When it comes to workshops and seminars, everything matters. And I do mean everything. Too many times financial advisors think that if they just show up and dazzle people with their intelligence, then those in attendance will want to meet with them. Unfortunately, that could not be farther from the truth.
Regardless of how you choose to prospect for new clients, whether it’s workshops, direct mail, or referrals, you must be able to create the ultimate experience for every person you interact with. You should stand out as the top financial services professional in your community.
You just gave the sales presentation of your life. It couldn't have gone any better. You look at your clients. They have a glazed look in their eyes and they have no idea what you just said. Where did it go wrong?
We've all sat through presentations that almost put us to sleep. A good speaker who understands the elements of powerful prospecting presentations can make any information engaging to the audience. Here are a few tips to dramatically improve the professionalism and effectiveness of your prospecting presentations.
We are often asked: “What is the best closing technique to maximize my opportunity with my clients?” Let's focus on the best and most effective ways to close an insurance (or product) appointment. My 20 plus years of being in sales leads me to a few which I believe are the most proficient.
Yes, you read it right - when you should reject a prospect. Many financial professionals would probably scratch their head and ask themselves, “Why would I turn away potential business and a potential client?” Believe it or not, there are several situations where a financial professional like you should reject a prospect.
We all learned lessons as children when we were trying to be heard. “Don’t interrupt, the adults are talking.” or “Wait for your turn to talk.” Your current communication style has a lot to do with how you learned those first lessons.
Why do prospects buy? This is an age old question, and truth be told, sales people have tried numerous methods to try to get prospects to buy. But unfortunately, these methods are generally traditional, canned, weak, and predictable.
Sales closes come in all shapes and sizes. Some are technical, some have a cliché feel to them, and some of them are just old, out of date, and ineffective. To shed a little light on this subject, lets discuss one of the oldest traditional closing techniques on the planet, the “Ben Franklin Close”, which doesn’t work.
FOR PRODUCER USE ONLY. NOT FOR USE WITH CLIENTS.
This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.