New Research Gives You the Key to Selling More

Do you sell by your gut… or the way you were trained years ago?  If so, you are probably WAY less successful than you could be.  We are in the Golden Age of selling psychology research.  We now KNOW…

  • What makes people want to buy from you. 
  • How you can communicate to get your point across more successfully
  • The most effective methods of persuasion and influence for any situation or demographic

Watch this 60-minute video that will give you a dozen ways that could make your next sale easier.

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Here’s How You Get P&C Agents to Refer

How do you get a Property Casualty agent to open their huge book of business to you?  I have a Step-by-Step system for that!  I’m willing to give it to you, courtesy of 5Q Group. 

Here’s what you’ll get in this 13-page guide:

  • How to identify which agents to approach
  • The letter you should mail to them
  • The script for your face-to-face meeting with them
  • How to help them get their clients in front of you
  • Numbers that convince the P&C agent they HAVE TO refer to you

You can find it all here in the Property Casualty Referral System Guide

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Doggone Marketing is a Fun Way to Get New Clients

The average dog owner in the U.S. spends $126 on their pooch every month.  Many spend much, much more.  In total, over $70 billion is spent per year by dog lovers.

Dog people are passionate about their canine family member.  They love to be around people just like them.  So, have you thought about getting in front of these folks by doing what they love?  And remember… people work with people that are just like them.

  • Make sure your clients know that you have a dog friendly office… In fact, advertise that fact!  You’ll have people move to you, just because they can bring their buddy with them to their meetings!
  • How about sponsoring a Dog Parade that donates so much money per dog to the local humane society?
  • Sponsoring a Halloween Dog costume contest with prizes.  Better yet, notify the local news.  They love this stuff and you could get interviewed.
  • Get involved with one of the many rescue groups that are out there.
  • Make sure your dog appears in your marketing as well!  Have you ever been to a store where the resident pooch is beloved?  I have been to several in my life… and it’s the dog I look for first when I go there.
  • Give away dog toys with your company information printed on them.
  • Heck!  Rent a park and do a dog-friendly financial presentation!
  • Be creative… the possibilities are endless… or tailless!
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Ask yourself these 3 Questions

You can instantly make your marketing… bio… mail piece… seminar… or any communication you have with the public, INSTANTLY more effective by asking yourself these 3 questions.

Put yourself in the shoes of the client and ask:

  1. What’s Your Point?
  2. Why does it matter?
  3. So what?

That is exactly what your client is thinking… and if whatever you are presenting does not immediately give them an answer that is compelling… you are done.  They have moved on. 

Think about what goes through someone’s mind when they ask you what you do and you say, “I’m a Wealth Manager.”

They think:

  1. What’s your point? – “Isn’t everyone that manages someone’s money, a wealth manager?  I guess no need to pursue this conversation.”
  2. Why does that matter? – “I’ve got a wealth manager, so I guess this guy and his story doesn’t matter.”
  3. So what?  — “I know 5 guys at church… 2 in rotary and 2 that play basketball at noon that are wealth managers too.”

So, what’s your chances of moving this conversation towards a possible business relationship?

What if instead you said, “I help people born between 1949 and 1959 use a little known tax code that allows them to reduce the tax they pay on their investment income to less than 1%”  (You are simply using a simple split annuity).

They think:

  1. What’s your point? – “I’m that age, that would apply to me!  I’d like to know more.”
  2. Why does that matter?  — “It matters a lot!  I hate paying taxes!”
  3. So what? – “So, tell me more… I’m the right age… I’m paying taxes on my investments… and I detest doing so!”

Be specific about how your offer fixes something that frustrates them, and your success will go way up.

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Which is Better for Business… LinkedIn or Facebook?

In the last couple of years, financial advisers using digital marketing has skyrocketed.  You’ve most likely seen or been approached from providers trumpeting their great success on either LinkedIn or Facebook.  So, which one is better?

Great question.  This article does a great job of comparing the two digital giants.

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Why Clients Don’t Take Your Advice… and how to fix it

Have you ever worked with a client where you can reduce their taxes… increase their return and income… reduce their risk and fees… MAKE THEIR LIVES AWESOME!  And they still don’t take your advice?

Watch this 40-minute video that will walk you through the research on why clients won’t pull the trigger… and more importantly the little changes you can make to get them to move to you.  It’s 40-minutes of your time well invested.

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10 Mind Tricks that Help People Close Quicker

The mind is a crazy, often irrational, machine… but if you know how to use that irrationality, it can help you get the client to work with you much faster.

Here are 10 Mind Leverage tools that you should be aware of when presenting:

  1. If you want someone to make a decision quickly, make the thinking easy for them by asking easy questions and using simple concepts.
  2. If you want people to think about things, make the thinking more difficult.  Make them have to work for the solution.
  3. When you use a simple, coherent story, people will be much more likely to make a decision or take action.
  4. If you want people to act different from the herd mentality… make a reference to money with words, pictures or actual (even fake) money.
  5. If you want people to agree with authority and expertise… use a message of death (stories, graphs, tables, etc.)
  6. If you want someone to accept a higher number… then, 30 seconds to a minute before you bring up that number… mention a higher number that would have to do with something unrelated.  This will anchor them to choosing a higher number just a minute later!  (use the reverse if you want them to choose a lower number)
  7. If you want someone to view an idea or thing in a positive light… make it familiar to them.  You can use metaphors or similes to do this.
  8. You can also use repetition to get people to view something in a positive manner.  Research has shown that if you keep your message simple and expose them to it to them 5 to 7 times… most people will begin to feel positive about that message.
  9. If you want someone to think a similar event will occur again… ask them right after that type of event has just happened. 
  10. People will answer much more quickly… and without much thought… if the print is easy to read.  Keep this in mind with your seminars!  Keep your slides simple and easy to read!
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Why Millionaires Switch Advisors… and how to get them to switch to you

This inexcusable mistake is the #1 reason given by high net worth clients for leaving their advisor… their advisor does not call them back promptly.  Are you kidding me? 

Here are the top 4 reasons given as to why people, with more than a $1 million invested, left their advisor:

  1. 73% of respondents listed their advisor not returning phone calls promptly as their top reason for leaving
  2. 57% said slow email response
  3. 56% said their advisor was not PROACTIVE in reaching out to them regularly

These top 3 are easily fixable things and almost worse than the #4 reason which is:  

4. 57% indicated they left due to inadequate or faulty advice.

So, lesson is… be phenomenal at the easy stuff!  It pays off.  AND, communicate regularly with your prospects to show them that you communicate BETTER than the advisor that actually has their money!  Who are they going to run to?

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6 Rules of an Effective Marketing Plan

If you are looking to capitalize on the last 5 months of the year… you must have a plan.  Watch this 47-minute video that will walk you through it step-by-step.  You may be surprised by some of the insights…

  • Why goals suck… and what is far better for increasing your income
  • Walking away from this prospect… actually makes you tons of money
  • What do advisors that make more than $1 million a year do?  It’s simple, easy to do… and you can implement it immediately

Watch this coaching video to help you put together a killer marketing plan!

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7 Notes That Will Double Your Referrals

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.  He’s got things to do!  But, that’s not what his wife wants.

Emails, faxes, the internet, credit cards, ATMs, drive-thru’s…everything is designed to hustle things up!  That can be good thing, or a bad thing, depending on what the person receiving the treatment wants.

Let me ask you a question.  How many of your clients want to be treated in a rushed fashion?  How many of them want you to hurry them through transactions and decisions?

Not a very big percentage is it?

In any profession, it may seem like the best policy is to communicate as fast and efficiently as possible, and there are certainly times that is the best policy.  However, when it comes to the overall perception that we want our clients to have of us, fast and efficient can seem very cold.

 When Slowing Down Can Make You a Bundle

Health, money, family, any of these things require the professional to slow down to show that they care about the person as much as the “ailment.” 

Using fast, efficient communication can actually backfire on a professional.  Instead of being perceived as great service, it can be construed as cold and uncaring.  You need to really foster the message of caring in your communications with your clients and prospects.

 How can you do that?

The handwritten note and a phone call are really the two best ways.  Given a choice between those two choices, the handwritten note is better most times because it conveys a more personal message and takes effort to produce it.

I think any professional that has been around for awhile understands the power of the handwritten note, but for many they are at a loss for what to put into a handwritten note.

Here are some ideas on how to use your handwritten notes to create a practice where people know that you care, and thus feel the need to refer to you.

7 Notes That Will Triple Your Referrals

  1. Say thank you as often as you can. Thanks for coming in. Thanks for the trust you put in me. Thanks for sharing what was happening in your life when we got together last week. Anything and everything. People love to be thanked!
  2. Follow-up on any meeting. If you just happen to bump into someone. Send them a note letting them know you enjoyed seeing them and you’ll have them eating out of your hand the next time you do see them. Send a note after a formal meeting, noting 1 or 2 of the top things covered. Follow-up with your accountant after he does your taxes with a handwritten note and you will have begun a whole different dynamic between the two of you.
  3. Remember client anniversaries, wedding anniversaries, and birthdays.
  4. Send a card to let them know you remember what is going on in their lives. A note sent after their vacation hoping they had a good time. A note celebrating the baptism of their grandchild if they brought it up at your meeting. A note letting them know you thought of them after the big storm last night.
  5. Send them a note about nothing or with a little joke or riddle to tickle them.
  6. Send them a note about a special meeting you are having or a lunch that you are hosting. Invite them and suggest they bring friends.
  7. The more that you send and the more personal you make it…the more success you will see.

I used to send 250 cards a week.  It took me 6 hours a week to write them, but it was worth it.  Before I started writing cards, I had spent about 6 years as a financial advisor, and I had never made more than $50,000. 

The year after I started writing handwritten notes, my income shot up to over $900,000 that year.  I’m here to say it works!

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