financial advisors. We came up with these, but these should be unique for each salesperson.
- We are completely independent and not affiliated with any financial institutions
- Our fee structure is very transparent and you will see exactly what you are paying for
- We provide active management of your investments
Step 2 – Target
The second step in our process for how to create a sales script for a financial advisor is to identify the audience for this script or who you are going after. This is a key step because if you change from selling to individuals and change to business owners, your script should totally change. For this video and example, we are targeting individuals.
Step 3 – Value
The third step in the process for how to create a financial advisor sales script is to identify the value that you have to offer. We explain how to do this in the video and below is what we came up with.
- Improve their investment plan and strategy
- Maximize the return for their investments
- Improve their decision-making regarding investing
- Increase personal wealth
- Establish true financial freedom
- Minimize their exposure to taxes
- Become more educated regarding their personal finance options and decisions
- Decrease the amount of financial stress in their life
- Improve their quality of life and work-life balance
Step 4 – Pain
The next step in the process for how to create a sales script for a financial advisor is to identify the pain points you can help to solve.
- Investments not delivering the desired returns
- Don’t have a good plan or strategy for investments
- Can be difficult to know what to do with money and investing
- Not happy with the amount of personal wealth accrued
- Paying more taxes than should be
- Don’t have enough financial reserves
- Not able to fully enjoy life from working too much
- A lot of stress related to finances
- Don’t have knowledge or education in investing and personal finances
- It is difficult to achieve financial freedom
- Not being able to fully enjoy life
- Not fully protected in the event of something unexpected happening
Step 5 – Questions
The fifth step in the process for how to create a financial advisor sales script is to create good questions to ask. We first create pain questions.
- How do you feel about the money you have invested and the return you are getting?
- How do you feel about your current plan or strategy for your personal investments?
- Do you currently have a plan or strategy?
- How do you feel like you know what to do regarding your investments?
- How do you feel about your knowledge regarding investing and managing your money?
- Are you aware of the different investment options that are available to you?
- Do you feel like you are on the path to financial independence?
- Do you feel like you are protected financially if something unexpected were to happen?
- How confident are you that you have minimized your tax exposure?
- Do you feel like you have the right amount of financial reserves?
- Do you think your level of stress about finances is normal or above average?
- Does your financial health get in the way of you enjoying life?
- How often do you think about trying to improve your quality of life or work-life balance?
We also create current state questions with how to create a sales script for a financial advisor.
- Are you currently working with any type of financial advisor or advisory firm?
- How long have you been working with them? How is everything going? How do you feel about the return they
- have been getting you?
- Do you currently have a retirement savings plan?
- How happy are you with the return that you are currently seeing on your investments and savings?
- When was the last time you considered other making changes to improve your financial planning and accounts?
- How much are you putting away for your retirement?
- How old are you?
- When do you plan to retire?
- How many family members do you have?
- How much do you currently have set aside for your retirement? How much are you putting away each month for your retirement?
We hope this helps you with how to create a financial advisor sales script!