To be truly successful at getting clients, your passion for your work must be accompanied by Mastery of Three Skills: (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 In this article, I’ll focus on the first of
Sales Skills for Financial Professionals: Ask Provocative Questions Read More »
“It seems like you’ve already got nearly as many clients as you can handle,” I declared to Victoria, a CPA and CFP who had just started working with me. “So, how can I help you?” “Well, the truth is, Sandy, that none of them have any money,” she confided. Victoria is 27 years old and
How are we doing? What are you getting out of our work together? Anyone in a business or professional practice should be asking clients questions like these on a regular basis. A sincere discussion about your value—and the places where you could give more value—can help you keep the clients you have already and obtain
A few years ago, Karen became a “Top Ten” representative out of the several hundred agents at her financial services firm. She received a certificate, a $15,000 bonus, and a great deal of attention from her peers. A year later, she barely made it into the Top Thirty… In January, Karen called me for help.
“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
“I’ve just been lucky,” my client, Jerry, responded when we started talking about the success of his financial practice. Jerry started working with me when he felt he had hit a plateau. He was afraid to lose what he had built by raising his management and planning rates, and he wasn’t sure what he wanted
