Rising from the red-hot ashes of selling defeat

I remember the first time a prospect said “No”. 

I fought valiantly with my words.  Tried to win them over with fact and figures.  

Problem was…

I did most the gabbing.  

You’d thought I loved the sound of my own voice. Probably did.  

Wonder Wife tells me I have a very soothing voice.  It must be true cause I can’t count the number of times I put her to sleep during a late night chat  

Anywho hee ha…

Back to my brutal defeat.  

I picked myself up, scratched my head wondering what I did wrong.  After a few more knock-downs it started sinking in.  I wasn’t engaging the prospect.  I didn’t ask enough questions.  I was unfamiliar with a “battle-tested” approach that works like a lucky charm.

What’s that approach? 

Consultative selling my friend.  Consultative or “Question-Based” selling.  

If...

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How's Your Positioning?

Now…why should I choose you?

Don’t you just burst and bubble over with good vibes after hearing this?

You’ve arrived in front of a prospective client.  You KNOW you can get them results… and you’re piping hot and ready to deliver.   

You thought you’ve done your best to demonstrate you’re the advisor  who’s best suited to manage their assets.  You have a solid track record.   A proven ability to grow (and protect) client assets. 

Then…

You quickly realize… they’re kinda oblivious to all this.  They still see you as another advisor or salesman in a “sea of options”.  

Not good.

Can you salvage your weak positioning?  Sure.  But it’s going to take more work and “convincing” (Ahhh! such an ugly word!). 

When you have to start convincing a prospective client that they should choose...

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Rise of the Affluent Walking Dead

client meetings Nov 12, 2018

Picture this…

You’re sitting across from a primed affluent prospect hoping you’ve done enough to prep for the meeting.  You’ve got charts and data up the yin-yang.  

As you zealously attempt to “wow” her with metrics…

You notice her eyes begin to glaze over.  

She extends for a BIG stretch and let’s out the “yawn of death”.   She puts her right elbow on the conference table.  Places her hand under her chin.  Then, to your utter shock and amazement, you see her eyelids slowly close shut. 

Congrats my number-lovin friend… You’ve transformed your prospect into “the affluent walking dead”.

And, sorry to break it to ya…  But this ain’t how you win a new client into your fold. 

Are numbers a part of it?

Yes, of course. 

But that’s not how you’re going to win the client....

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How Financial Advisors Can Consistently Close New Accounts

client meetings Nov 12, 2018

I know there’s a lot of folks out there that want to tell you how to grow your financial practice, so just give me a few undivided minutes of your attention and I’ll show you the simple 4-step process that has brought in over $150,000,000 of new client assets within a 5 year period for just one financial advisor who followed the financial advisor marketing strategies and processes found on this website.

Yes, you read that correctly, $150 Million within 5 years!

You see, unlike others on the net and in our industry magazines that just want to teach – these results are from an advisor who actually did it. And he did it all before his 26th birthday.

He collected monthly advisory fees of over $30,000 as well as quarterly advisor fees of nearly $40,000!

All told, his trailing 12 months of completely recurring fees was $518,992.28. Built completely from scratch – no wealthy relative, no inherited book of business.

Every single client was attracted using the...

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How to Have an Intelligent Conversation with Your Clients

client meetings Nov 12, 2018

A Global Intelligence Briefing for CEOs by Herbert Meyer

Herbert Meyer was the first senior U.S. Government official to forecast the Soviet Union’s collapse. For this, he was awarded the U.S. National Intelligence Distinguished Service Medal the highest honor that can be received from within intelligence community. With this in mind, continue on to absorb the thoughts and facts presented by this knowledgeable researcher concerning major transformations altering our lives and changing world history. Then read it again. Because you will soon see why these presentations [made to Chief Executive Officers of large international companies] is so poignant and eureka clear in its facts and logic.

“Currently, there are four major transformations that are shaping political, economic and world events. These transformations have profound implications for American business owners, our culture and our way of LIFE. “

  1. The War in Iraq

There are three major monotheistic religions...

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