Granum's Philosophy
This principle emphasizes the importance of having a consistent and systematic approach to building a client base.
Granum System
Granum encourages advisors to maintain a list of potential leads known as this.
Prospect pipeline
Granum emphasizes this part of the sales process to overcome client hesitations.
What is handling objections?
Granum's strategy for keeping clients satisfied involves regular updates on this.
What is their financial progress?
Why does Granum emphasize the importance of tracking activity?
To measure progress and identify areas for improvement.
The number of clients Granum suggests a financial advisor should aim to have.
100 clients?
This is a key Granum strategy for converting prospects into clients.
Relationship building
This step in the sales process involves asking the client to take action.
What is "Closing"?
Granum suggests providing this to ensure clients feel valued and understood.
What is personalized service?
What is Granum's advice on prioritizing tasks?
Focus on high-impact activities that contribute to long-term goals.
Granum stresses the significance of this action to ensure continuous business growth.
Prospecting
What is the "Law of Large Numbers" in Granum's philosophy?
The idea that consistent activity leads to predictable results over time.
What is Granum's approach to handling dissatisfied clients?
Address issues promptly and offer solutions to rebuild trust.
Granum indicates that advisors should strive for this in their client relationships.
What is trust and transparency?
How does Granum recommend financial advisors manage their daily schedule?
By allocating specific time blocks for prospecting, client meetings, and administrative tasks. (Ideal Calendar)
Granum advises maintaining this type of communication to keep clients informed.
Ongoing Communication
What is Granum's recommended client segmentation strategy?
Prioritize clients based on their potential value and likelihood to refer others.
How does Granum suggest advisors present solutions to clients?
By aligning solutions with the client's specific goals and concerns.
By failing to keep in touch with prospects, you could lose up to X% of your potential business
40%
What is a key technique for minimizing distractions according to Granum?
Setting clear boundaries and using technology to streamline processes.
Granum advises focusing on this group to find new clients.
Referrals
How does Granum suggest handling objections during prospecting?
By addressing concerns with empathy and providing informative responses.
What is a key component of Granum's closing strategy?
Building rapport and demonstrating the benefits of the proposed solutions.
Granum emphasizes the importance of understanding a client's needs. This process involves asking questions to uncover goals and concerns.
What is "Fact-Finding"?
What is the role of goal-setting in Granum's time management approach?
To provide direction and motivation for daily activities. (Read Design Statement Daily)