by Jenifer Madson
 

Step One: Relax - It's Only Money

• Put yourself in a _relaxed_ state

• Get _you_ out of the way

• Find _common_ ground - job, where they're from, hobbies, weather
   

Step Two: Ask Great Questions

• Sell, Don't Tell - Sell in the form of _questions_

• _Open_-ended, not ‘yes' or ‘no'

• Be very _curious_ - don't assume you know the answers

 

Step Three: Deliver The Shoe That Fits!

• Pick 3 benefits/features/solutions that _fit_ the need, not 3 you think they need

• _Check in_- ‘Isn't that great?' ‘Won't that be fun?' ‘Do you see how this works?'

• Don't be afraid to discuss _hesitations_
   

Step Four: It's All In The Details

• Explain programs - _features/benefits_

• Be _assumptive_ - ‘Which one of those fits best for you?'

• _Lead_ them to final paperwork. ‘What we need now is...'
   

Step Five: Raise Their Consciousness

• _Congratulate/Thank_ them sincerely for taking the step

• _ Acknowledge _ what might get in the way - them, others

• _Remind_ them who is there for them, in their corner
   

Jenifer Madson has been called a cross between a financial adviser and an advice columnist: her experience spans fifteen years of coaching people in the key areas of relationships and money-first as the owner of a dating business, then as a financial services broker. She now teaches people how to get what they want by improving their relationship with money. She has built multi-million dollar franchise territories for the dating industry, led award-winning branch offices for a national financial services firm and developed an international coaching clientele. Her great mission is to empower and inspire people to truly be ‘financially free'!