The Eyes have It!

I conducted an advanced training with a group of 15 of my top advisors. They all had incomes of between $300,000 to $700,000… so they were certainly no slouches. One of the exercises we did was to videotape them conducting a meeting and then evaluate them on eye contact.

They all believed they had terrific eye contact… but the videotape doesn’t lie. They had very, very little, REAL eye contact. They didn’t believe it until they reviewed the tapes for themselves.

Why is this so important?

Researchers have shown that smiling and looking into someone’s eyes is unbelievably compelling. The science journal, Proceedings of the Royal Academy reported the following study:

  • 1,000 volunteers were asked to rate a series of computer generated faces. Identical pairs of faces were doctored so that one face stared directly at the viewer, while the other gazed slightly to the left or right.
  • The faces that looked directly at the viewer were consistently rated higher in likability and trust.

Does this work in real life? I followed up with 5 of the 15 advisors that I had done the videotape exercise with and they said that it was amazing the difference it made… not in their practice… but in their lives! They said it was uncomfortable at first, but after a day or so it was one of the most empowering… and beneficial changes they had ever made to their behavior!

So, start looking them in the eye! J

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You Scratch My Back… I’ll Scratch Yours

How many dentists are there in town? How many jewelers? How many plumbers? Landscapers? Dry Cleaners?

Lots.

You can do business with whoever you want, can’t you? How many of those people have you asked to return the business you give them… back to you? Get to know as many business owners and operators as you can in town. Make sure they see you… hear you… are aware of you. You want them to know that you are spending money with them.

Then, ask for just 30-minutes of their time and you show them how you can help them. If they can’t spare 30-miuutes of their time, you politely (and pleasantly) let them know that you’ll be taking your business elsewhere.

If you feel this is too aggressive, then simply ask for their email and start dripping on them. Whatever you do, “start to be seen” by the people you do business with and leverage the dollars you are spending. If you don’t… another advisor will! Be the first!

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What’s Your Modus Operandi?

Want more spare time?  Want fewer mistakes?  It was proven three years ago that when the most highly trained professionals in this country (surgeons) started using checklists, mistakes and accidental deaths both dropped by ½…  And surgery times plummeted.  

Now of course surgeons bucked this at first… “I don’t need no stinking checklist!” 

But of course, the results proved that they did.  So, what kind of checklists do you have in your office?  Here’s an example of the types of checklists that can make your life much easier and more profitable:

  • New client onboarding checklist
  • Money transfer flow chart
  • Beneficiary checklist
  • Annual client review checklist
  • And on… and on

Also, having checklists like these makes hiring and training staff infinitely easier (and nothing throws an advisor into a tailspin like losing an assistant… now that’s a whole other article)!

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Want to Write A Lot More Business Next week… than you did this week? Do these 2 simple things.

For years Selling, Telling, Preaching and Teaching has helped salespeople make a living.  And if you want to just “make a living” I guess you can continue to run your meetings that way.  However, if you are ready to really become a high earning professional, you need to stop doing all the talking!

The more money somebody has… the less they want you to TELL THEM what they should do… or what they don’t know.  They want to be the captain.  If you want your ticket size to go up, you must work on your skill of asking questions to let them discover, for themselves, that your recommendations fit their situation.  Telling them… makes them resist.

So what are the two things you need to do for instantaneous increase in income?  

  1. Quit telling people and instead ask questions so they tell you the exact point you wanted to make.  When they make the point for you… they are comfortable… and they own it.
  2. Step two – record your meetings.  Find out how much talking you are doing, versus the client.  If it is not at least ½ and ½, you are going to struggle to get new people, with lots of money, to give you more than a pittance of it.

Any advisor I’ve coached that has done these two things has seen an instant increase of ticket size.

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Caution: To clarify… this is not the same recycled BS that every Guru brings up on the topic of referrals.

How would you like to bring in 50 high quality referrals a year?  The Royal-Loyal system does just that.  It requires some work… but very little money… to get you in front of the best possible prospects… your clients’ referrals. 

Download the system HERE, courtesy of 5Q Group.

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Get Your Dentist to Refer a Bunch of People to You!

I know an advisor that created a phenomenal referral network.  As with anything worth doing… it took some elbow grease, but it was well worth it!

He sat down and put together a list of 10 professionals in his small city that he knew and respected.  He sent them a letter, and then followed up by phone suggesting that they put together a “Top 100″ book for their city.  It would list contact information for the city’s top service providers for a number of different professions.

The ticket in for this top listing was for each to find another 10 professionals to be in the book.  He then created a nice directory book for each of the “Top 100″ and a website that featured all of the members.  The cost was shared among all 100 top members… it ended up being a pittance because one member was a printer and the other a web designer! 

The entire group promoted the program and the directory.  They also made direct referrals to each other.  This worked so well that many members reported not having to do any other marketing… And do you want to guess how many financial advisors were in the “Top 100″ directory?  Yep.  One.

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This Prospect Will Make You a Ton in 2015 (Hint: They are all around you!)

Crappy prospects… plate lickers and tire kickers… people with plenty of money but they love their advisors… Do-it-Yourselfers…

I LOVE THESE PEOPLE!

The day you learn the trick to turning these crappy prospects into your clients… with all of their money… is the day your practice makes a radical shift towards putting you into the top 5% of all advisors.  This 6-minute video tells you how… it’s simple… but not necessarily easy… that said, more than 200 advisors have been able to see their income triple within 18 months by following this approach.

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This is the one thing that will make your website work (as well as your brochures)!

The advisors I coach often send me their marketing material and websites.  They all look professional. You know… professional headshot photo… a bio that touts their commitment to honesty and integrity… their education, certifications and credentials.

That’s all terrific except…
a) It looks like every other advisors
b) It says the same thing as every other advisor says
c) It’s all about the advisor… AND NOT THE CLIENT!  You have to make it about the client!

If you would like some pointers on how to create an effective bio, here’s a simple and easy to follow guide I give my advisors.  I hope it gets you started on creating your own exciting and effective bio

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Eavesdrop on a Seminar that got 100% Appointments

Advisors that lament about seminars being dead are a bit misinformed.  Listen to an actual seminar that was done in November that closed 100% appointments.  EVERY attendee actually stepped up and made an appointment right there on the spot.  If you need to get in front of more people this year you gotta listen to this!

At 3:30 minutes — the advisor’s coach walks through why goals suck

At 10:30 – An explanation of why this seminar got this advisor a 100% appointment ratio… and is averaging 82% appointment ratios for all advisors using the seminar

At 22:09 – Listen to the actual live event and how the advisor gets the phenomenal 100% appointments.

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Quit Schmoozing and Start Networking

If it works… networking is a great use of your time… again, if it works.  So let’s talk about a few things that can make it work:

  • Don’t just go to “networking events”  go to all the other places people gather – education classes, charity gatherings, fitness classes, etc. – you can network any place people gather.
  • Have a great Elevator Speech – Go here for my complimentary e-book on creating an effective Elevator Speech
  • Start conversations… the one I use is, “Is it the little things that get you, or the big things?”  And then I simply tell a 1-minte story about surgery (it ties nicely to investing when done correctly).  This never fails to easily get them asking more about what I do.
  • It’s NOT a numbers game.  It is far better to make a real connection with a few people… than it is to gather 50 business cards.
  • Listening is MORE important than talking.  People love great listeners, and they remember great listeners.
  • Arrive early and leave late.  You up your odds of productive conversations.
  • Don’t spend too much time with people you know… that is time wasted when your goal is networking.
  • Find the wall flowers!  These are people desperate for a connection!
  • The buffet line is the easiest place to start conversations.  So, don’t load your plate… instead come back to the buffet line over and over.
  • Make notes about the people you meet.  You can use this information to write handwritten notes to follow up the next day.  THIS COMBO… personal info and a handwritten note… WILL MAKE YOU A TON OF MONEY!
  • Wear something that will get people talking… an unusual tie… flamboyant socks… an interesting name tag (decorate it or write something on it that will get people talking)

Incorporate some of these ideas the next time you go to one of those boring meetings and finally make it pay off!

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