Why they buy: Say the right things to the right people

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About this session:

Have you ever been stumped after a great meeting with a client, who then blew you off?

What if you knew how to ask the right questions, say the right things, and pick up on cues that would allow you to communicate with your client or prospect in a way that they WANT to hear from you? Join this session with Accredited BANK Code Instructor and Top Financial Professional Robin Edgar, who will share with you the tried-and-true system that has helped hundreds of sales professionals become more effective.

Key Takeaways:

  • Attract the people you really want to work with
  • Shorten your sales cycle with better communication
  • Create better, more suitable plans for clients based on what they really want, not just what they tell you
  • Take better care of your clients
  • Foster better connections & become more referable

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What Advisors Think of this Session

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We asked participants: What’s the one best thing you learned from this presentation? What are you going to do differently in your business now that you’ve heard these ideas?

“People tactics. Consider BANK code use in the future when we can work this into our queue.” -Timothy Smith

“Communing. Pay more attention to translating through listening.” -Edward Bond

“Reminded me that I present in a format that I would like. It needs to be better customized. Think more about my audience before I communicate with them.” -Steve Helling

“Great information. The integration of the BANK System sounds awesome. Find people’s style.” -Rich Slavin

“Robin’s information was really eye opening. I have Cheri’s book–time to read it!! Read Cheri’s book that I’ve had for a while. Thanks for the WEALTH of information.” -Shari Sitzmann

“Use the BANK cards for every meeting now along with my Chinese characteristic filter. Use the BANK cards. In view of my succession plan with a non NAIFA member the Buddy Pass will be good.” -Roger Relfe

“I would like the playback.” -Heather Albert

“So much to learn. CODE my Prospects /Clients. Thanks for making this available through NAIFA.” -Robert Priganc

“The tips on how to speak with the different primary codes. So eye opening. I want to learn more about this. Definitely interested in the upcoming training. This was my most favorite RW session. So valuable!” -Tonya White

“Bank Code. Join Workshop.” -Monica Del Campo

“Would like to have access to the recording.” -Randall D. Reichenbach

“Different personalities clients have. Sell according to their strength and how they want to be sold.” -ROBERTO CORRAL

“I have to be aware of how I present info to my different clients. Think before I talk.” -Paulette Auclair

“How important it is to understand others and speak to them in their preferred manner. Learn more about BANK. Thanks so much for all the great programing you provide. NKBA.” -BJ Cottrell

“Relate to clients and their styles. Think how to present to clients in their way. As I mentioned, I’m interested in the second bank session.” -Gail Van Nest

“Best to know about your prospect’s personality for decision making. Look more into prospect….Maybe purchase BANK which I may already have. Not now.” -Edward Sanders

“My own bank code and how everyone has one. Try to understand my clients bankcode.” -Corina Vaquera Dlugosz

“Please share replay :).” -Christopher Kelly

“Bank is an interesting concept. Consider using bank.” -Steven Block

“Buyers personalities. Be more present.” -Michael Kirsh

“Wow, no wonder. I’m going to take action on understanding my clients code. Thank you guys for doing this and sharing so much. I hope God is good to you because you have been so good to me.” -Dan Cairns

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