Top 10 Sales Tips from Wealth Today
"Trustworthiness is the backbone of a client relationship. The two most important traits in leaders to build trustworthiness are demonstrating respect and being a good listener. Consider ways to exhibit those behaviors in and outside your practice." Mary Quist-Newins, author of Women and Money: Matters of Trust
"By far, the best way to find prospects is through referrals. As an advisor, you must get to the point where you have enough people that you have been talking to and providing coverage--They will take the time and refer you to friends." Ed Auble of Auble Financial.
"In today's financial times, it's important that clients are actively involved in managing their portfolios. To do this, they need a working knowledge of three key techniques: asset allocation, diversification and rebalancing. Knowledge of these three management factors allows the client to be involved in the protection of his or her portfolio." Glenn Stevick, author of Techniques for Meeting Client Needs
"Keep in mind that the primary goal of retirement for most people is to have more time to do things that were not possible in their years of working and raising children. Mature adults have time to take trips, get involved in their community or favorite charities, pursue hobbies and more. They also have more time to meet with you during the day, unlike your younger clients or prospects." Allen McLellan, author of Techniques for Exploring Personal Markets
"Create an ideal client profile. This involves examining your most recent clients and listing the best 20 and their characteristics. Also list your 10 worst clients and their characteristics. Compare the 2 lists for trends in what you do, and do not, want in a client." From Foundations of Financial Planning
"As you speak with mature adult clients and prospects, keep in mind that their four primary concerns — financing health care, increasing retirement income, reducing taxes and facilitating estate planning objectives." Allen McLellan, author of Techniques for Exploring Personal Markets
"Ask your client for commitment to a plan. At times, your client may want to procrastinate and not deal with important financial issues. Your role as an advisor is to motivate your client to take action, and to do this sometimes requires you to exert a small amount of pressure on him or her." Glenn Stevick, author of Techniques for Meeting Client Needs
"Keep a record of what products you're recommending and to whom. For long-term care insurance, mark down the people in your database who are over 50 and start sending monthly mailings to them. Let them know you offer long-term care and when they're ready to pull the trigger, they are willing to come to you." Ed Auble of Auble Financial
"There are Four Principles of Phoning. 1. — When you're on the phone, don't sell. Use your phone skills. 2 — People are irritated by telephone solicitations, so their irritability and defensiveness naturally rises when the phone rings. 3 — Not all leads are created equal. Focus your phone efforts first on the leads that are more willing to make an appointment with you and 4 — there is no such thing as call reluctance. There are only advisors who have been asked to get on the phone without proper coaching and practice." I. David Cohen, author of Prospect or Perish
"According to the FDIC, 132 banks have failed so far in 2010. This emphasizes the need to title bank accounts appropriately and take full advantage of FDIC protection. Bank accounts are protected up to 250 thousand dollars by account registration, meaning that if a client has one account in their name and one joint account with a spouse, each account is covered up to the limit." FDIC.gov.
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