Last week, we discussed the second of three basic yet essential skills that will help you get, and keep, more and better clients: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors At last, we’ve made it to the Third Skill: 3. The ability to…
Sales Skills for Financial Professionals: Powerfully Relate Read More »
“I think I ought to go back to the way I was doing it before,” Tony, an advisor in Nevada, asserted to me in his weekly coaching check-in email. He had just taken advantage of an opportunity to teach a one-session evening class on financial concepts for a local college’s adult education program. One of
You WEREN’T Too Direct, YOU JUST DIDN’T SERVE Read More »
Bill is a financial services representative in the Southwest U.S. who told me that one of the greatest challenges for him was his fear of reaching out to the already “successful” people in his community who he thought he could help. “I have a list of these people I never call,” he told me. “The
Chasing Whales? (Start with JUST ONE.) Read More »
“There’s just never enough time to do all the things that need to be done!” Dave, an insurance producer, told me during a recent workshop. “Is it possible,” I asked Dave, “that you’re focusing on the trivial many instead of the vital few, and that’s why you don’t have enough time?” I explained to the
Focus on the Vital Few Read More »
To Whom Are You Offering/Selling Your Services? The wrong answer to this question is “I offer my services to everyone”. Financial advisors and coaches who tell me that they help [all] people reach [all of] their personal, career, or financial goals do not understand a critical truth about 21st Century business: clients want to work with experts and specialists. If You’re Everything
Don’t Be EVERYthing to EVERYone… Read More »
Baseball fans know that most of the great home run hitters also have unusually high rates of strikeouts. The most revered of these players, Babe Ruth, once advised a fan: “Never let the fear of striking out get in your way.” But most of us are too afraid of striking out to swing hard enough
Take Mighty Swings Read More »
