Easy Way to Get a Big Hitter’s Attention

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.

The first 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. 

People are 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…

  • Life Magazine
  • Fortune Magazine
  • Sports Illustrated
  • Time
  • Women’s magazines
  • Car magazines
  • Music magazines
  • Etc.

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 eye on.

Many times, they will reach out to you to thank you… but almost always, they’ll take your call.

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Simple Five Dollar Marketing Trick Brings in an Extra 3 or 4 Sales a Year

What would an extra 3 or 4 sales a year add to your income?  $40,000?  $50,000? 

Of course, this will not make you rich… but it’s certainly not a bad ROI on a $5 marketing investment.

How do you do it?  Get the step-by-step instructions in the guide… “Bump Up Your Sales”, courtesy of 5Q Group.  You download it HERE.

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Use this Email Hint to Get People to Call You Back

Use email the right way… and you’ll see your business grow leaps and bounds.  Use it the wrong way and you’ll drive people away.

Advisers regularly run into the problem of getting ghosted by somebody in the middle of their sales process. 

How do you get somebody to call you back?  The best way to get people to re-engage with you is to do these 3 things:

  1. Make them smile
  2. Provide value… BEFORE you ask for anything
  3. Make them feel a bit bad for ghosting you

Here’s an example email that would do those things…

Text Box: Hi Jim and Mary!  It still stings a bit that we weren’t meant for each other… but don’t worry, my wife gave me some ointment and a band aid and I’m doing better. 😊  
I absolutely enjoyed meeting and working with you and want to at least give you a bit more information that you may find helpful…
•	Here’s a link to a resource that could help with the [topic] we visited about.
•	I thought you might also find this article that outlines the best approach to do what we talked about
Hope you find it helpful! And oh, by the way… I’m not chasing you away… if you’ve just been too busy to get back to me, please just give me a holler and we can get going again.  Sound like a plan?
[You the adviser]

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The Latest Research on Selling and How to Leverage it to Close More Deals

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”. 

The rules 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.

Watch here: https://vimeo.com/348187252

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Want a Sure-Fire Way to Get Prospects to Call You?

So, you’ve got a bunch of people on your warm list… but how do you effectively reach out to them, to get them back in your office?

Use psychology of course!  Most people suffer from recency bias… that means they think a similar event is likely to happen again… right after that event occurs. Here’s how to use that phenomenon.

You need to reach out to people about topics they have just heard about on the news last night… it’s what is disturbing them RIGHT NOW!

  • If the market tanked 500 points yesterday… shoot out an email about safe investments or re-evaluating portfolios for safety.
  • If interest rates were just raised or lowered… shoot out an email about how they can affect them in good or bad ways.
  • If they just announced another big tariff… send an email about how that could affect them and why their portfolio may need adjusting.
  • A big security breach at a national retailer… send an email about how they can protect their investment accounts and protect themselves from tax fraud.

We are all fighting for our prospect’s attention.  The best way to do that, is to piggyback on the hot issue of the day!

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Some Ideas to Give You an Edge Over Your Competition

In order to give you an edge over your competition, you need to look and do things differently than they do.  You need to stand out.  Here are some ideas to jump start your uniqueness…

  • Create fun, unique events that bring in clients and their friends
    • Bus tour of Christmas Lights
    • A dog-friendly happy hour
    • Let the sky and your imagination be the limit
  • Help a controversial cause… or hurt one
    • Take a loud stance for or against a tax law change
      • Levy on local taxes
      • Change in state taxes
    • Advocate for a local cause… save or clean up a park or river
  • Find an alternative place to get your message out
    • Tie your financial stewardship rules to those in the bible and approach places of worship with that message
    • Offer workshops for Ethical wills at Senior Centers, places of worship and 55+ communities
  • Leverage Timing
    • Retailors just had a breach and millions of people’s data stolen?  Do a Cyber Security or ID Theft workshop or mailer
    • Medicare Enrollment period?  Do a Medicare Workshop
    • Tax Season?  Do a tax reduction workshop
  • Instead of doing everything… Obsess on one element
    • Be the safety guy—not just with investments… but everything (ID theft, home security, etc.)
    • Be the tax-free investment expert
    • Be the “personal pension” expert
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Ever Wonder Why Advisers that Aren’t Any Smarter than You… make twice as much as you?

Get this Free 29-page Guide to the Secrets of the Top 10% of all Advisors will finally answer that for you… courtesy of 5Q Group.

  • Why what used to work… doesn’t any more
  • How understanding this one thing about bears (real bears, NOT bear markets)… can make you bullet proof
  • The 2 biggest problems with marketing… and how you can fix them in an afternoon
    • And create a monster sales pipeline at no-cost

Download your guide here

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How to Overcome EVERY SINGLE Objection You’ll Ever Get

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.

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3 Powerful Tips that Turn Prospects into Buyers

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:

  1. 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).
  2. 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.
  3. 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!

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What If Everything You’ve Been Told About Financial Marketing is Wrong?

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 will come.

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.

Get it here.

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