SALES PRO INSIDER BLOG
The Lead Gen Tip Nobody Wants to Hear
Imagine this scenario: A prospective clients contacts you and asks if you’ll start investing their money without providing any context into their larger financial situation, their goals, or any other discussion. Would you do it? Most financial advisors wouldn’t. They would explain to this person that before leading any investments, they first...
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Why Your Clients Think with Their Feelings and What to Do About It
What factor do you think is most important when your prospects make decisions—emotions or facts? Well, the research is clear. When all considerations are similar, not equal but similar, emotions win out as the most important criteria for making a decision. This may be a surprise as many people insist that they make decisions based on facts. Yet...
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Now is the Perfect Time to Take Imperfect Actions
Warning! The content of this message may be offensive to the perfectionists and OCD folks. Do you want to complicate growing your business, or book of business? If so, strive for perfection! What? Yes…a strive for perfection and getting “everything right” will get in the WAY of having the clients you enjoy working with, achieving a profitable...
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The Only Sales Tip Financial Advisors Really Need
Don’t you wish there were a big red “Easy” button that would make all your selling efforts more efficient and productive? Well, there is! All your prospect meetings will be easier when you adjust your mindset to focus on the things that really matter to THEM! Your Easy Button Is: “What’s in it for Them?” Instead of “Easy”...
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Creating Your Roadmap for Sales Success: Practicalities for Using Your Sales Process – Episode 5
While GPS navigation systems have largely made paper roadmaps obsolete for physical journeys, a roadmap for reaching the destination of success in converting clients is still very relevant. That’s what this series on Creating Your Roadmap for Sales Success has been all about: To help you create your sales roadmap so that you can move more of...
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Creating Your Roadmap for Sales Success: Surprising Hidden Benefits – Episode 4
Do you like surprises? Many people claim they don’t, and yet when something unexpected and good happens it still provides a much-appreciated life lift. That’s what we’re going to explore in this installment of the Creating Your Roadmap for Sales Success series: The Surprising Hidden Benefits that come along with having a well-defined sales...
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Creating Your Roadmap for Sales Success: Components for Repeatable Success – Episode 3
Despite having a GPS or a physical map, have you ever found yourself on your way to a destination only to get detoured or realize you must make a U-turn to get back on track? Or maybe once you arrive, realize that you forgot items you were supposed to have with you—like that casserole you made and left in the oven for a gathering. This has...
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Creating Your Roadmap for Sales Success: Staging Your Sales Process – Episode 2
“Staging” is a term used in many endeavors, from getting a house ready to sell to producing a play. It’s typically the last step before something goes live. So, what does that have to do with your selling efforts? A lot! Staging in your selling efforts is a critical step in ensuring success in that sales opportunity. As I shared in the...
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Creating Your Roadmap for Sales Success Episode 1: The What and Why of Your Sales Process
With today’s powerful GPS software, most of us no longer get to experience the thrill of trying to find a path to get where we’re going, whether it be by foot or vehicle. Nope, instead powerful GPS navigation takes out that second guessing and efficiently moves us from Point A to Point B. Of course, the downside to that is that we...
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With Gratitude…
This time of year is a highlight for me. Everyone pauses for a bit to be grateful. To be thankful. To show appreciation. Every year I think, “With everything going on, THIS is the year I am most thankful.” But then I feel even more grateful the next year! The entire Sales Pro Insider team is thankful for our time with you and your attention in...
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