SALES PRODUCTIVITY
How to Prep Like a Pro and “Close” Like a Human
Great sales conversations don’t just happen. They’re crafted. Ask any top-performing financial advisor their secret to closing more clients and you’ll hear a consistent theme: preparation. But here’s the kicker: most advisors do prepare. They prep to share data. They prep their questions. They might even rehearse their pitch. What they often...
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Why Your Sales Conversations are Missing the Mark (and How to Fix Them with One Simple Shift)
Let’s face it. Today’s prospective clients are more time strapped, distracted, skeptical, and overwhelmed than ever. During prospect conversations you, as a financial advisor, may find yourself feeling hurried to rush and quickly share all the value you bring, hoping it will “click” for your prospect. But here’s the truth: The key to better...
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Want to Increase Your Sales? Start with Your Existing Relationships
When advisors think about growth, their minds often jump to chasing new leads or running marketing campaigns. But some of your biggest opportunities are already on your calendar, inbox, and client list. One firm recently captured nearly $50 million in additional assets in 3 months by being more intentional with their existing clients. The secret...
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Stop Selling with Agendas: How to Create Conversations That Close
When it comes to prospective client meetings, many advisors follow a well-worn path: send an agenda in advance, kick off the meeting by reviewing the agenda, and proceed through each point like a checklist. And while agendas might keep things on track, they can also make your meetings feel more like a script than a conversation. If you want to...
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A Full Lead Gen Pipeline Doesn’t Happen Overnight; It’s Cumulative
Do you want more clients to serve? Do you want to build your business? That’s the main topic for every advisor conversation that I have. Often advisors are looking for the “big thing” to make this growth happen. Yet, there’s a problem with that mindset: from what I’ve observed, there often isn’t a “big thing” at all. Instead, it’s the consistent...
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Lead Generation Missteps: Stopping Might Be the Best Strategy
“The essence of strategy is choosing what NOT to do.” – Michael Porter, Harvard Business School Professor Who doesn’t want to fill their pipeline with great prospective clients? No advisor I ever met. And the number of ways to fill that pipeline – your lead generation activities – are many! All of them can work…in the right situation....
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Driver or Drawback? Your Mindset Matters
What you think matters. Your mindset becomes a driver or drawback to everything in your life, career, and business. Your mindset impacts: The life you lead – short- and long-term. Career and business satisfaction and success level. The obstacles you encounter. The goals achieved, or missed. The people who are drawn to you. The career and business...
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Discount Dilemmas: How to Stand Firm on Your Fee
Have you ever tried to buy something with a verbal promise? Or deposit a compliment in your personal or business bank account? Of course not! You would be laughed at! Yet, that’s what can happen when discussing fees for service with prospective clients. Never Accept This Payment: Promises Won’t Pay Your Bills True story: An advisor in NJ...
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True Confessions Aren’t Over…Embracing the Tough Stuff
Well, I thought the message about my meltdown in February, regarding the panic over the deadline for submitting Conversations That Sell for Financial Advisors, was the unveiling of my personal insights and vulnerability. It seems there is more… This week, after spending several days with many people at the Shift! Conference, I realized that...
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How to Get More Clients: Stretch Your Belief
What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? It’s huge! Your belief is a major factor in the energy, effort, and activity that you put forth in the lead...
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