Category: Effective Communication

How to Get Your Ideal Clients without Sounding Like Every Other Financial Advisor

December 11th, 2018 by

I’ll let you in on a secret…..

We find ourselves more interesting than anyone else.

Talking only about yourself is a one-way ticket to boring your prospects. But you’ll see Financial Advisors being guilty of this all the time.

So, why is it that when Financial Advisors talk to a potential client for the first time, they talk about themselves for much longer than they should?

It boggles my mind that’s how they think they’ll win over the business of their ideal clients. They don’t let the prospect say a word.

‘Being interested is more important than being interesting”  Ann Landers.

Today, you’ll learn you how to win over high-value(dollar) clients without coming across as a total sleazebag.

Before we get into that, think about your best clients. The ones that make you the most money and give you the most satisfying feeling.

You might recall meeting them in various situations like charity events, networking, and other social events.

It wasn’t a planned meeting; it was spontaneous. How do we make the most of those situations?

If you meet someone who would make a perfect client, you need to ask the right questions.

Please don’t ask them tedious and superficial, ‘Hey how’s the weather?’ Type of questions. You’re going to put them to sleep. You’re a Financial Advisor, not a sleep doctor.

Your questions should get them talking about something that’s meaningful to them. One question you can ask is, ‘Tell me something good that’s happening in your world today?”

Short and sweet but very useful. This question elicits a positive emotional state no matter how bad the other person’s day is. They might talk about:

  • Something fun they did this weekend.
  • Something great that’s happening in their family, maybe a marriage or a childbirth.
  • A new fitness program they’ve stated that they wanted to brag about to anyone who’d listen.

Nothing puts a smile on a face faster than being able to talk about something that matters. Additionally, you could ask questions about any of the following categories to get a similar result:

Friends, family, fitness, fun, faith, career, philanthropy and passion.

Guess what? No one wants to talk money and assets with a person they just met. But they’d love advice from a person they like (and they trust).

Building this rapport gets you into the door and is the first building block toward a profitable relationship.

Well, tailored questions build rapport and help get your foot into the door.

The best way to get good at this is to practice. Next time you want to spark up meaningful conversation ask a sincere question.

Watch their eyes light up, like a thirst they hadn’t quenched in years.

If you want clients to more quickly trust you, hire you, move all their money to you, implement the advice from your planning process, and introduce you to everyone they know… you need to have strong communication skills. Join me on my December 12 LIVE web training at 11:00am PT / 2:00pm ET to find out how to do this.

To reserve your seat NOW, go to https://youradvisorroadmap.lpages.co/communication-12-12-18/.  

 

Every Financial Advisor on the planet should be doing this.

December 8th, 2018 by

“Listening to recordings of a potential client interviews has been the most valuable professional development experience of my entire career”Mike T.

Do you know how the best Football players in the world stay at the top? Well, they don’t do it by guessing what they did, they do it by watching exactly what they did.

They have entire facilities like these dedicated to watching game footage.

Like the best football players, many successful Advisors record their meetings.

Now, I understand that you might be a little hesitant at first to try this out. It’s new territory, and it’s a bit uncomfortable taking the first step.

I completely get it; there’s nothing more painful than listening to a recording of yourself. Being under the microscope is terrifying.

But if you’re not recording yourself, you are:

  • Not making as much money as you should be. If you listen to your recordings, you can learn from your mistakes and get better. That’s how you command the best fees.
  • Not getting the ‘cream of the crop’ clients you deserve. There’s no way to know why clients don’t choose you until you hear it for yourself.
  • Missing out on details that can come back to bite you. Notes can only take you so far; there’s nothing like having a recording of your interaction, and compliance loves it too.

So, how do you get started? If you’re like most FA’s out there, you’re terrified to tell a prospective great client that you are going to record the meeting.

What if they say no?

Will I lose this potential great client?

Don’t worry, I’ve got you covered. I’ll share with you the script all my students use to have client’s opt-in for a recorded session. Here it is: 

“In addition to asking lots of questions and taking copious notes, we’re also going to record this session. And the reason that we record, is because we’re very thorough. 

Do you know how you can watch a movie a second or third time and see things you didn’t see the first time?

[PAUSE and wait for them to respond] 

Well, your financial life is more important than a movie. So, should we decide to work together, my team and I will listen to this recording once more. That way we can make sure our advice is just right for you.” 

That’s how you turn an awkward conversation in a strength and another reason for your client to trust you.

If you’ve been reading up to this point, you probably want to start recording right away. Before you start using your phone to record – hold on.

You need to know how to use your recordings. If you’re going to spend that much time going over your game footage, you want to make sure you get something out of it.

Here’s what I want you to do. When you listen to your recordings make sure to note the following:

  1. What are two things that I did well?
  2. What’s one thing I can do to improve?

You’ll be able to zero in on both your strengths and your weaknesses. You’ll be able to formulate a personal game plan on how to be a better communicator (and an even better Financial Advisor).

If you can make recording your sessions a habit, you’ll be able to get more out of every client and prospect meeting.

You’ll get more clients wanting to do business with you and who let you handle ALL their investments.

Not to mention, refer all their wealthy friends to you.

If you’d like to discover exactly what to say and what NOT to say in order to attract and retain the clients you really want, you’re invited to attend the free web training on December 12 at 11:00am PT / 2:00pm ET.

Register now by going to https://youradvisorroadmap.lpages.co/communication-12-12-18/.

 

The Key to Getting More and Better Clients

December 6th, 2018 by

If you want clients to trust you, hire you, move all their money to you, implement the advice from your planning process, keep working with you in any market or economic conditions, and introduce you to everyone they know… you need to have strong communication skills.

Words matter a lot. What you say, how you say it, and when you say it can make all the difference in the world to your success or failure.

If you’d like to know exactly what to say and what NOT to say in order to attract and retain the clients you really want, you’re invited to attend a free webinar training with Bill Bachrach on December 12 at 11:00am PT / 2:00pm ET.

When you learn to speak the language of trust you can create relationships where people trust you enough to do business with you in a fairly short period of time.

Everyone has an imaginary “trust dial” embedded in their subconscious mind. Everything you say and do moves the needle on their trust dial in one direction or the other.

What moves the trust dial most effectively is an emotional connection that comes from understanding who people are and what’s truly important to them.

Join us for this free web training and discover how to speak the language of trust, so you can move the needle “trust dial” in the right direction, on-purpose. As a result, your clients will get more value and you will generate more revenue from planning fees, advice fees, AUM, and insurance and annuity business.

Register right now by going to https://youradvisorroadmap.lpages.co/communication-12-12-18/

Would you like to “Wow” your clients and prospective clients?

December 4th, 2018 by

Claim Your Financial Advisor’s Client Appreciation Event Guidebook right now.

 

To help you enhance the experience at your Client Appreciate Events, download the high-value, complimentary Financial Advisor’s Client Appreciation Event Guidebook by going to http://www.fsspeakers.net/index.php?mode=cae_guide.

 

Learn from our tried and true processes in event planning. Included in the guide is budgeting, site selection, check lists, how to fund your Client Appreciation Event and so much more.

 

You will find this Guide to be a very thorough in helping you have successful Client Appreciation Events.

How would YOU feel if someone did this to you?

November 28th, 2018 by

How would you feel if someone gave you consistent (and free) quality life advice?

I’m sure you’d really appreciate it, right? Well, this is exactly what you can provide for your clients or prospective clients, with the Values-Based Quality of LifeNewsletter

This newsletter will give your clients advice that goes beyond their bank account and financial future:

It addresses the key areas that help people live their best quality of life, including physical health, relationship health, and even career health.

I don’t know about you, but I’d be delighted to receive this kind of quality advice, on a consistent basis.

And that’s exactly how your clients will feel when you gift them this newsletter. After all, isn’t great customer service all about delighting your customers?

Once your clients or prospective clients see that you care about them beyond the financial services you’re charging them for, they’ll be more willing to open their hearts to you and spread the word about your business.

Hundreds of happy Advisors everywhere are already enjoying the benefits that come with this act of goodwill—you, too, can use this simple strategy to ensure YOUR business success.

Ready to get started?

Click the link below to discover more about the Values-Based Quality of Life™ Newsletter and to see if it’s a right fit for your business. http://www.youradvisorroadmap.com/newsletter/

“The comments we get about the Quality of Life newsletter from our clients is very positive. One comment we get the most is, “It’s the one thing I read every month.” This is one reason why we have been sending out this non-financial newsletter for at least 11 years.”  – Greg C.

 

Your Black Friday Special Package Deal Ends Today – Take Advantage Now.

November 23rd, 2018 by

As a reminder, for the first time ever, you can take advantage of a special package deal offering you Black Friday deals that can save you over 38% on our most valuable resources, the Financial Road Map® and the Values-Based Financial Planning book.

Order any amount of Values-Based Financial Planning books or Financial Road Map® packages (25 / package) for only $22.50 each.

Or, you can take full advantage and invest in our Black Friday Special Package Deal and SAVE OVER 38%! Invest in the Black Friday Special Package Deal and receive 25 Values-Based Financial Planning books and 2 packs of Financial Road Maps for only $500! Save over $300 when you order before midnight on Friday, November 23rd.

The foundation of every one of our 125 client relationships is the Financial Road Map®. It was central to the building of our $1.3M recurring revenue financial planning business.” – Brian F. 

Ready to take advantage of these savings? Click here to be taken to the special Black Friday order page,  so you can order your resources today, before the price goes back up!

 

 

The Key to Getting More and Better Clients

November 6th, 2018 by

If you want clients to trust you, hire you, move all their money to you, implement the advice from your planning process, keep working with you in any market or economic conditions, and introduce you to everyone they know… you need to have strong communication skills.

 

Words matter a lot. What you say, how you say it, and when you say it can make all the difference in the world to your success or failure.

 

If you’d like to know exactly what to say and what NOT to say in order to attract and retain the clients you really want, you’re invited to attend a free webinar training with Bill Bachrach on November 8 at 11:00am PT / 2:00pm ET.

 

When you learn to speak the language of trust you can create relationships where people trust you enough to do business with you in a fairly short period of time.

 

Everyone has an imaginary “trust dial” embedded in their subconscious mind. Everything you say and do moves the needle on their trust dial in one direction or the other.

 

What moves the trust dial most effectively is an emotional connection that comes from understanding who people are and what’s truly important to them.

 

Join us for this free web training and discover how to speak the language of trust, so you can move the needle “trust dial” in the right direction, on-purpose. As a result, your clients will get more value and you will generate more revenue from planning fees, advice fees, AUM, and insurance and annuity business.

 

Register right now by going to https://youradvisorroadmap.lpages.co/communication-11-08-18/

I’ll let you in on a secret……

October 31st, 2018 by

We find ourselves more interesting than anyone else.

 

Talking only about yourself is a one-way ticket to boring your prospects. But you’ll see Financial Advisors being guilty of this all the time.

 

So, why is it that when Financial Advisors talk to a potential client for the first time, they talk about themselves for much longer than they should?

 

It boggles my mind that’s how they think they’ll win over the business of their ideal clients. They don’t let the prospect say a word.

 

Think about your best clients. The ones that make you the most money and give you the most satisfying feeling.

 

You might recall meeting them in a situation like the ones you see below.

 

It wasn’t a planned meeting; it was spontaneous. How do we make the most of those situations?

 

If you meet someone who would make a perfect client, you need to ask the right questions.

 

Please don’t ask them tedious and superficial, ‘Hey how’s the weather?’ Type of questions. You’re going to put them to sleep. You’re a Financial Advisor, not a sleep doctor.

 

Your questions should get them talking about something that’s meaningful to them. One question you can ask is, ‘Tell me something good that’s happening in your world today?”

 

Nothing puts a smile on a face faster than being able to talk about something that matters.

 

Guess what? No one wants to talk money and assets with a person they just met. But they’d love advice from a person they like (and they trust).

 

If you want clients to more quickly trust you, hire you, move all their money to you, implement the advice from your planning process, and introduce you to everyone they know… you need to have strong communication skills. Join me on my November 8 LIVE web training at 11:00am PT / 2:00pm ET to find out how to do this.

 

Click the link here to reserve your seat NOW => https://youradvisorroadmap.lpages.co/communication-11-08-18/

Why Financial Advice Alone Won’t Cut It

October 26th, 2018 by

Are you sending your clients and prospective clients financial porn?

In other words, are you emailing them financial advice information? If you are, I won’t judge you.

But while your intentions are good, the fact is, your clients are paying you to handle their financial future—they don’t want to spend their valuable time learning something you should be handling for them.

After all, that is your job, right?

However, there is something you CAN send them that’ll instantly warm their hearts and help you earn their trust: a Values-Based Quality of Life™ Newsletter.

Simply put, this newsletter will provide your clients with quality advice they can instantly implement in every aspect of their lives, including advice on:

  • Physical Health.
  • Inner Health.
  • Career Health.
  • Relationship Health.

We hear time and again from our Committed Advisors how beneficial this newsletter has been in building rapport and strong relationships with their clients.

In fact, many have credited the Values-Based Quality of Life™ Newsletter as the single factor to acquiring (and retaining) higher-paying clients. If you’re one of the hundreds of Advisors that have completed the Referral Process training course within AdvisorRoadmap™, you know just how important this Newsletter is to the Referral Process, and how sending this Newsletter to your clients, prospects, and referrals will set you apart from all other advisors.

Click here to learn more and to see if the Values-Based Quality of Life™ Newsletter is right for YOUR business.

“This is a really good newsletter, it’s well done. I didn’t throw it in the trash like I do with 99% of what comes in here.”          – Client of Scott P.

Communication Skills: The Key to Getting More and Better Clients

October 24th, 2018 by

Could your communication skills save your life? According to my colleague in the Speakers Roundtable, Capt. Charlie Plumb, the answer is YES!

He survived 6 ½ years in a Vietnamese prisoner of war camp – the Hanoi Hilton. The same luxury accommodations as John McKain, only Charlie was there longer. Here’s what he has to say about communication, “I had been through the survival schools in the military and been told repeatedly, that if I were a prisoner of war to, ‘maintain contact with my fellow POW’s!’  I thought this was very logical. How else could we pass along the escape plans?  Much to my surprise, the ‘life saving’ value of communication in the camps wasn’t the information we were passing around, but the simple VALIDATION of another human being! After months of solitary confinement in a very dark cell a person loses track of ones very existence. There is no sounding board … no feedback … nothing to prove that you are real. The simple tapping on a wall (shave-and-a-haircut?) and the response (six-bits) proves your existence.  Someone is responding to you! The point for a Financial Advisor: It’s not the ‘data’ that’s the important part of the communication process.  It’s the simple validation of an individual and their pain.”

Do not underestimate the power of human connection. Communication is how human beings connect. Check out the rest of Charlie Plumb’s inspiring story at www.charlieplumb.com. And be prepared to stop whining. If he can survive 6 ½ years as a POW you can certainly survive a recession. The quality of your communication skills will help.

You may never rely on your communication skills to save your life, but they are the key to whether or not prospects and clients trust you, whether or not they move all of their money and financial affairs to you, whether or not they follow your advice, whether or not they stick with you during challenging times, and whether or not they refer you and introduce you to others.

Yes, communication skills are vital for financial advisors. What you say, how you say it, and when you say it can make all the difference in the world to your success, failure, or mediocrity.

Keep reading to discover some immediately implementable and results-producing ideas. And I will go beyond that and also introduce you to some of the best and brightest communicators I know and their relevant ideas. You’ll get some of their “nuggets” and I’ll refer you to their books and websites so you can explore further those things which resonate with you.

Bert Decker, author of the excellent book You’ve Got to be Believed to be Heard and the creator of the Decker Communications class, www.decker.com, says, “the quality of your communication determines the quality of your life.”

Patricia Fripp, one of the most precise and effective communicators in the world, quotes one of her mentors, David Palmer, as saying, “specificity leads to credibility.” I admire Patricia for her relentless pursuit of accurate, articulate, and specific communication. How specific is your communication? How often do you use substitute words like “stuff” for the actual word that accurately describes what you meant to say? How often to you say things like “kinda” or “sorta” or other ambiguous words that make you sound like you really don’t know what you are talking about? How much more compelling could you make your communications by being more precise with your words? Go to www.fripp.com to download excellent articles about being a better, more precise communicator.

The fundamentals of excellent communication are to know the right questions to ask and when to ask them, to listen with empathy, and when it’s your turn to talk to articulate your ideas and your advice with conviction, in a way that’s all about them, so your clients and your prospective clients respond positively and take appropriate action. Review your notes, script, and processes for your initial client interview with prospects and all client meetings and consider how well you do these 3 things. What questions do you ask? In what sequence do you ask your questions? Are you truly listening with empathy or are formulating in your head what you are going to say when it’s your turn to talk again? How do you respond to prospect or client questions or comments and then come back to ask your next planned question? What is the objective for them? How can you make the experience valuable whether they hire you or not? Do you know what to say when the appropriate thing to do is to “politely disengage” and not offer to be hired?

Having a script or talking points is not so much about memorizing the words and sounding like a robot. You have a script and / or talking points so you show prepared to create a good experience for them and a positive result for you and them. This is not a sales technique. Sometimes a positive result is deciding not to work together. The objective of good communication is to determine fit, not close the sale.

If you have been in one of my speaking engagements or attended our Academy you have heard me say, “You build trust by listening to their story, not by telling yours.” Patricia Fripp says, “Salespeople often talk too much about themselves and their service or product. They make a speech rather than having an exchange or interaction, otherwise known as conversation.” What makes it a better conversation for them is when you ask questions and they do most of the talking. And not superficial chit-chat about how long they’ve lived in the neighborhood, the weather, or their favorite sports team. Your questions should evoke a meaningful emotional response. Giovanni Livera puts it this way, ““When you connect people to their heart, you connect them to you.” www.giovannieexperiences.com

Great communicators are truth-tellers. This doesn’t mean that you are mean and completely tactless saying things like, “Wow! That’s an ugly baby.” As Dianna Booher, the author of Voices of Authority and Communicate with Confidence puts it, “the truth, the whole truth, and nothing but the truth should not be 3 separate things.” www.booher.com In other words, the truth should be plenty compelling to inspire your prospects and clients to action without having to resort to spin, hype, exaggeration, or embellishment to make your point about why a prospect should hire you or a client should take action based on your advice.

The most successful communicators record their meetings with their prospects and clients and listen to them so they discover the truth about their communication effectiveness and make improvements based on this truth. Recording allows you to accomplish two great results.

1. You hear things on the recordings that help you do a better job for your clients.

2. Listening to yourself makes you a better communicator in future conversations.

Prospects and clients love it when financial advisors record the meetings. Why? Because your actions demonstrate that you truly care enough to get it right. Here’s how you introduce the recorder in a way that enhances your credibility and makes it all about them, “I appreciate the investment of time and effort you made to be here today. You’ll notice that I’ll ask many relevant questions, take copious notes, and I also record the meeting. The reason for that is because I’m very thorough. If we choose to work together, I’ll listen to this recording at least one more time. Do you know how you can watch a movie a second or third time and see things you missed the first time?” (Nice long pause for them to respond.) “Well giving you advice about your money so you can achieve your goals is obviously much more important than a movie, so we want to make sure our advice is right for you.” And then you ask your first question. Olympus and Sony both make excellent hand-held digital recorders.

Don’t be surprised when they nod and smile because they are impressed with your thoroughness and professionalism. Only the most obnoxious and / or paranoid people would refuse to let you record. And when would you like to know you are meeting with obnoxious and / or paranoid people? The sooner the better, right?

Having taught the idea of recording prospect and client meetings for more than two decades, I have heard about a couple of firms who forbid recording client meetings. If you work for a company with a policy against recording your conversations and meetings with your prospects and clients, you should quit and find a new firm. These companies clearly do not truly care about supporting you to serve your clients at the highest level and are not dedicated to your success, nor are they client-centered. Could you imagine a professional sports franchise forbidding the players from video recording their games and viewing them to improve to serve their clients (the fans) better? Absurd.

Great communication skills may not save your life, but they can certainly make you much more successful and happier.

Check out www.youradvisorroadmap.com to help you elevate your client value and accelerate the growth of your business.