This salesman’s record was verified by Deloitte and Touché and placed him at the top of all salespeople. How did he do it? What set him apart? What was his secret?
It ends up he does things that you and I can easily do… and it costs a pittance. It cost just $10 to use the exact same tool he used to become the World’s Best Salesman.
Find out exactly how he did it (and how you can do the same) in this 10-page white paper, courtesy of 5Q Group.
It’s hard to make a sale when nobody will take your call. So, here’s a way to get people to smile when they find out it’s you on the phone. Each month send out a postcard celebrating a silly or unusual day that month… and write a little note on the back.
Guys and gals, this works! I sent out over 200 handwritten cards a month (50 a week) the year I made $1 million in income. Hey, if a guy making a million a year has time to write out handwritten notes… guess who else has time to do it? Hmmmm? :-)
I’ll even give you all the information so all you have to do is write the cards. So now you don’t have an excuse, do you? Ha! Here is a list of the cards and the messages you could write for the next 12 months.
Here’s the link courtesy of 5Q Group: http://www.5qgroup.com/tools/QD_Postcard-Instruction.pdf
How much would it be worth to you to spend an afternoon hosting 24 high-net-worth guys? I am assuming quite a bit. Here’s how one adviser pulled it off…
He first did research to figure out which 100 people in his town he’d love to get to know. He then put together the following package:
A lot of work? Yep. But how much is it worth to get on a first name basis with the biggest movers and shakers in your town? Start planning now!
Where does your website show up on the page when your client searches for a financial advisor in your area? If it isn’t in the top 3… you are missing free business. Think about it! These people are actually LOOKING for someone to give their money to!
So how important is it to be on the top of that search page? Very Important! You don’t have to be an internet expert to get listed near the top. The easy directions on how to do it are in this free, 7-page guide courtesy of 5Q Group
Download here : http://www.5qgroup.com/tools/5QES-Digital-Online-Directories.pdf
In this 5-page Whitepaper titled, “How to Create the Best Referrals—the ones you don’t ask for” the author walks you through the process of getting clients to refer to you… without ever directly asking for the referral. This is important reading for any advisor looking to increase referrals in 2016.
Here’s the link courtesy of 5Q Group: http://www.5qgroup.com/tools/5Q_Create_the_best_referrals.pdf
Want to create clients that talk about you all the time? Just doing your job well will NOT create that! Doing investment research… returning their calls promptly… being friendly with them… THAT’S YOUR JOB! They expect that from you, so that is not going to get them talking you up to their friends and relatives…
But… doing THIS one little thing that requires maybe 5-minutes and a little thought will get your clients raving about you to their friends and relatives! Here’s how you do it:
Create a process for your office called the “5-minute Fix”. Have all your employees and yourself spend just 5 minutes finding something extra you could do for a client or prospect. The gesture could be anything from finding a helpful article on something they mentioned… making a phone call to someone that could help them with a little problem they are having… getting them a gift certificate for something they mentioned…
It doesn’t matter what it is… it PROVES that you listen to them and care. An advisor that did this found that his clients were way more impressed with these little signs of caring, than they ever were with his money management skill (of which he is no slouch).
Make it a habit to do this in your office and watch the big uptick in referrals. The advisor that created this “5-minute Fix” credits it for his successful, referral driven practice.
It’s hard to get in front of qualified prospects who are looking for help… but there are lots of marketing systems that get you in front of Tire Kickers and Plate Lickers. Soooo… what if you could start converting those time wasters into profitable clients? That would make all marketing work, wouldn’t it? Watch the 6-minute video below that shows how that is not only possible… but easier than you think!
Here’s the link to the video courtesy of 5Q Group: https://www.youtube.com/watch?v=N71oVU-C97w
The “Millionaire Next Door”… the client every advisor is looking for… ends up they aren’t so hard to find AND close.
Here’s a 11-minute video that walks you through the process of finding the “Millionaire Next Door” and getting them to hire you as their advisor. It’s simple and inexpensive… and no one is doing it!!!
Here’s the link to the video courtesy of 5Q Group: https://vimeo.com/37745129
If you think you have all your clients’ money… join the club. Most advisors think they have all the client’s money. It ends up you are wrong. Cerulli Associates actually went out and asked clients if they had money outside your management… most times they did as you see in the chart below.
Do you know how easy it would be to capitalize on this fact? Try this… bring some value to your clients that they don’t expect. Or do something for them where you don’t ask for anything back… and you’ll be surprised how many clients will bring up some money “they just happened to have lying around.”
How can you bring value to them? One idea is to make an appointment with them to walk through a checklist with them. This could be about a number of things:
The advisors I work with use the 21 Point Checklist… it is a money magnet!
You are the most talented salesperson on earth. You sell the intangible.
Every other salesperson has the advantage that people can see and touch what they are buying… homes… cars… copiers… televisions…
You sell air… concepts… ideas… promises. That is a tough sale. But have you sat down and thought of ways to turn the intangible… INTO tangible things your client can hold?
Here’s one technique I used that worked really well. After walking a prospect through their current situation, we always found they could do the following:
I’m sure you do something similar by showing the prospect how you can improve their current situation. BUT… how many times after showing them the thousands and thousands you can save them… did they just walk away? You can’t believe it! How could they possibly not implement this plan!
Do you want to know why? It’s because they don’t need to… they are living perfectly comfortably without your ideas.
They think, “Sure it would be nice, but why rock the boat when I’m living large right now?”
So here’s what I did to turn that “idea” into something they could actually hold on to.
I had a cigar box on a shelf in my office filled with $3,000 of fifty and one hundreds dollar bills. After I got done showing the client how much I could save them in fees and taxes, I asked them if I could show them how much money that was. They would always look at me strangely thinking, “Duh, I know how to do math!”
But they would always humor me and say I could show them. So, let’s say I determined I could save them $4,200 per year. I would then take the box with the cash down from the shelf… open it up and pull out the wad of cash. I would then count out the largest amount of money I could with the $3,000 I had on hand.
For example, I would say, “The savings we are talking about would be like someone walking up to your door every 6 months and handing you (and I would count it out a bill at a time)… 100, 200, 300, 400, 500, 600, 700, 800, 900, 1,000………. (All the way up to $2,100)—then I would push the money over in front of them on the desk.
No matter how much money they were worth… it got their attention. They would nervously laugh and ask if they could take it home with them. And I would simply say “Of course! That and more! Every 6 months you’ll get that wad of cash, just by making the changes we talked about today.”
Then, I pull the money back and neatly place it in my cigar box. Boy, oh boy, you could see the wheels turning in their head! This made the savings I was talking about real and it tapped into their desires and greed. You see, I gave them REAL money… and then I took it back. That is using a HUGE psychological tool. They are now suffering LOSS!
Try it and you’ll never again have someone nonchalantly walking away from the savings you are talking about!
