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

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.

“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

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?

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?

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.

 

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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!

 

 

Make Your Own Tailwind

Long distance cycling has delivered many lessons that have contributed to me helping FAs run better businesses and live better lives.

An obvious fact about riding a bike is that it’s easier to ride with a tailwind. The problem with this, of course, is that you don’t get better, stronger, or faster riding with a tailwind. That usually comes by riding uphill or into a headwind or both. Where’s the fun in that, right? Don’t worry, this is not another “no-pain, no-gain” lecture! Instead, here are 3 things you can do to make your own tailwind. Each is guaranteed to contribute to your success and happiness in business and in life. When the real world is not giving you a tailwind, implementing these ideas will make it feel like you have one anyway.

  1. Attitude: We were in Alta, Utah this past January for our annual ski trip and mastermind week when first-timer, Michael, who had just met Judy the day before, said “Judy, you just glow! I really like you. You exude this terrific energy which is totally contagious.” How’s that for a spontaneous compliment? He’s right. Judy does glow with a radiant positive attitude. How can you get one?
  • Attitude is truly a choice. Judy didn’t build a successful business, raise 5 children, and create an enduring marriage with Larry because everything in life just goes her way. If you knew her whole story and the many serious challenges she has faced you would be even more impressed with her attitude choice. What attitude do you choose most of the time?
  • Be more grateful. Chances are that anything that could cause your attitude to be bad is a “first-world” problem. You live in America. How bad could it really be? During your next “woe is me” moment consider how much more challenging every single element of your life would be if you were born, or lived, somewhere else. Even the other modern, Western democracies have more headwinds than the United States.
  • Be less “me-focused.” When your attitude turns south consider the direction of your focus. Chances are that you are focused on how you are not getting something that you want. Ask yourself, “What could I do right now that would make a difference for someone else?” Just thinking about helping others will shift your focus and your attitude to a more positive place.
  • Turn off the news. Or at least watch and read less. News tends to trigger emotions of frustration, anger, and despair. Especially because there is little, if anything, you can do to change the enormous problems covered by the media. Instead, listen to your favorite music. How often has the news inspired you to tap your foot, snap your fingers, or get up and dance? Wouldn’t it be sad if you spent more time every day with the news than listening to music that makes you smile or want to dance? As I’m working on this article on a flight home the song “Music is the Doctor” by the Doobie Brothers just started playing in my headphones. Whether you are a classic rock fan or not, I defy you to listen to that song and have a bad attitude at the same time. Create a positive attitude playlist and listen to it… a lot. Especially, when you’re feeling a business or life headwind. Maybe music really is the doctor.
  1. Work smarter. Evaluate what you do when you are at work to determine how much of what you do is real work that leads to a better client experience, better client outcomes, and adding more ideal clients versus how much is just busy work that could be dropped completely or delegated to someone else.

Start by looking at your calendar. How many appointments do you have with clients? What do you actually do on those appointments with your clients? Are you pretty much on auto-pilot with a market update and a few comments about being on track? Or are you asking great questions and uncovering more opportunities to elevate their experience and results in ways that could provide more value to them and more revenue and business for you? Do your client meetings feel proactive or reactive?

 

What does your calendar say about how much time you invest in acquiring new clients, especially ideal clients? Most advisors say they want more ideal clients. Upon examination of the reality of where their time goes, unless those future clients fall from the sky, this goal will not be achieved. It’s no secret that the most successful advisors work with fewer clients for higher per client revenue. Acquiring those clients comes from consistent, proactive client acquisition activity.

 

After evaluating your time and determining how much of your so-called “work” hours are really not productive, you can convert some of that wasted time into activities that are more fruitful and take some of that time off. After all, if you’re not really doing something productive anyway… go home and have some fun with the people you care about.

  1. Relax.Lower your expectations. Take a breath. Take the pressure off. This may seem like odd advice from the trainer and coach of top advisors with over-achiever tendencies, but sometimes it’s the right formula. Another new Alta Mastermind ski tripper, Jeff, was frustrated because he wasn’t feeling passionate about his FS business. Somewhere along the way he picked up a belief that he’s supposed to be passionate, especially if he wants to go to the next level. Where is it written that you have to be passionateabout your work? It’s okay to simply enjoy your work. And you don’t have to enjoy it all the time! After all, there is a reason why they call it “work.” Some days suck. Some activities suck. Some people suck. Sometimes clients suck. Some employees suck. You’ve heard the saying, “Find what you love to do and you’ll never work a day in your life.” What a load of crap! Don’t create headwinds for yourself by setting expectations that don’t really matter or are BS. Maybe you can enjoy your work enough so it gives you the money and the freedom to do more of the things you are more passionate about. Like being with your family, your friends, and skiing. Maybe there will be times in your career when you are more passionate than others. Maybe you will have a great career with financial success and excellent client service and never have felt passionate about it. Passion is not a KPI. You can very effectively, with a high degree of skill and confidence, execute the activities that lead to acquiring and serving ideal clients… without passion.

The financial services industry is a tailwind business. The 2 main reasons are:

  1. People need help with their money. Lots and lots of people in several profitable demographics will pay for financial planning and advice.
  2. The market trends up and the economy are more often good than bad. Sure there are headwinds: competition, regulation, economic downturns, technology overload, etc. When I started in the business in the 80s the Dow was about 1,500 and now it’s about 20,000. That, my friends, is a tailwind!

Headwinds or tailwinds, this is a great business. You can create your ideal life income, have time freedom, and help people. Enjoy your ride.

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

 

Article written by Bill Bachrach

The Key to Getting More and Better Clients

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……

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

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.