You don’t build a practice by denigrating your prospect’s current advisor. In Supernova we suggest you talk about what you do, demonstrate that you do it and let the prospect compare your brand with what they are now receiving. A great example is being in front of a prospect and asking the differentiating question, “How… Read more »
No matter where or when you are speaking to a group, always distribute an evaluation form to be completed and returned by the end of your presentation. You can have this form available and handed out as your guests enter the room or pass them out before you conclude; it depends on the size of… Read more »
Two important pieces of the Supernova acquisition model are building strong niche markets and creating mastermind groups. Listen to Rob Brown and Rob Knapp discuss a great way to combine these strategies for even more success. Here is a brief overview of the main points we cover in this recording: A niche-based mastermind group was… Read more »
What to do for the client who is retiring and has everything. Once you retire completely, most retirees start to take their health seriously. “Younger Next Year” by Chris Crowley and Henry Lodge, M.D. is a great gift that could change their life. Live Strong, Fit and Sexy—-Until Your 89 and Beyond is the basic… Read more »
The Supernova acquisition model calls for building two niche markets. Listen to Rob Brown and Rob Knapp discuss the critical steps for getting it done. Here’s a summary of the key points we cover during our conversation: Niche marketing is one of the major tools I find many financial advisors do not take advantage of. … Read more »
You walk into a meeting with a prospect. You are excited because you know this person is unhappy with his present advisor. You have your pitch book complete with both pie charts and bar charts. You know how you are going to start the conversation. In short, you are excited and prepared. You sit down… Read more »