Description
The R.A.W. Skills process is a series of workshops to strengthen client Retention, Acquisition and Wallet-Share. Part one will build the foundation for an advocate-based sales process to elevate trust and differentiate your practice by avoiding the Trust Deficit.
TRUST DEFICITEvery prospecting encounter is susceptible to a trust deficit. How to avoid this relationship road block needs to be addressed by all sales professionals.
What is a trust deficit? It’s the cold shoulder, it’s the blank stare, it’s the unwillingness of a prospect to open up and share their concerns or needs. This shield of defense significantly diminishes the odds of success to building a relationship.
R.A.W. Skills Workshop Agenda
- Defining the 4 factors of Trust
- How to avoid the Trust Deficit
- Introducing the Advocate-based Sales Process
Workshop Facilitator
Andy Strauss, Director of Wealth Management at Regal Advisory Services. Andy has been partnering with advisors in all channels of advisory services and brokerage for more than 25 years. He has coached hundreds of advisors how to build trust and differentiate their business. He leveraged best practices of successful advisors to develop an advocate-based sales process called R.A.W. Skills to strengthen client Retention, Acquisition and Wallet Share. Andy graduated from Brown University with a BA in Business Economics. He holds the CIMA® Certification and the Series 24, 7, and 63 licenses.
Date and Time
Tue, Oct 19, 2021
4:15p - 4:45p EST