There are five steps to every message you present. This sequence will help you in constructing any presentation for any group. In fact, it doesn’t matter whether you are speaking to a college class, a peer group, or to seniors for a seminar on Social Security.
You don’t need the advanced training of an FBI field agent to spot the truth. There is a better way.
Virtually all advisors have the technical competence to construct a plan that will help a prospect. But most make a key mistake when they try to explain that plan, and it almost always causes them to lose the business.
Your chance of closing business with an existing client is 72%. Most of the income you make from any one client will be ensuing sales, not from the initial solution.
Contact your clients and prospects at a rate you have rarely done before. But you must use the right script.
Here are a few steps to separate a potential client from an existing advisor.
You are likely really good at probing for numbers. But you probably aren’t probing for what a prospect wants out of the relationship.
There is a better way to get your prospects and clients to implement your suggestions and stop stalling.
If someone says, “Let me think about it,” you are left in limbo – no question that you can answer, no concerns to overcome, just limbo. The answer is what I call the “up-front close”. The essence is a phrase that will stop you from wasting your time.
High-net worth prospective clients don’t have the time to meet with an advisor based only on an introduction from someone they know. You have to give them a reason to meet. The referral is only an entry. Here are five steps and a script that work nearly every time.
Do you use seminars to get new prospects? Are you booking less than 85% of attendees into appointments? If so, then please read on.
Advisors need a great elevator pitch – a calling card lasting only the length of time it takes to ride an elevator to the top of an average building, about 30 seconds.
Matt is a $1.5 million producer. He has a new Porsche 911, Maserati and a 5,000 square foot house overlooking a valley. He has two beautiful kids, a gorgeous wife and no debt. He has it made. Except for the happiness part.
Here are five steps you can use to turn Linked-In connections into business.
Referrals are 35% more likely to do business with you and will give you 25% more of their assets than an un-referred prospect. Many experts recommend making yourself more “referable.” But first you need to measure how referable you are.