Screening calls are a typical a part of the prospecting course of for monetary advisory corporations, notably those who obtain numerous inquiries, and will help decide whether or not a potential shopper may be match. On the similar time, these calls will be awkward for each the prospect and the advisor, because the prospect may be requested to debate private details about their funds with somebody they’ve by no means met earlier than, and the advisor has to ask doubtlessly thorny questions, akin to whether or not the prospect meets the agency’s minimal asset necessities. And so, given the excessive stakes of screening calls (as not solely do they function a primary step for a prospect to develop into a shopper, however in addition they assist the advisor save time by screening out unqualified prospects), making ready a prospect and asking considerate screening name questions throughout the interplay could make the method extra productive and fewer awkward.
A technique to assist alleviate the potential nervousness related to a screening name is to arrange prospects upfront. For instance, advisors utilizing on-line software program instruments to schedule screening calls might present prospects upfront with a extra detailed description of the assembly (together with a listing of questions that shall be requested) and will explicitly word the agency’s asset and/or charge minimums (which might permit prospects to display screen themselves out earlier than scheduling a gathering fairly than discovering out they’re unqualified throughout the name itself). On this manner, the prospect shall be much less more likely to be shocked by any questions throughout the assembly, and the advisor can affirm that the prospect meets their minimums fairly than convey up the problem with out warning. As well as, offering questions upfront (giving the prospect time to consider their solutions) will help preserve the screening name on observe, which is especially essential as a result of they’re designed to be brief, usually scheduled for less than 15-20 minutes.
Some questions an advisor may ask the prospect throughout a screening name are how they suppose the agency may very well be useful for his or her wants (to assist the advisor make sure that the prospect actually needs monetary planning companies and matches the agency’s best goal shopper profile if it has one); whether or not they have ever labored with a monetary skilled earlier than (to gauge whether or not they’ve labored with an advisor prior to now and to assist get a way of the prospect’s expectations for the connection); if they’ve any questions in regards to the advisor’s onboarding and planning processes and confirming that the agency’s asset and/or charge minimums work for the prospect (to get a way of the prospect’s readiness and desired timeline to get began with a planning relationship).
In the end, the important thing level is that screening questions will be helpful instruments not just for monetary advisors but additionally for prospects – as a result of understanding whether or not the connection shall be match with out having to spend an hour or extra is useful for each events concerned. And whereas screening calls could also be uncomfortable and awkward, letting prospects know what to anticipate will help ease these emotions by promising respect, directness, and knowledge. Which might assist get what might develop into a long-term relationship off on the precise foot!