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.