Winning the Remote Game of Sales: Your Guide to Building a Virtual Financial Services Business

The world is moving faster, more seamless, and digital than ever. People are preferring and choosing to work remotely because of the autonomy that it provides to them and their personal lives. When given a choice between convenience and change, we all know which gets picked by potential clients. Now more than ever it's critical to know how to communicate and get clients through a virtual and digital experience.

This guide helps provide clarity working to solve 3 problems that exist for financial professionals today:

1. Scale - This is the advisor or organization looking to scale their business with autonomy while also creating a great client experience and being present with those they care about. This advisor looks at their calendar and sees no room to get to the next level based on the time in front of them and their team without making serious organizational changes.
2. Efficiency - This is the advisor who finds themselves commuting to meetings, finding in-person appointments getting pushed back or rescheduled on multiple occasions, or sees prospects routinely falling out of their pipeline after 1-2 in-person appointments.
3. Adaptation - Recalibrating your sales process.

I built and mastered this strategy and process in 2017, long before COVID forced everyone onto a Zoom Call. I found myself driving 30 minutes each way to appointments and getting stood up routinely. As a 20 year old at the time I thought, "there has to be a better way." I started paying for a virtual meeting service for the cost of half a tank a gas and within 6 months I went from a 30% meeting kept ratio to 55%. Today my meeting kept ratio is closer to 85-90%; and no, to the older advisor reading this, it isn't because of existing client numbers propping it up.

Availability and flexibility is a competitive advantage in the marketplace.