want to explore referrals from a new angle – from the mind of the referrer – to shed light on the psychology to inform your approach.
Advisors, particularly those with a fiduciary mindset, want nothing to do with sales. That is understandable, as sales in the world of retail financial advice has caused a lot of harm. We need to look no further than the almost daily accounts of Ponzi schemes and fraudulent tactics that have deprived too many Americans of their life savings. But growth requires business development, marketing, promotion and … yes … sales. Here to talk about sales, why it has been labeled a dirty word, and how to redefine sales and make it work in a fiduciary context is Shauna Mace of Inspire Growth.
Slow or stale growth always boils down to the same three reasons…
A founder-driven growth model isn’t sustainable or efficient.
Here are the five best practices I’ve used to help advisors and their teams regain clarity about what they are doing to drive value for their clients.
Successful selling is a multidisciplinary skill. In developing sales skills, we focus attention on what we say and do, but rarely do we discuss the impact of our energy.
When clients come to me, 90% of the time they want to be told what to do. They have the will and energy to run at goals but have no idea where to start or how to best get there.
Growth is cyclical – try, learn and progress. In an ideal state the process is – try and progress – you get it right the first time and never have to iterate. But the ideal state is unfortunately not realistic.
As an advisor, you are as impactful as your ability to influence your clients and prospects.
Nature is our greatest teacher. After spending a couple weeks on a small lake in Vermont this summer, I saw how fishing provides a framework for prospecting – the process of finding and converting a lead to client.
If you feel overwhelmed, go to bed with a thousand things running around your mind or wake up in the middle of the night, mind racing – you are to-do hoarding.
If you pride yourself in your service, I challenge you to answer this question …
To sell is to move people to act (often in their best self-interest).
A common block I see in business growth is incongruence. What people say they want is not what they actually want (or believe is possible).
When it comes to growth, think small.
If I had to give one piece of advice to quickly improve your marketing and sales efforts, it’s this…
Looking to grow without a pipeline is like trying to lose weight without a plan or a scale
Before you invest time and money on marketing, ensure you have these five things in place.