In a national study, when rating their level of satisfaction women are least satisfied with the financial services industry than any other industry. This low level of satisfaction leads to a high level of distrust, making your ability to attract…
Ladies, I need your help. I need just 50 female advisors to participate, and if you are currently begin coached by me, this is a MUST DO.
I have been approached by Advisors Ahead, a progressive company and am personally acquainted with the founder and President. Their mission is to provide better training and a screening process to help enhance the success of new financial advisors. In their process they are incorporating a new personality test through a partnership with Congrade to help identify the characteristics that indicate the potential for success in new advisor candidates.
Their challenge is they do not have enough women in their initial study. That’s where I come in and why I need your help.
She sat across the table from me diligently working on a new script. I had heard her on a few previous calls with potential clients; her strategy was clear and her execution process was by the book. She pressed for the sale and ended each call asking for a commitment. But closing the sale was difficult and the entire process was so much work.
She would come in to the office early and stay late, and made more contacts than her peers (all male), but her numbers were not what they should be. Knowing her as well as I did, it was hard to watch her struggle and, as a coach, it was really difficult for me not to speak up right away, but I knew when she was ready she would ask for my help.
As a natural achiever she was constantly searching for the perfect process, the right words that would generate more positive results perhaps that’s why she finally reached out and asked “What are some questions I can ask that will help me uncover the issues better?” We talked about her process and I shared a few questions that could better open up the dialogue. Then, I told her what I believed was her real challenge, and what I thought could unleash her success.
I had split personalities, three in total, one I just met, another who helped me succeed in business and a third that was holding me back. My “Warrior” had to go. She had served me well for over twenty-five years;…
For women success is not simply about setting goals, most women are driven by something deeper, something that inspires a passion and energy where the financial rewards are simply the bonus for doing meaningful work. Yet as advisors we were…
Many advisors are terrific educators, truly adept at explaining the world of investment and finance… but when it comes to seminars, this is NOT what brings in the business. (In fact, sometimes it drives prospects away!)
If you want to deliver a really great presentation, you have to do 3 key things:
- Educate, and
Unfortunately, most advisors focus 99% of their time and energy on educating.
Why? Because it’s boring – and if you lose their attention, you lose their business.
To generate great results from your seminar, you have to do more than deliver a lecture.
Here’s what you need to remember:
This advisor had been very focused and achieving new levels of success then suddenly lost her mojo. It started small and now due to personal issues it snowballed. In the beginning it was not getting the support she needed from the sales assistant, later it was not having a team to work with, of course compliance always played a role in creating her frustrations and negative attitude. Then more recently she experienced some serious challenges with one of her daughters, what was a dark cloud now became a potential twister in her mind.
If you are still doing business as usual you may want to consider changing it up. While seminars continue to be a viable source of new business you must stay fresh and rethink how you can attract more qualified prospects to your events to get new business.
Many advisors use a direct marketing company to promote their seminars and events. While this is an effortless way of filling the room it can also be costly if not managed properly. The biggest frustration to this process is buying lunch for someone who is only there for the meal. But there are two strategic methods to get the benefits of a direct marketing process without the unnecessary expense.
Scattered: Michelle was scattered. She was a networking queen and had made tons of contacts, yet she was struggling to convert contacts to prospects and prospects to clients. She was working way too hard and not getting the results she wanted.
Undervalued: Peg was accepting clients with low assets, she knew she shouldn’t be working with any client with less than $500,000 but she couldn’t say no or turn people away. This was really creating a drag on her business growth and exhausting her.
Lost Her Identity: Tiffany was working with her father who had built a very successful practice, but following in his tracks was feeling very uncomfortable and not natural. She knew she could be doing better but couldn’t uncover who