What sells a
person better? An abstract idea or a concrete
example? A picture or a bunch of
In the video
below, you’ll get a bunch of great ideas on how to quickly demonstrate ideas
that we use with our clients every day.
These “doodles” will have people understanding concepts it used to take
you 10 minutes to explain… and instead, getting your point in less than a
minute. Better yet, they’ll remember
your point much longer too!
Get lots of fun examples in this video (starting at 14:57 into it)
How do you
get someone to take your call… or even better… call you? There are a gazillion fun ways to do this,
but the idea I’ll give you today is simple, easy and professional.
thing you must do is find the year the person was born. If you don’t know… There is plenty of
information on how you can do this online.
always interested about “the good ole days.”
They wonder, what were things like when I was born? You can capitalize on this in a unique way,
by using the site www.papermags.com.
The site has actual magazines from all the way back to the 1930’s.
You can even
tailor the magazine to what you know about the person’s interests, because the
magazines run the gambit…
Now simply attach a handwritten note with a personal message… with a p.s. about wanting to speak to them for just a couple of minutes.
Here’s an example:
Hi John! I see from some of your posts that you enjoy classic cars as much as I do. They just don’t make them like they used to. I thought you might enjoy this Muscle Cars issue from when you were in high school!
Stay Fast, Mike Advisor
p.s. Think you could
spare 10-minutes on the phone because I have a quick idea that could inject a
little more oomph into your “car” account, to buy that Corvette you have your
they will reach out to you to thank you… but almost always, they’ll take your
If you use
the tremendous amount of new research done in the last 5 years… you are going
to close many more cases… and faster too.
This video walks you through the most important points from Daniel Pink’s
book “To Sell is Human”.
for selling are so different from the techniques we learned when we first got
into the business. Heeding this research
and making some small changes in your practice will greatly enhance your
marketing… closing… and bottom line.
Want a simple, repeatable template to overcome any objection you’ll ever get? Watch this video that walks you through 22 different objections that financial advisors get… and the exact wording to get the client telling you… that they no longer have that objection… but now whole heartedly agree with you!
The objection portion of the video stars at 1-minute 42 seconds in… You should consider bookmarking this video as a resource that you can come back to time and again.
Your message must GRAB your potential client
immediately. It doesn’t matter if it’s
for marketing, referrals or an elevator speech… your message has to cut through
the clutter and grab them.
There are 3 basic ways to accomplish this:
Don’t talk… DEMONSTRATE—For example, when I’m talking to a client about how much in fees and taxes my plan can save them… I DON’T talk… I demonstrate. I reach into my drawer and count out hundred-dollar bills, real ones. They now get that this isn’t theory. We are talking real money they are bleeding each and every month or year (you can scale it as you need to).
Use case studies—people want to know how what you are offering them… has benefited people just like them. They want to live it vicariously.
Call to Action—at the end of your message, whether it is on paper, a website, email or in-person… at the end of your message you MUST give them a call to action. Tell them exactly what the next step is. Research shows that when you tell people exactly what to do… and amazing amount of people will do it!