The views expressed in these posts are those of the authors and are current only through the date stated. These views are subject to change at any time based upon market or other conditions, and Eaton Vance disclaims any responsibility to update such views. These views may not be relied upon as investment advice and, because investment decisions for Eaton Vance are based on many factors, may not be relied upon as an indication of trading intent on behalf of any Eaton Vance fund. The discussion herein is general in nature and is provided for informational purposes only. There is no guarantee as to its accuracy or completeness. Past performance is no guarantee of future results.


Topic Category
The article below is presented as a single post. Click here to view all posts.

By David RichmanNational Director, Eaton Vance Advisor Institute

What is today's most commonly missed moment? Many advisors are angling for the follow-up meeting in initial prospecting calls while missing the stark reality that they are ALREADY IN A MEETING!

Consider this scenario: An advisor calls a prospect who agreed to connect on the phone after a LinkedIn reach out. Call is going great until our advisor attempts to schedule a follow-up virtual or socially distanced coffee meeting as a next step. Prospect balks. Call ends.

In so many of the role-plays we have stimulated recently, the ask for the follow-up meeting seems to occur prematurely. What's the miss?

Pause your agenda and stay in the moment. "Angle-based" listening may lead you to pivot too swiftly with a suggested follow-up meeting. In contrast, "agendaless" listening helps you follow the bread crumbs to discover increasing insights about your prospective client.

Once you have uncovered what is top of mind, suggest a follow-up conversation to address that topic more deeply. Consider saying something like this:

"It would be a pleasure to dig more deeply into your newfound desires to move your retirement date forward. As a next step, how would you prefer we meet again — in person, phone or virtually?"

Bottom line: When you find a prospective client willing to open up, seize the moment. Even if it is your first conversation, recognize you may be able to turn it into an extremely productive first meeting.