Guest post by David Bush
Click here for Step 1
Click here for Step 2
Step 3: Analyzing the partner’s needs and potential
This part is the best part for me as most advisors enjoy talking about their businesses. I simply ask them interview like questions that help me discover their highest value needs and potential for long term profitability as a strategic partner.
I typically will ask them about their experience, background, business goals and then I give them the BIG question. I simply ask “What’s the one big goal you’d like to accomplish in the next 6-12 month’s that would grow your business by 10-20% if you achieved it?”
Write down their answers to your questions and then be the first one to say you need to get back to the office to meet with another client to close the meeting. If you feel like they are a qualified partner prospect go ahead and ask for a second appointment and tell them you’d like to share some ideas with them on how you think the two of you could benefit from working together. Don’t go into details on how just say you have a few ideas you’d like to share with them.
Bottom line is you need to be perceived as being busier than they are or they will not be attracted to your business and you need time to develop your presentation. I have found that power players like to network with other power players and if you don’t give them the feeling that you are a power player you’ll be hanging out with all the advisors who have more time than they do money.
(Download My Advisor Profile and Needs Analysis Form here)
Check back next week for Step 4
David is a top Originator Coach and founder of MyMortgageCommunity.com, a peak performance coaching system and online community for mortgage professionals. You can email him at dbush@MyMortgageCommunity.com or call 800-818-8286.
Comments