SALES PRO INSIDER BLOG
“Split assets” or the “We don’t want to put all our eggs in one basket” Prospects & Clients
“We don’t want to put all our eggs in one basket.” If you’re a financial advisor, you’ve likely heard some version of that before. A prospect likes you, they see the value in what you provide, and they’re willing to move forward…but only with PART of their assets. It can be tempting to immediately explain why consolidating everything with you...
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Being an Effective Guide in the Sales Conversation
What do prospects need from you to make the confident decision to work together? There’s a big difference between being helpful and being pushy. Financial advisors sometimes pull back too far in prospect conversations because they don’t want to feel “salesy.” So they answer questions. Provide information. Offer resources. And then leave the...
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Metrics that Matter
Metrics matter in your business development and sales efforts. Are you measuring progress? …Or simply activity? It’s easy to track the things you DO: Number of prospect meetings. Follow-up emails sent. Calls made. Conversations scheduled. Those numbers matter because they’re within your control. They’re the leading indicators that tell you...
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Why Your Sales Process Never Trumps Theirs
Reality check: Your sales process will NEVER trump your prospect’s buying process. You can have the seemingly perfect sequence of meetings, emails, follow-ups, and next steps…and none of it matters if it doesn’t align with what your prospect needs along the way! Most people don’t hire financial advisors every day. They enter your world with their...
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The Danger of Answering Questions Prospects Haven’t Actually Asked
Hey financial advisors, one of the best things about you is that you know a LOT. Between all your education and experience, you know about the market, strategies for many financial situations, taxes, etc. That’s great. And yet… Sometimes all that knowledge gets in the way of a great prospect conversation. A prospect asks a question and you want...
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The 6 Words That Matter after They Say, “I need to think about it.”
“I need to think about it.” 6 words that can completely change the energy in a prospect conversation. And what you do NEXT matters. When a prospect says they need to think about it, you may instinctively want to do one of 2 things: 1. Accept it immediately and wrap up the conversation. OR, 2. Jump in and try to overcome the objection. Neither...
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Active Listening and Earning the Right for Them to Care
Do you find yourself listening to your prospects? Or just waiting for your turn to talk? There IS a difference. Many #FinancialAdvisors consider themselves good listeners. And they probably are! And yet in a prospect conversation, the norm isn’t the same. You ask a question, and while the prospect is answering, your brain starts working on and...
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The Pause
A simple, yet challenging powerful conversation tidbit…after asking a question: Take a sip of water. Or make a note. Seriously. It’s powerful! Why? Think about what happens after you ask an important question. Your prospect may need time to process before responding. And too many advisors are uncomfortable with the silence after just a second or...
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The benefits of having a system to anything you do
I love a good system. In my personal life and business. Now that I acknowledge ADD tendencies, I realize that systems are what keeps me more focused and productive…without them I am ALL over the place at any time. Hey, is that a squirrel? 😊 Whether it’s preparing for a client meeting, onboarding a new client, or managing follow-up, a thoughtful...
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There Are Two Sales Processes
Financial advisors often recognize that they need a sales process. One sales process. What they often don’t realize is that they actually need two. The first is the overall journey the prospect takes from the moment they first hear about you until they become a client. Mapping out everything from the moment they enter your world to the first...
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