I have heard it said that the only objection you have no chance of overcoming is an objection you don’t hear. Let me give you two objections you may never hear but could be on the prospective client’s mind: 1. “I have dealt with my FA for a lot of years. I can’t stand the… Read more »
Posts Categorized: Acquisition
A Supernova Advisor Stands Out From The Crowd
What is it that makes your practice distinctive, how are you and your team different from everyone else that your prospect has spoken to? What is it that makes you stand out from the crowd? Why should your prospects and referrals do business with you? It is not enough to talk about pricing, trading, research,… Read more »
Five Steps to Improve Your Social Media Exposure
When one of your clients mentions your name or your commitment to extraordinary service at a dinner party, what happens next? Often the person who hears about you is curious and decides to learn more about you. So they send themselves a text message with your name to look it up later or they use their smartphone to… Read more »
Seven Ideas for Networking
“Patience, persistence and perspiration make an unbeatable combination for success.” – Napoleon Hill Networking is an integral part of many financial advisors plans for growing their businesses. In fact, when I ask advisors to indicate their primary sources for acquiring new clients, invariably networking or some form of social prospecting is high on the list. … Read more »
How Does Limiting The Number Of Clients You Have Help You With Referrals?
How do you first create value when you are asking for referrals? One way is to make clients more familiar with your message. Explaining to a client that you give first class service to only 100 clients with 12 yearly appointments (once a month) 4 of those being quarterly reviews and 2 of those quarterly… Read more »
How Trustworthy Are Your Recommendations?
We are all very aware that recommendations may not work as described. The risk is there for even our most researched and carefully thought out sales. But they are sales. A wise man once said, “Investments are not bought, they are sold.” While there are certainly exceptions, we are all here because we are good… Read more »