The Average Legal Action Against An
Advisor Cost $40,000.00-Plus To Defend!
(Part Two)
An Exclusive Financial Services Journal
On-Line Interview With
Robin S. Mills, President
Financial Advisors Legal Association

Question: Do you have a technique to help you keep focused?

Robin Mills: I believe in simplifying. I ask myself "What is the purpose of … For example: What is the objective of our phone conversation? What is the purpose of my speaking engagement at this event? What is your reason of membership in Financial Advisors Legal Association? This method allows me to stay in the zone and to allow myself to be centered on the individual I am speaking with, the idea that I am formulating, or the letter I am writing. Focus is so very important because it shows great consideration for the person that you are speaking to no matter what the vehicle.

Question: When are you the most satisfied?

Robin Mills: I am satisfied when we have achieved a goal in a shorter amount of time than anticipated.

Question: What do you like most about your work?

Robin Mills: The ability to be creative and to extend that ability of creativity to the team that makes up Financial Advisors Legal Association. We also have an environment that promotes laughter.

On the service side of our Association, I take great pride in the services that our members receive. Our members join initially for peace of mind but we strive to excel in litigation prevention by giving additional benefits to arm our members with tools and education so they are prepared when litigation strikes.

I am most excited when a Financial Professional joins our Association on-line and tells us how happy they were to learn of us. The ability to communicate our concept without every meeting the individual is awesome.

Question: What do you like best about sales?

Robin Mills: The art of communication. This is why I have focused on "intangible" products in my career. When I'm involved in a service like litigation prevention and defense and can provide protection for an individual's welfare and families welfare, there is nothing better than sales. When this combination is in place, the feeling is very tangible.

Question: How important is it for insurance agents and financial planners to work with other financial disciplines, i.e., broker dealers, tax accountants, bank trust officers, tax lawyers, tangible investment advisors, estate administrators, appropriate bankers, etc.?

Robin Mills: Very important. Relationships are key to continued growth. Working together is key to our success.

I Begin With the Close!

Question: How do you close?

Robin Mills: I begin with closing. In order to do this, I listen extremely well. I ask questions so that I can better understand the potential buyer. I approach every "sales call" with tenderness. It is my obligation to explain the services/product to help the prospective buyer understand why this service is the proper avenue or the product is superior. If I have not communicated properly, I have done a disservice to my target audience.

Question: Would you please create a question that enables you to praise any of your staff members that you would like to recognize?

Robin Mills: What do you contribute to having a fun working environment that also works like a well-oiled machine?

Question: Do you see opportunities or problems for insurance agents and financial planners?

Robin Mills: With every problem there is an opportunity and vice versa. The problem is litigation. But there is an opportunity through membership in Financial Advisors Legal Association to combat litigation. One must look at the bright side and the bright side is F.A. Legal.

Question: What do you think the future will bring for financial planners and insurance agents?

Robin Mills: The number of financial professionals has dropped greatly due to many factors. Litigation being first and foremost! I have a great admiration for this profession. The financial professional is the life line to capitalism. The relationship that the financial professional develops…creates great things for the clients.

In saying this, I also believe in creating great things for ourselves. Protecting your practice is crucial in today's litigious society. Given that financial professionals are the #1 litigious target in America today, it is the financial professionals responsibility to protect their livelihood. One can do this simply through membership with our association. Membership also provides protection for others. This is not a one-man show and our association allows each individual to give back to his colleagues on a national level. It is very exciting to think about what a simple concept like "economy of scale" can accomplish.

Question: Are there new options today for financial planners and insurance agents to make changes in their practice that will prove lucrative?

Robin Mills: Yes, protecting the practice they have worked so diligently at building is most lucrative. The number-one reason a financial professional will go bankrupt is litigation! Broker dealer firms are under the same statistic.

To be healthy we must observe preventative care. The same practice applies to planners and agents. For your business to be healthy and lucrative, you need to incorporate preventative care. Our members understand this fact and know their membership is a small price to pay for success.

Your Problem Client Will Sue You!

Question: Are there new options today for financial planners and insurance agents to make changes in their practices that will result in more sales?

Robin Mills: Firing clients that create more work than income is one! If a client appears to be trouble, fire the client. This client is more likely to cause more work than necessary, even more troubling is the fact that this client is more likely to sue! Place your energies in your A & B clients and sales will increase.

Question: What gives you the drive and momentum to continue to produce at such an outstanding sales level?

Robin Mills: Because I care about each member in the Association. Because Financial Advisors Legal Association is a proactive answer to the problems that result from litigation. I am extremely passionate about combating relentless litigation.

Question: What methods do you use to get an interview with a prospect?

Robin Mills: I use the method that works. I believe in touching the prospective member with many venues, like, print materials, press releases, direct conversation, and pertinent information that can change the individual Financial Professional or broker dealer principals entire outlook on how to manage litigation.

Question: How do you handle the initial interview? What do you do when you get there, show samples of something, use visual aids, etc.?

Robin Mills: Understanding the potential client's needs is first and foremost. Sharing details about any product that is not necessary is inconsiderate and screams, amateur. The selling tools used always depend on the product that is being sold. With any product, tangible or intangible, candor is most important. Sharing case studies is also a very powerful tool.

Question: Do you look for problems to solve for the prospect?

Robin Mills: Yes! Understanding one's prospect is the key to providing answers.

Question: How do you keep up with your clients over the years?

Robin Mills: Thank you notes, quarterly newsletter, birthday cards, phone calls, gifts, and new product introductions.

Question: Do you make any sales at night? Do you do any night work?

Robin Mills: I try to keep a balanced life. I enjoy my evenings with my family. Balance allows me to maintain my energy for my position with Financial Advisors Legal Association.

When I do work in the evening, it is entertaining clients or I work on ideas for the Association when I have more quiet time. But again, I believe in balance. For me I have far more stamina when my life is balanced properly.

Question: From what markets do you get the greatest percent of your work?

Robin Mills: We attract members from all areas of the financial advisory industry from your one man shop to the large wire-houses. The personality we attract is an independent proactive thinker.

Question: What is the most important advice you can give about how to improve sales?

Robin Mills: Illustrating how your product can HELP your potential client is a must. Then LISTEN, LISTEN, LISTEN! Every client is unique.

Also, make the calls. Numbers do play a part in every sales position that I have been involved. Make sure that the call counts. If you are not feeling up to speed, do not make the "important" call.

Your No-Problem Clint Will Sue You!

Question: Are there two, four, six, ten, valuable sales tips you would like to share with our readers?

Robin Mills: Listen, Listen, Listen. Take notes. Perception is 100% reality. You are not there to sell, you are there to help; I have found when I turn that around, sales follow. Always remember, you can not sell and service if you are in court or if you are disbarred. So do not forget that non-problematic clients will sue you also.

Question: Does the typical or average sales improvement type speaker actually help you?

Robin Mills: It helps me to be quiet for an hour to be reminded that sales is an exciting and wonderful profession. Sales is an art form.

Question: Has the Internet been helpful for you in marketing your services?

Robin Mills: Absolutely. Our web-site, www.falegal.com, attracts members nationwide to educate and deliver the message of F.A. Legal. Our eDefense Manager is a web-based tool that offers proven procedures to keep financial professionals from becoming a legal target, Document templates that have held up under litigious attacks, real-time updates on regulatory issues that affect each member's business, and CPE credits can be achieved through the final exam. The internet is a wonderful vehicle to deliver critical information in real time.

We Exist Because You
Are Now At Great Risk!

Question: What are your personal or professional plans?

Robin Mills: To continue to provide our membership with value added services. To continue providing quality. To continue focusing on excellence! To enable our members to win and prevail. We are going to be there and ready when our members are legally attacked or legally threatened. We exist because they are at great risk. You can "go it" alone. But why would you do that?

Question: What do you consider a great hoax in the insurance or financial planning industry?

Robin Mills: Here is the greatest hoax among agents and planners. Many advisors claim "my clients don't sue." Somehow this misconception has been established. I believe this is about the biggest hoax I have ever heard.

Of course friends and family members take legal action.

The More Members We Have
The More We Win For Our Members!

Question: During your career, has sustaining the same sales level become more difficult each year?

Robin Mills: No. The wonderful thing about Financial Advisors Legal Association is that we are delivering a no-brainer concept. The leaders in the financial products and services industry recognize this immediately. Although it is very much an educational "sale," our services make sense to the prospective member that we target. We have largely grown our protective association through member referral. Our members receive so much benefit, they are eager to share details with their favored colleagues. Our members also understand the concept of "economy of scale." The more members we have the more everyone wins.

Question: What is the biggest change you have experienced in your specialty discipline during the last twenty years?

Robin Mills: Experiencing internet advertising. Banner ads etc… I don't believe in them. I believe in using every avenue combining "old school" techniques, however, I have found "banner" ads to be a waste of money.

I also believe that so many people are concerned about being scammed that it is more difficult today for start up companies. There have always been daunting obstacles but with media hype along with the realities of our society today, trust is more difficult to achieve when building relationships and sharing new ideas.

Question: If you could make just one change in our industry what would that be?

Robin Mills: I would end the countless groundless claims against financial planners and insurance agents.

Robin S. Mills is President and Director of the Financial Advisors Legal Association. She has over twenty years of successful experience in marketing, business management, training, sales, and executive recruitment for international Fortune 500 companies.

Ms. Mills brings a rare combination of management and marketing expertise for substantial growth in a unique member-based operation. She has earned a solid industry reputation for their ability to design and manage systems for national services while enhancing customer relations in exclusive industries. Her ability to develop relations among vendors and executives within the industry provides a spirit of camaraderie while creating substantial services to each individual. She believes in the importance of creating a "crème de la crème" atmosphere of talent while meeting bottom-line production objectives.

A Kansas native, Ms. Mills received her Bachelor of Arts Degree from the University of Kansas, with extended accreditation in corporate training, marketing, management, and related consultation. In 2006 she was selected by In Business Las Vegas "Who's Who" which recognizes leading business executives in the Las Vegas valley. In the same year, she received the highest award the State of Kentucky can bestow. She is a long-time reader of Financial Services Journal On-Line.