Category: Success Principles

“Attract Trust: Build a community of right-fit clients by behaving in a way that earns trust.”

October 6th, 2018 by

Trust is not the objective in an advisor-client relationship. Rather, trust is a byproduct of the other things you do, such as your behavior, your communication, and the quality of your work.

If gaining your clients’ trust is your objective, then the focus is in the wrong place: you. When your goal is to establish trust, it might be to further your agenda: “I have to get them to trust me so they hire me, so they give me assets, so they buy my product or idea” and so on.

Consider this point of view instead: “I am going to show up relaxed, be authentic and professional, create a great client meeting experience, ask great questions, listen with empathy, be well-organized, respect their time by not bragging about myself or my company or over-explaining financial concepts and ideas, and be selective about letting only right-fit people join my community of ideal clients. If, in the process of behaving this way, they trust me and hire me, fine. If not, that’s OK, too.”

You may be concerned that relaxing or abandoning a more intense sales focus will diminish your results. Actually, the contrary is true. Which is more likely to attract successful people as clients: the relaxed trusted advisor or the intense salesperson? Relaxed doesn’t mean lacking in passion for helping people make smart choices about their money. It means that you don’t show up with what we used to call “commission breath.”

Below are nine time-tested ideas for behaving in ways that create the byproduct of trust.

  1. Look for right-fit people to join your client community versus going after anyone with money. Create an ideal client profile where personality is equally important to money for them to earn an invitation to join your client community. Notice the difference in how it feels to think of inviting people to do business with you versus thinking only of closing the deal.
  2. Ask good questions about your clients’ values and goals: What’s important about money to you? What are your tangible goals that require money and planning to achieve? How much do you want to have for that goal? By when? What are two or three words that describe what you are thinking and feeling once you have achieved that goal? Does the idea of having a comprehensive financial plan that gives you a higher probability of achieving your goals and fulfilling your what is truly important to you in life (your core values) appeal to you? Would you like to join our client community and have us do this work for you?
  3. Listen with empathy. The tendency, especially during an initial client interview, is to think about what you are going to say next while they are answering your question. When you do this, you don’t really hear what they said. It’s difficult to be empathetic to things you weren’t mentally present to hear. The solution is to have your questions memorized so you don’t have to think about what you are going to ask next, thus allowing you to be fully present and a much more empathic listener.

  1. Record your client meetings, especially the initial client interview. You may have seen one of my previous articles in a magazine before about recording client meetings.  To save you the trouble of searching back issues here’s a script for introducing the recorder.  “I appreciate the investment of time and effort you made to be here today. The fact that you have done so tells me that you must be serious about your money – is that true? (Pause for answer.) You’ll notice that I’ll ask many relevant questions, take copious notes, and I also record the meeting. (Refer to the recorder and pause.) The reason I record is because I’m very thorough. (Pause.) Do you know how you can watch a movie a second or third time and see things you missed the first time?” (Long pause for response.) “Well giving you advice about your money so you can achieve your goals is obviously much more important than a movie, so I want to make sure our advice is right for you. If we choose to work together, I’ll listen to this recording at least one more time to make sure to get it right.” (pause)  Ask your first question.
  2. Give advice with conviction. Salespeople tend to offer alternatives and let the prospect or client choose. Trusted Advisors gather all the information they need, consult with other experts where appropriate, and – with conviction – give the best advice for the client. There may be more than one way to achieve a goal, but there is only one best Find the best way and give advice with conviction.

  1. Tell the truth, even if doing so jeopardizes the relationship. Serious and successful people don’t want to pay good money for a rubber-stamp, “yes-person” telling them only what they want to hear. It’s your job to tell the truth, especially when it’s what they need to hear and not what they want to hear.
  2. Be inspiring. Focus on helping clients and prospective clients create a compelling vision for their future and become their bridge to make it happen. Being a future vision creator is much more trust-building than being a problem-solver.
  3. Be a comprehensive financial professional. It’s interesting that most financial advisors claim to be comprehensive, which implies “everything.” Do you really help your clients take care of everything related to their money?
  4. Put the client first. It sounds almost silly; yet, there is a lot of discussion and controversy by regulators and industry leaders about the fiduciary standard. It’s simple. In all situations, under all circumstances, put your client’s needs ahead of your own. Isn’t that what you already do? The good news is that your competition needs somebody else to define integrity for them.

Keep in mind that these are not tactics to build trust. They are powerful behaviors of financial professionals who are very good at what they do and who genuinely care about helping people get their entire financial house in order, achieve their goals and fulfill what is truly important to them in life (their core values). By behaving at this very high level of professionalism, your clients’ trust is the byproduct of that behavior.

Join Bill Bachrach on October 9 at 11:00am Pacific / 2:00pm Eastern for a FREE LIVE TRAINING, Client Acquisition Mastery in the World of Digital Advisors and Disruptive Technology. Register NOW by going to https://youradvisorroadmap.lpages.co/clientacquisition-10-09-18/

 

Check out the AdvisorRoadmap™ Virtual Training Platform that provides you with everything you need to know about Client Acquisition, Client Service, Leadership, and Time Management available 24/7 on your computer, laptop, tablet, and mobile phone for an extremely affordable price.  To discover more so you can build trust even more quickly and accelerate your results, go to: http://www.youradvisorroadmap.com/

Do you want to work less and make MORE?

September 27th, 2018 by

If the answer is YES or DUH…, then let Bill show you how you can do it!

Chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients.

Ironically, most Advisors want exactly the opposite: more money, less hours, and more of the right clients.

  1. More Money.
  2. Fewer Hours at the Office.
  3. Fewer Clients (but HIGH DOLLAR clients)

Bill Bachrach will share case studies, stories, and examples of what the best Advisors do well and what most Advisors are doing wrong.

In order to work fewer hours, acquire the RIGHT clients, and make more money, join us LIVE for this training session on October 9 by clicking this link. https://youradvisorroadmap.lpages.co/clientacquisition-10-09-18/.

Join Bill on this powerful training session to help you accelerate your results, so you can stop working too many hours, for too little money, and with too many of the “wrong” clients.

Income seldom exceeds personal development.―Jim Rohn

When you attend the LIVE training, you will have access to a special and valuable BONUS you only get when you show up for the LIVE webcast. We know how busy you are and how easy it is to register and then get distracted by something else when the time for the online training rolls around, so here’s an incentive for you to carve this event into your schedule in stone.

The bonus training video includes the 5 key habits of top Advisors who build businesses with 50 or fewer clients who each pay them $36,000 per year, or more. Whether you want to build a business exactly like this or not, these 5 key habits will help you build a stronger, better, and smarter business.

Show up for the Master Client Acquisition web training and Claim Your Bonus Training Video.

 

Alternative Advice

July 26th, 2018 by

According to Investopedia, an alternative asset is any non-traditional asset with potential economic value that would not be found in a standard investment portfolio.

 

This column uses alternative investing as a springboard to explore how alternative client conversations and advice can help distinguish your client value promise from your competitors to increase client loyalty and grow your business. What is alternative advice? Alternative Advice is advice outside of what is considered to be the traditional domain of financial planning or wealth management: tax, money management, estate planning, and insurance.

 

You will discover 3 aspects of alternative advice: Financial Organization, Identity Theft, and Health.

 

When is it appropriate to give your clients “alternative” advice? Any time it would be valuable or helpful for them.

 

Financial organization is the process where you get ALL of your financial documents and data organized and simplified. What would your life be like if all of your account numbers, user IDs, passwords, and security questions for every bank account, credit card, insurance policy, investment account, reward program, passport, driver’s license, computer, tablet, phone, and cell service…virtually everything with a statement and online access…was completely and fully up-to-date and organized? If something happens to you, how easy will it be for your spouse or children to open your computer and find all the docs and access details necessary to keep your life working or transition your financial affairs in the worst-case-scenario? Obviously, getting this done even with a power of attorney would be a nightmare. Where is the password for your computer and the code to open your tablet and mobile phone? Who knows that besides you? Wouldn’t it be amazing to be this financially organized? If financial professionals aren’t this organized, imagine the state of the general population. Even the most financially successful people who pay tens or hundreds of thousands of dollars per year for financial advice are not very financially organized.

 

On a scale of 1 – 10, one being a total disaster and ten being a perfect example for the world to follow, when it comes to being financially organized, most of the financially successful people I ask say they are at a level five or below. In fact, not a single person I’ve asked has said they are higher than seven. When asked if they would like to be a 10, they always enthusiastically say, “yes!” They often tell me that getting financially organized is a project they’ve been meaning to get to… for many years. Sadly, their financial planners, wealth managers, accountants or any other advisor has never mentioned it or offered to help.

 

This is the kind of alternative advice and help that elevates your client value and can move the needle on the trust dial in the right direction. Yes, you can charge for getting clients financially organized. And, yes, you can charge annually to “audit” their financial organization and bring everything current. Recurring revenue is not just for AUM. In a world where compensation for financial products and investment management continue to decline, perhaps the next generation of financial professional will be the financial organizer.

 

Our industry tends to focus an inordinate amount of energy on what can’t be controlled: the market, the economy, politics, and world events. Instead of wasting time having a client conversation about Trump’s latest tweet, have the alternative conversation about financial organization.

 

The financial organization conversation leads very naturally to the alternative client conversation about identify theft. Do you know anyone who has had their identity stolen? If you do, then you know what a nightmare it is. What do your clients do with all of those paper and digital statements? Where do they store them? Are they secure? How can you help? How valuable would it be for your client to have the maximum identity theft security?

 

Do all of your clients have a fireproof safe in their home? What’s supposed to go in that safe? How do you know if what’s supposed to be in the safe is actually in the safe? Where is the combination? Where are the back-up documents for everything that’s in the safe? What should be in a safe deposit box instead of the home safe? What documents can be held only electronically and the paper shredded and future paper statements discontinued? Where are their paper account statements? All too often, in an unlocked filing cabinet or desk drawer where the housekeeper, handyman, babysitter, or any other worker has easy access. What kind of shredder do they have and do they use it? I’ve been in a friend’s home office where a stack of sensitive documents is piled next to the shredder in plain sight. When I ask when they will be shredded, their “process” is to shred every week or so. In the meantime, that pile is identity theft nirvana. Are all shredders created equal? Nope. Do you know which shredders do the job and which delight identity thieves? Why not just give every client the best shredder with instructions for use? It’s not a gift like a bottle of wine, it’s a deliverable.

 

If a fire or other disaster is threatening their home and evacuation is necessary, what physical documents should be taken? That’s a trick question because the answer is NOTHING. All any family should have to worry about is themselves, their family members, their pets, and whatever personal memorabilia they can carry as they evacuate. Why? Because the few original physical documents are protected in the safe or safe deposit box and all digital documents are secure, encrypted, and backed up. Even if they can’t grab their laptop, they’re covered. Or should be, shouldn’t they?

 

For more information to help you help your clients, check out www.johnsileo.com.

 

What would happen to the quality of your client relationships if you had the alternative client conversation about identity theft and provided this service?

 

Many financially successful people feel that having money helps them maximize quality of life while they are healthy and provides the money to pay for things that improve their health that health insurance doesn’t cover.  It’s often said about money, “it’s better to have it and not need than to need it and not have it.”

 

Smart financial advisors work with clients in their 50s, 60s, 70s, 80s, and beyond. For the obvious reason that these are the people who have all the money and, therefore, the discretionary funds to pay for financial advice. As we age, we have to work harder to maintain health and fitness. Regular checkups and procedures become more frequent and more hours per week are required to stay fit. More if you’re battling a chronic disease like MS or diabetes or waging war on health challenge that’s trying to kill you.

 

Here’s a good question to get this alternative conversation started, “How hard are you fighting to maintain a high degree of physical health and fitness?” The older you get the more you understand the term “fighting.” Your clients easily engage and appreciate this conversation.

 

It’s not a deep dive, but you can use the following basic information to frame the alternative client conversation that their time and energy are better invested in maintaining a high level of health and fitness to enjoy their money, rather than wasting time and energy worrying about how things that can’t be controlled will affect their money. You take care of their money so they can focus on taking care of themselves. This is really good advice and it’s appropriate they hear it from their financial advisor.

 

The 5 basic areas are: Cardio. Strength. Flexibility. Balance. Nutrition.

 

  1. Cardio is mostly about heart health. According to the CDC, heart disease is the leading cause of death for men and women. For too many men, the first symptom they have heart disease is death.
  2. Strength is muscle mass and muscle mass begins declining after age 30 without a deliberate program to keep it. Why do you want to be strong?
  3. Flexibility or limberness refers to the range of movement in a joint or series of joints, and length in muscles that cross the joints to induce a bending movement or motion. Who wouldn’t want more of that? Being more flexible doesn’t happen by accident.
  4. It’s not the broken hip that kills people. It’s the hospital stay and the “recovery.” Best to avoid the fall that breaks the hip in the first place. Read this interesting piece in wikipedia about balance: https://en.wikipedia.org/wiki/Balance_(ability)
  5. Nutrition is the science or practice of consuming and utilizing food. You are what you eat it. No truer words ever spoken.

 

Develop a relationship with the Executive Health program at the best hospital in your town and refer your clients. These programs are typically one or two-day extensive health exams. They have all the latest, greatest data and resources for improving cardio, strength, flexibility, balance, and nutrition. They are usually not covered by insurance, but cost a fraction of what your clients are probably paying you.

 

For your next client appreciation event, hire a health and fitness expert speaker instead of a money manager or economist. Your turnout will increase, as well as the feedback.

 

“My financial advisor beat the market.”

“My financial advisor helped me prepare for retirement.”

“Is that all? My financial advisor saved my life.”

 

Besides referrals and your greater sense of fulfillment, the longer your clients live the better for your business, right? For all the talk about generational wealth transfer, do you really want to work with the children of most of your clients? Have you met their kids? Do you like their kids? Do their kids meet your Ideal Client Profile. Very often the apple fell far from the tree. If they have 3 kids and the money is divided 3 ways, after taxes and after they pay off their debt and the grandkid’s debt, remodel the house, buy a new car, and take a vacation, how much of the original money remains? How much more work will you have to do for less money? If all 3 of the kids stay with you, now you have 3 families to serve. Every advisor I know has horror stories on this subject.

 

Alternative advice is good for your clients and good for you.

 

To discover more about how Bill and his team can help you be a more direct and candid communicator who helps clients make better decisions, check out the state-of-the-art AdvisorRoadmap™ Virtual Training at http://www.youradvisorroadmap.com/  

Do you want more clients?

July 17th, 2018 by

The responses from our recent advisor surveys indicate that this is true:

  • 93% of Advisors say they need or want to make more money.
  • 83% say they want to work fewer hours per week and take more REAL vacation every year
  • 98% say they would like to have a smaller total number of clients who each pay them more.

Is this you?

Chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients.

Ironically, most Advisors want exactly the opposite: more money, less hours, and more of the right clients.

1. More Money.
2. Fewer Hours at the Office.
3. Fewer Clients (but HIGH DOLLAR clients).

If this applies to you, enroll yourself in this complimentary, LIVE training session with Bill Bachrach on July 24 (https://youradvisorroadmap.lpages.co/clientacquisition-7-24-18/).

In addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, in about an hour, you will discover the answers to 4 vital questions: 

1. Who should be your target client and why?
2. Why is it easy to “steal” (rescue, as we like to call it) the best clients from established Advisors? 
3. What’s the BIG mistake that most advisors make and what to do about it?
4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects? 

In order to work fewer hours, acquire the RIGHT clients, and make more money, join Bill LIVE on July 24 for this training session by clicking the below link or going to https://youradvisorroadmap.lpages.co/clientacquisition-7-24-18/.

Bill is looking forward to having you join him on this powerful training session to help you accelerate your results.

Note: When you show up on this live event, you will receive a special bonus to help you create your ideal business and life.

 

Are you communicating with your clients enough?

July 14th, 2018 by

Are you currently sending your clients and prospects valuable content each month that they look forward to reading and keeps YOU on top of their mind?

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.”–Scott P’s client

Research has shown that it is easier to keep your great clients when you reach out and “touch” them 24 times per year (2 times per month). This shows them that you care and that you’re there to help them.

This communication can be in the form of a birthday or special occasion card, a phone call, a progress meeting, a high-value newsletter, etc.

If you’re not currently communicating this frequently with your clients and prospects, you can start doing this right away.

This is a great strategy for retaining your clients for the long-term and getting even more referrals.

“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.

One of the most effective ways to deliver communication is through a high-value newsletter that gets sent out in the mail (yes, I said the mail).

Emails are easily missed; however, when a newsletter arrives in the mail from someone you know, like, and trust… odds of that being opened and read are very high.

Wouldn’t it be great if you could easily have your own personalized high-value newsletter and didn’t have to write it?

You can!!!

“I’ve been using these Quality of Life newsletters since day one as a financial advisor and have never missed a month! I get the most positive comments from my clients about these newsletters. My clients continually say they love receiving them and I even get calls about certain articles in the newsletter. My clients love the fact they aren’t business oriented and it truly helps them be a better person.” –Jack W.

The Values-Based Quality of Life™ newsletter, is a done-for-you personalized newsletter that you can use to keep in contact with clients and prospects, without you and your team having to do all of the work.

To check out the Values-Based Quality of Life™ newsletter, and discover how you can have a turnkey, personalized newsletter done-for-you, at a low investment, click here. (http://www.billbachrach.com/order-newsletter/)

“I am really enjoying the newsletters, they are excellent! Your newsletters are great quality and I’ve been passing them along, as long as they give them back to me. They’re all about physical health, relationship health, inner health and career health. Just fantastic! To me I think this is great information that people can actually use.” –Dean K.’s client

Use the monthly high-value Values-Based Quality of Life newsletter to keep in contact with clients and prospects.  There is nothing financial in the newsletter (because you take care of that for them)—it is all about things in life people can’t delegate (physical health, inner health, mental health, career health, and relationship health).

Check out this high-value, client-centric, very affordable, and personalized newsletter by going to http://www.billbachrach.com/order-newsletter/.

 

Check Out The New Accountability Minute Briefing on Alexa, Google, and iTunes!!!

July 12th, 2018 by

My wife, Anne, has managed to get her Accountability Minute Briefings on Alexa, so you can subscribe to it at https://www.amazon.com/Accountability-Minute-Anne-Bachrach/dp/B07F5H2KGB.  You can also subscribe to The Accountability Minute on Google Home and Apple HomePod.  If you listen to any of these and find the messages of value, please leave her a review and let her know what you think.

 

If you don’t use any of these devices, you can always subscribe to get your daily dose of  The Accountability Minute brief message on iTunes by going to https://itunes.apple.com/us/podcast/accountability-minute-business-acceleration-productivity/id1406492556.

 

If you like longer high-value messages, you can subscribe to her iTunes Podcasts (typically 7-15 minute episodes) by going to http://itunes.apple.com/podcast/accountabilitycoach.com/id290547573.

 

Quickly Build an Ideal Client Community so You can Enjoy Your Ideal Business and Life

June 27th, 2018 by

The strategy is very simple: create a vision for your ideal life by defining your ideal business and developing your very clear ideal client profile. Then convert some of your existing clients into ideal clients and acquire more ideal clients, by referral only, from your existing ideal client referrals.

That’s the strategy, no need for a long strategic planning conference where some high paid consultant takes you through some onerous process. Simple. Elegant. Perfect.

And then you implement the tactics, which are complete, proven, and ready to go in our repeatable processes.

What you need to make that happen are repeatable processes that are proven to work for scheduling meetings with your existing clients, creating a very compelling experience, that will inspire them to want to upgrade and become a member of your ideal client community, and the ability to deliver on a comprehensive, holistic client value promise. Notice, I called it a promise… Not a proposition. Propositions are for hookers and John’s not for financial advisors and their clients. Then of course you need a repeatable process for generating referrals, warm introductions, and following up effectively, so some of the referrals come in for a meeting and then become Ideal clients.

The glue that makes it all work are your people and communication skills.

You can learn and master everything you need to build a better business, deliver more value for your clients, and generate all the money you need to live a fabulous quality of life by becoming a member of The AdvisorRoadmap Virtual Training Platform community.  http://www.youradvisorroadmap.com/

If you want to, as quickly as possible, build an ideal client community as the foundation for your ideal business so you can live your idea life, then the first step is for you to invest the whopping sum of 900 bucks and join the AdvisorRoadmap Community. Check out all that is included by going to,  http://www.youradvisorroadmap.com/.

The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 7

June 20th, 2018 by

Critical Conversation #7: Mastery to articulate your value promise and make your offer for them to become a client.

 

This is where the rubber meets the road. If you do not get hired by the clients you would like to get hired by, all of the time and effort up to this point is wasted. This is where you monetize.

 

How succinctly and effectively can you articulate your value promise? How well can you answer the two simple client questions, “How much does it cost?” and, “What do I get?” without over-explaining the details or giving a lecture that would only interest a graduate student in economics, but bores your prospects and clients to tears.

 

If you “had them at hello” you can easily lose them here. The conversation virtuoso orchestrates the face-to-face meeting so the client has a great experience and is more inclined to say, “let’s get started” rather than, “We need to think it over.”

 

The most brilliant financial planning technician, the most savvy investment advisor, the most talented wealth manager, or the most knowledgeable insurance, estate planning, or tax expert does not stand a chance of building an Ideal Clientele without a high level of skill and confidence with these 7 Critical Conversations.

 

The collective mastery of these 7 Critical Conversations will give you the skill and the confidence to talk to anyone, anytime, anywhere. The skill and confidence to speak with any one, anytime, anywhere is how you get the clients you really want, build the business you really want, and live the life you really want.

 

 

AdvisorRoadmap™ Virtual Training for Financial Advisors is a web-based, virtual training platform unlike anything in the industry. This state-of-the-art platform will help you maximize your client value promise, grow your business, and master client acquisition. The training utilizes Adult Learning Theory which helps to accelerate learning, retention, and results. This unique training platform takes most of what Bill has been teaching for the past 25+ years and condenses it down so you receive proven processes and skills (via interactive training courses, videos, scripts, interviews, live webinars with Bill, monthly podcasts, and demonstrations) in the following 4 main areas:

  1. Client Acquisition
  2. Client Service
  3. Leadership
  4. Time / Priority Management

 

To discover all 7 Critical Conversations in depth, go to: http://www.youradvisorroadmap.com/

 

The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 6

June 16th, 2018 by

Critical Conversation #6: Mastery at Financial Benchmarking.

 

This is the skill to handle their financial documents with finesse… without getting deep into the details or the irrelevant stories about the history of each document. This is a 10-minute benchmarking exercise that establishes their current position on the road to achieving their most important goals and fulfilling their most deeply held values. Sometimes the skill is learning what NOT to say. It’s okay to have a thought you don’t express, right? Otherwise, you have LONG meetings that deter people from hiring you. The confused mind says, “We’ll think it over.” Why do they have to think it over? Because there is too much detail to make a decision right now. We value people who simplify our lives and save us time. Are you giving people more information and education than they want or need in order to make a good decision, now, to hire you?

 

The conversation virtuoso manages the flow so people can make a good decision about hiring you to be their financial advisor today. If more people than you would like are leaving your office to “think it over” you have an opportunity to improve in this area.

 

How would mastering this critical conversation help you grow your business with Ideal Clients?

 

AdvisorRoadmap™ Virtual Training for Financial Advisors is a web-based, virtual training platform unlike anything in the industry. This state-of-the-art platform will help you maximize your client value promise, grow your business, and master client acquisition. The training utilizes Adult Learning Theory which helps to accelerate learning, retention, and results. This unique training platform takes most of what Bill has been teaching for the past 25+ years and condenses it down so you receive proven processes and skills (via interactive training courses, videos, scripts, interviews, live webinars with Bill, monthly podcasts, and demonstrations) in the following 4 main areas:

  1. Client Acquisition
  2. Client Service
  3. Leadership
  4. Time / Priority Management

 

To discover all 7 Critical Conversations in depth, go to: http://www.youradvisorroadmap.com/

 

The 7 Critical Conversations to Build & Maintain a 7-Figure Business – Part 5

June 14th, 2018 by

Critical Conversation #5: Mastery at helping people define clear targets with specific dates and amounts of money wanted.

 

Goals are the tangible what they want built on the foundation of their values. You can develop the skill to lead an emotionally compelling and inspiring goals conversation about. It’s a skill, an art form actually. And it’s learn-able.

 

One mistake often made by FAs is that instead of asking a question about goals they suggest goals with statements like, “If you’re like a lot of people in your 40s or 50s or 60s you are probably concerned about retirement.” The risk is that many people have a negative association with the term retirement. During our workshops for prospects and clients, as well as with advisors, I often ask, “How many of you have a negative association with the word ‘retirement?’” It’s common for more than half of them to raise their hands. Then I ask, “what are the words you associate with the term ‘retirement?’” Common responses are: “Uselessness. Unproductive. Death. Out to pasture. No longer relevant. Bored.” I know it’s not your intention, but when you broadcast the “retirement” word you may be moving the needle in the wrong direction, especially with financially successful people who like to work.

 

Instead ask an open-ended question like, “What’s one of your tangible goals that requires money and planning to achieve?”

 

How would mastering this critical conversation help you grow your business with Ideal Clients?

 

AdvisorRoadmap™ Virtual Training for Financial Advisors is a web-based, virtual training platform unlike anything in the industry. This state-of-the-art platform will help you maximize your client value promise, grow your business, and master client acquisition. The training utilizes Adult Learning Theory which helps to accelerate learning, retention, and results. This unique training platform takes most of what Bill has been teaching for the past 25+ years and condenses it down so you receive proven processes and skills (via interactive training courses, videos, scripts, interviews, live webinars with Bill, monthly podcasts, and demonstrations available 24/7 on your computer, laptop, tablet, and mobile phone for an extremely affordable price) in the following 4 main areas:

  1. Client Acquisition
  2. Client Service
  3. Leadership
  4. Time / Priority Management

 

To discover all 7 Critical Conversations in depth, go to: http://www.youradvisorroadmap.com/