Sales Skills for Financial Professionals: Powerfully Relate

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

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

You WEREN’T Too Direct, YOU JUST DIDN’T SERVE.

“I think I ought to go back to the way I was doing it before,” Ron, 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

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

“And How Are You Today?”—Yuck!

Call me Crazy (or maybe just call me “Coach”) but when someone rings to try and sell me something, I usually don’t hang up on him.  I listen and respond to his inquiry, and then I make suggestions to him on how to improve his approach. For most professionals, cold calling for new clients is

Don’t Be EVERYthing to EVERYone…

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

Take Mighty Swings

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

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