Sales Skills for Financial Professionals: Ask Provocative Questions

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

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

Be Your Own Tree

Last week, I read an article by Dan Waldschmidt in the publication LifeHealthPro that inspired me to sit down and write this article of my own.  The gist of Dan’s piece was that just because some technique or strategy works for someone else doesn’t mean that it will work for you.  Not everything works for

Jun 05 2013

Chasing Whales? (Start with JUST ONE.)

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

HOW TO IMPROVE YOUR PERFORMANCE

Two advisors start their careers with similar backgrounds—the same education and training—and similar connections and people skills.  Within two years, one of them is extremely successful, and the other is struggling. Maybe “the other” isn’t bringing in enough clients, or the right kinds of clients.  Maybe he is working so hard that he has no

Work Smarter III: Focus on the Vital Few

“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

Ask More Questions FIRST

Cheryl, an advisor who consulted me to help her find and keep more clients, was questioning why I told her to spend most of her appointment times asking questions, rather than telling her potential clients about her knowledge and abilities. “In the past,” she protested, “I spent as much time as I could telling them

Tell a Better Story

Brad, a financial representative with a major Broker-Dealer, was complaining about email and phone interruptions.  He knew he was getting so caught up in playing with his smart phone—trying to figure out how it could alert him only for certain contacts—that he was sacrificing hours of real work. “You make choices,” I told him, “about

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

NEEDY IS CREEPY!!!

A few years ago, my fellow coach, Rich Litvin, decided to try speed dating.  About a month after his first experience, he went to a second speed-dating event, where he ran into another guy who he recognized from the first event. “Did you get many dates from the first one?” the man asked him. “Three,”