 Relationship-Based
Selling, Now More Than Ever
William L. Willard, CLU
Realizing the
inherent limitations of hit-or-miss marketing and kiss- and-go
transactional selling, successful financial services professionals have warmly embraced
client-centered relationship- based marketing and selling. The mission was, is and
will continue to be focusing on problem- solving and meeting the buyer's long-term
needs. The reward? Mutually profitable client relationships leading to cross-selling
opportunities and increased market penetration.
Customer
Impact: The Winner's Edge
by
Bill Brooks
Every sales idea
is designed to do one thing: to enable you to connect with and influence enough of
the right people to do the right things to get what they want out of life.
Why Every Financial Advisor Should
Learn How to Be a Radio Broadcaster
by Stan
Hustad, Performance Coach
 Today
you have challenges in developing your financial services practice and business.
Professional expertise is a given -- you have to have that. Experience and wisdom
need to be developed and acquired. But that is not enough. To be successful as an
advisor requires a good measure of marketing savvy and sophistication; and that is
hard work.
Chapter
4: Define Your Ideal Client in Detail
To assess what Being
Done means for you, it's necessary to first consider your business-development goals.
If, for example, your desired income is a million dollars or more per year, and you
decide each of your ideal clients must generate at least $5,000 per year, then 'done'
means 200 ideal clients. Some of them will generate more than the minimum, of course-but
the key is that none will generate less.
 Transforming Aggression
with Higher Power "I"s: Part II
by Mark Gorkin, LICSW
 Building
on the role of "You" vs "I" messages in power struggles in Part
I, the Stress Doc now illustrates the passion and strategic purposefulness of a "higher
power" response in the face of provocation. He closes with a five-step confrontation
that's even more than a good IDEA.
The
Hidden Triggers That Influence Customers
by Kerry L. Johnson, Ph.D.
A smile begets a smile
and a "how are you" is returned by another: Usually. Recently, I was introduced
to a salesperson in Denver at a company reception. During the introduction, I said,
"Hi." He replied, "Fine, thank you. How are you?" My "hi"
was so clear and distinct that he must have heard it. But to the salesperson, "Hi"
was a trigger for "How are you, " and that is a trigger for the response,
"fine." |
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The
Perils of Prosperity
by Ray Chodos
So where is the difficulty with
prosperity? Challenges rise from new situations for which the family is unprepared.
Anyone having come from humble beginnings places a high priority on never going back
to the tough times. Maintaining a successful life requires security in the knowledge
that revenue and resources will not evaporate lest we backslide into a "work
to live" mentality. The perils that face affluent persons are often not obvious
to them and they have little experiences from the pre-affluent past to draw upon.
Jump
Start Your Practice
by Edwin P. Morrow, CLU, ChFC, CFP, RFC
 Whether
you operate as a commission-only advisor, charge planning fees, receive asset-based
management fees, or only combination of the above, it is easy to lose momentum. In
times of market turmoil, economic crisis and the uncertainty of world conflict this
can happen easily. When companies are collapsing, plants are closing and layoffs
reaching management and executive ranks, times can also get tough for financial advisors.
The Sales Letter
by Martin R. Baird
Financial advisors
looking for a way to improve their marketing efforts and increase sales have the
answer literally at their fingertips. All they have to do is pick up a pen or sit
down at a keyboard and write a dynamic sales letter.
The
Real Secrets Of Making A Fortune In The Insurance Business!
by Ken Varga
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Knowing How To Attract Customers,
Provide Quality Products And Exceptional Service... And Maintain Customers For Life! |
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The
Triple Threat: Inconvenient, Uncomfortable, Expensive
by Bill Bachrach
Not long ago, a friend
asked my advice about a program she was thinking of attending. She wanted to go,
but it would be costly, she felt somewhat unprepared and she wasn't sure she could
afford to take the time away from work. When she told me her reservations, I said
emphatically, "This sounds like a really good idea." She was surprised
at my reaction and asked me, "How do you know?" I told her, "I have
a really simple way of determining whether something is good for me or not: It'll
be good if it's inconvenient, uncomfortable, and expensive."
Why
Financial Seminars are terrible and what to do about it! Part II
by Michael Lovas
 Because
seminars are such vital elements of our business, I'm going to continue the process
I began in Part One. Here, I'm going to give you even more Top Secret information.
I'm serious; very few people in our industry have ever been exposed to this body
of knowledge. |
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