Why don’t you get more referrals? Your clients love you. They know you are smart and provide great service. We assume they like their family and friends. So why don’t they refer more? The answer is pretty simple. REJECTION. It’s why all the other referral systems don’t work. I’ve read over a dozen books touting that they had cracked the code on how to get referrals and hundreds of articles claiming the same thing. They are all the same drivel, repackaged. Worthless advice that does not … [Read more...]
About the Author
Relaxing Over Objections Could Double Your Business
What two crises does every sale have? Objections and “the close”. It's at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis moments to create deeper rapport with your prospect instead of the stress they normally create? When you learn to do this, you'll see an immediate doubling of your income. Am I making wild claims about income? Award-winning research scientist Dr. William R. Miller found that if a professional … [Read more...]
Three Ways to Have Better Conversations With Your Prospects or Clients
For years we have assumed that extroverts were better salespeople. Extroverts rule the room. They have no problems meeting new people. They are naturally gifted people in social situations. But what does the science teach us? There have been many studies over the past ten years that evaluated this myth… 35 studies to be exact. The verdict? What they found may surprise you. Let’s take a recent study done by professor Adam Grant at the Wharton School of Management. His team examined the … [Read more...]
How to Write the Perfect Whitepaper for Your Business
Even with a very targeted list, only 10% of people will see an immediate need for what you offer. The other 90% may have a future need, but not right now. So, how do you make sure they are thinking about you when the need does come up? To stay front and center in the mind of a prospect, you need to do two things. First, make sure you have a good drip program and touch them with helpful contacts on a regular basis. That is a subject in and of itself. What I want to talk about today is the … [Read more...]
Do You Have the It Factor as an Advisor?
Your success as a financial advisor depends on you having it. “It” is three things… Get It –Understanding your clients wants and needs I’m It –Differentiate yourself from your competitors Prove It –Give them a reason to believe you Let’s break “It” down. Do You Get It? This isn’t rocket science. The more you know your client, the better. So how much research have you read on your target market? Have you done a macro evaluation of your target market? Are you working with … [Read more...]
Excellent Way of Handling the “I Need to Think About it” Objection
You should expect objections and you should not be surprised by them! Of course, people are going to have some questions (objections) before they purchase or invest with you. So don’t get defensive, instead welcome the question or objection as your prospects desire to move the process forward. If they didn’t want to work with you they would just quit the process straight out. I’ve never heard an objection that wasn’t valid when looked at from the prospect’s perspective. So, instead of getting … [Read more...]
How to Successfully Make it in Today’s Financial Environment
It has become increasingly difficult to market financial services in today’s environment. There are several reasons for this: S.W.A.C makes it nearly impossible to market Saturation – The average American is hit with over 3,000 marketing messages a day. It is extremely difficult for any marketing message to stand out or be heard with so much “noise” bombarding our prospects. We sell a commodity – Anything we offer is also offered by our competitors. That includes better service—our … [Read more...]
How to Close the Millionaire Next Door [Video Included]
Tapping into the Small Business owner market can be one of the best things for your practice. It takes very little effort but it requires patience. It’s well worth the effort in the end, IF you do it the right way. What’s the right way? Get in front of Small Business Owners the day they sold their company for $3, $5 or $15 million. How good would that be? If you are lucky enough to land a Small Business Owner that just sold his/her biz, they are great clients! They are great to work with. … [Read more...]
How Providing Exact Information Can Lead to More Clients
In our business it is easy to be viewed as a commodity. We all sell, promise and offer pretty much the same as our competitors…at least that’s the case if you ask the general public. So, I think it is worth taking a look at why and when people are willing to pay for information. There are basically 8 reasons people will pay for information: Convenience – Hey, we can all read maps…we can even get a map drawn for us on MapQuest online, but what does almost every car have today? GPS … [Read more...]
Tips On Making It Big With Little Promotion
You can make HUGE money with below average marketing. Marketing that only works “okay” … bringing you only a couple of prospects a month. Marketing that costs very little. Marketing that most advisers would poo poo. I’ve seen it done. (And I’m going to give you all those resources, for free, at the end of this article.) How can below average marketing be so successful, you ask? By systematizing it. Frank, an advisor in Wisconsin, is a great example of this. He’s older… he likes his … [Read more...]