Screening calls are a standard a part of the prospecting course of for monetary advisory corporations, significantly those who obtain numerous inquiries, and may also help decide whether or not a potential consumer is perhaps an excellent match. On the identical time, these calls may be awkward for each the prospect and the advisor, because the prospect is perhaps requested to debate private details about their funds with somebody they’ve by no means met earlier than, and the advisor has to ask probably thorny questions, similar 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 turn into a consumer, however additionally they assist the advisor save time by screening out unqualified prospects), making ready a prospect and asking considerate screening name questions through the interplay could make the method extra productive and fewer awkward.
A method to assist alleviate the potential anxiousness related to a screening name is to arrange prospects prematurely. For instance, advisors utilizing on-line software program instruments to schedule screening calls may present prospects prematurely with a extra detailed description of the assembly (together with a listing of questions that can be requested) and will explicitly word the agency’s asset and/or payment minimums (which may enable prospects to display screen themselves out earlier than scheduling a gathering reasonably than discovering out they’re unqualified through the name itself). On this approach, the prospect can be much less prone to be shocked by any questions through the assembly, and the advisor can affirm that the prospect meets their minimums reasonably than carry up the difficulty with out warning. As well as, offering questions prematurely (giving the prospect time to consider their solutions) may also help preserve the screening name on observe, which is especially vital as a result of they’re designed to be brief, typically scheduled for under 15-20 minutes.
Some questions an advisor would possibly ask the prospect throughout a screening name are how they suppose the agency could possibly be useful for his or her wants (to assist the advisor make sure that the prospect actually desires monetary planning providers and suits the agency’s preferrred goal consumer 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 concerning the advisor’s onboarding and planning processes and confirming that the agency’s asset and/or payment 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 may be helpful instruments not just for monetary advisors but in addition for prospects – as a result of understanding whether or not the connection can be an excellent 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 may also help ease these emotions by promising respect, directness, and knowledge. Which may assist get what may turn into a long-term relationship off on the precise foot!