Sales Skills for Financial Professionals: Listen with FOCUS

Last week, we discussed the first of Three KEY Skills that will help you master the art of getting and keeping 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 In this article, I’ll discuss the second of these skills: 2. The ability to

Learn This “Secret” from Victoria

“It seems like you’ve already got nearly as many clients as you can handle,” I declared to Victoria, a CPA (Certified Public Accountant) 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

Focus on the SERVICE, NOT the STANDINGS.

Two 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. Last year, she barely made it into the Top Thirty… In January, Karen called me for help.  “I didn’t

Jun 27 2013

Imposter Syndrome (cont.): Success ISN’T Chance.

“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

Apr 02 2013

HELP Your Clients BE HEROES

Financial advisors avoid it whenever they can.  Coaches tremble at the thought of it.  Lawyers pretend it’s beneath them, so they won’t have to do it.  Even when I show them how to do it, they find ways to avoid it.  What is this unthinkable task?  …Asking for referrals. Why won’t they ask?  Either they’re

Are Your Words Powerful?

Jim is a Senior Sales Manager who oversees a dozen branch offices for a financial services company.  Each office has a Branch Manager who oversees 10-20 advisors. Last week, Jim told me how he had asked each of his managers to bring certain advisors of theirs to a meeting he thought would benefit them—and how