So many sales managers come to us and say “give me the tools to support ME so I can support my people in their closing activity”. Most often we give them a reliable process from our Art of the Close™ program and tell them to focus on the greatest extent of advisor engagement and alignment in the call possible. While the program and tools are successful, so much of closing is behavioral. That said, sales managers need a view into coachable closing behaviors and a way to track and grow wholesaler’s closing ability. Here’s a simple system taken from our Sales Managers forum from the Art of the Close™. The key is to get to Level 5 Performance:

Level 1:

No request for agreement, or commitment from the advisor.  Lack of clarity about goal for gaining agreement or creating commitment to change behavior.  Shares information. “Thanks advisor for their support”.

Level 2:

Occasionally checks in for agreement on meeting a client need.  Moves forward even when advisor has not responded.  Rarely asks for a specific commitment for action or behavior change related to shared goals.   

Level 3:

Routinely checks in for agreement of goals.  Occasionally asks advisor for a commitment to take action or change behavior, however it may not be specific to what was agreed on during the discussion or not realistic.     

Level 4:

Actively plans opportunities for shared client goals and adapts message to meet needs of advisor.  Gains agreement on beliefs throughout the call. Asks advisor for specific action or behavior change. 

Level 5:

Gains agreement and commitment on shared advisor and or client goals in most calls.  Takes steps to ensure follow through by the advisor and their team.  Plans for next steps with good last call/next call notes and ideas.