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in today's video I want to share with you how to transit from a conversation to a presentation having been in this industry for 17 years I realized the real reason why many advisors are struggling with their presentation is because they actually don't know how to start it do you find this familiar picture this you went to meet a potential prospect that one of your previous clients recommended you sit down with the prospect and you probably try to engage in a conversation to get the prospects to like you and trust you firstly you started going into conversations on how to get to know your previous clients the prospects hobby and what they like or don't or even gossip on the latest views you have seen now before you know it your prospect had to go for the next meeting and boom you just lost your chance to do a presentation now if this is seems familiar to you don't worry I've been in this scenario as well you see when I first started in this career I was told that to close a deal you need to build a good relationship first so I went ahead trying to make more friends and get to know more people personally now I'm not saying that is bad but I eventually ended up realizing I have many friends but very few of them were willing to go the extra mile to purchase a policy from me the simple reason is I fail to position myself correctly from the start remember it only takes seven seconds to create a good first impression okay even if now the prospect likes you what happens next you're probably stuck here you see as a future advisor it is important that we understand how to transit from a chit-chatting conversation to a presentation at the end of the day if you fail to show your presentation you fail to sell and nothing goes forward for you over the last few years I discover the strategy of transit from conversation to presentation would be to use conversation openers yes it's that simple let me explain to you how it works now before we move on I just want to give you a quick introduction of myself my name is dr. Sanchez ulani and I'm also the family leader of Sanjay mentoring family which helps financial advisors like yourself to become successful financial planners having been in the industry for 16 years I have a unique view of what works and what doesn't is a financial planning world and it is my hope that I can pass this experience to the new generation future financial advisers so that they don't have to go through the same struggle as I have what is a conversation opener a conversation opener is an introduction used to begin a conversation many of us were taught on how to introduce ourselves professionally but were we ever taught on how to open a conversation correctly a conversation opener that is done right will immediately break the ice and get rid of the awkwardness to make a way of the amicable discussion this is especially important in sales that is why you need to have a few conversation openers up your sleeve that can instantly be used when meeting with different types of people there are two main types of conversation openers that you need to master the question opener when you ask the prospect a certain question that leads to a concept of financial planning or straight to your presentation or a case study opener when you present a similar case study that you are we're off to your prospect and get them to listen to your presentation the psychological strategy behind a good conversation opener is to get a prospect to say yes to whatever you said and through a series of acknowledgement you get your prospect to subconsciously go ahead and listen to your presentation remember never ask a prospect can I show you my presentation because from my past experience 80% of them will not know how to answer you and you will end up looking awkward and non confident in that process now what are question openers question openers occur when you ask a question that either leads your prospect to a concept of financial planning or it leads straight to your presentation during this process it is important that you ask the right question that either sparks a curiosity or a pain the strategy is to ask an open-ended question not a closed-ended one with a yes-or-no answer or a predictable answer that gets your prospect to really think about it ask questions that you can predict the answer so you know how to lead that question to your concept presentation an example of a question opener I asked the client mr. client what is your favorite number and the clients is 18 while this is an open-ended question I will probably expect the client to reply to come in the form of a number and whichever number the client mentioned it can lead to my presentation my reply would be nice my favorite number is actually 28,000 because this is the average number of days of person lips and I slowly transit it to my 28,000 presentation if you're unaware of the 28,000 presentation go to youtube and search for it the second type is a case study opener case study openers occur when you present a case study that you have heard of or previously worked on and is similar to the prospect you meet the best scenario is when you present a case that you have worked on but if you don't have such cases you can probably have to start off saying that you have heard of start your conversation with a case study allows you to set the tone of the whole meter it allows your prospect to know if you are the right guy to work with because you have relevant experience dealing with the people like them let me show you an example an example of a case study would be when I tell a client mr. client or miss client last week I was handling of same case very similar to you he is also family of four and enjoys traveling as much as you do really yes for his scenario I actually introduced him to let me show you what I showed him so you know if this interests you as well and transit to your presentation you have now learned how to transit a conversation that is not relevant to financial planning into one where you can sure our presentations remember practice makes perfect keep innovating and coming up with interesting case studies and questions to help you in this process a successful adviser knows how to accessorize questions to get clients to understand their financial needs if you want to know more examples of questions or case study openers get yourself a copy of the concept presentation playbook in this book we cover the two strategies to transit from conversations to a presentation the four essential rules that you need to follow for concept presentation and the five types of concept presentation not only that I've also documented 21 of the financial planning presentations that I use with my clients most importantly the six most expensive and costly mistakes that advisors do when they do these presentations so if you are serious about becoming a successful financial advisor get yourself a copy this is dr. sanjay t'lani together let's make financial planning easier for everyone