Everybody wants everything done fast, don’t they?!!! Unless it is done to them. Doctors are told to spend less time with each patient so that the hospital can make more money. Be faster! That’s not what the patient wants. The customer support person on the phone when I’m trying to get a fouled up airline ticket fixed is told to hurry up! There are more people that need help. That’s not what I want. A husband is impatient with his wife to get to the point or to get ready to go. … [Read more...]
About the Author
10 Conversation Starters with the Wealthy
I have a secret for you. Most financial advisors assume the wealthy have tons of advisors chasing them. They don’t. The upper middle income has tons of advisors chasing them but the truly wealthy are sometimes ignored because advisors feel…” Why bother, those people probably have advisors knocking on their door every day.” With a little creativity, you can get a conversation started with someone that is truly wealthy. If you are interested in taking a new look at how you can land the big … [Read more...]
Creating a Powerful Bio
You should never have to talk about your credentials with a prospect. They should always precede you. You should always send a bio in your confirmation letter. You should never be in a position, either at a one-on-one or seminar, where you need to begin with your credentials. It comes across lousy and braggy. Let them read it before they see you. Your bio creates enough trust so that by the time they come to see you - they are half convinced to work with you already. You just have to … [Read more...]
The 2-Minute Referral Script That Is Killing It!
(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.) Everything you’ve ever read or heard about referrals is B.S. You know this… if any of it actually worked… we’d all be rolling in the dough! Referrals are free. Referrals are easy to sell. So, if we could get referrals coming in regularly, we’d all be doing it. Don’t get me wrong, we all DO get referrals… but it’s only when somebody a … [Read more...]
The Approach for Clients to Hand Over Referrals
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...]
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...]