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!
With something as vital as marketing, you can’t afford to be
barking up the wrong tree. Great marketing
can make a crappy financial adviser, fabulously successful… but the wrong marketing
can put the best financial adviser on the ropes. Unfortunately, life is not like the Field of
Dreams, just because you build a knowledgeable practice… does not mean they
Download, at no-cost, the whitepaper, What if Everything You’ve Been Told about Financial Marketing is Wrong? In it you will find the ONE thing that sets you apart from others. If you master this concept, your marketing and referrals will rocket up.
What are all retirees looking for? How to get the highest income with the least
amount of risk. But doesn’t every
advisor… tell every client… that they have the answer for that? But guess what! All the answers sound the same!
In today’s world you have to sound different… be different…
come up with different ways to solve people’s problems… IF YOU WANT TO STAND
You’ll find all sorts of ways to approach the conversation about a client’s income differently, in this hour-long presentation. It is chocked full of entertaining anecdotes and stories that get people thinking, “Hey! I never thought of it that way. Finally, an advisor that makes sense! I need to talk to this guy.”