24 March 2024
It is what we don’t know that holds us back.
How much did I NOT know when I first started my business? Everything.
One book changed that: “How To Win Friends and Influence People” by Dale Carnegie.
I discovered new things such as:
- People just react to what we say and do.
- People think about themselves all of the time.
- People don’t care about us, but focus on their problems.
- People will listen to us if we talk about them. Oh.
There were many more unknown lessons in this book for me. But learning what I didn’t know instantly changed my results.
I got hooked on books about skills. (Yeah, that is where I got this addiction to write books and teach skills)
If I didn’t read that book 25years ago, how would my life have changed? Groan. I hate to even think about that. Nightmares.
My advice?
Learn something new every day. Read or listen to books. Learn what we don’t know so we can move forward fast.
Prospecting: The Quest for Imperfection
In this utopian world where all our friends are perfect, fear not!
We can still find prospects with an endless list of problems that our business can solve.
How? With this simple question.
"Who do you know with this
Our perfect, flawless friends can point us in the direction of the imperfect souls who are desperately seeking solutions to their troubles. Examples?
- “Who do you know that wants to retire early ?
- “Who do you know who has worked at different companies?”
- “Who do you know that really loves taking holidays and vacations?”
- “Who do you know that has also might paying too much tax like you were before we met?”
Every one of our perfect, flawless friends knows at least 200 people that we don’t. Certainly, some of them have problems. And we can help them fix their problems with our business.
This is so ... wrong!
The frustrated Advisor said:
“My Manager wants me to keep track of how many contacts, appointments, presentations, and sales that I make every week. He says that it is just a ‘numbers game’. More presentations equal more sales.”
It is a good idea in principle, but we employ brand-new Advisors with few or no skills.
The frustrated Advisor continued:
“I want to have more contacts, appointments and sales, but I don't know where to look for prospects, what to say to prospects, and what to do to make this happen.”
The big problem is not motivation. Our new Advisors already have motivation. That is why they joined.
The big problem is that they don't know what to say and what to do in their business. They don't know where to start.
The solution is not to motivate them more. The solution is to give them the skills they need to go to work.
Remember, our new Advisors want to work, they just don’t know how to do it yet.
Financial Advisors – Midlands
How to get clients without prospecting.
At no cost – Here are details of face-to-face Masterclass for Financials Advisors
Free ticket if booked in advance. Only 18 seats available.
Please find the details below. Click for here for short video.
Date: Thursday 11th April 2024
Time: 2:00 pm to 4:00 pm
Venue: Hogarths Hotel, Four Ashes Road, Dorridge, Solihull, B93 8QE
During this workshop, I will also include my "12 magic words" technique for
- Rapport, to turn a stranger into a friend.
- Key question to find out the prospects' biggest financial challenge
- How to close using the exact soft words.
This effective 12-word process I have shared at many MDRT events around the world.
Please don't miss this opportunity to take one of the 18 remaining seats at this venue.
Join us for an afternoon of knowledge-sharing and networking. We look forward to welcoming you to this impactful event.
Limited numbers, so confirmation required.
Email justyna@berniedesouza.com or call Bernie De Souza on 07795 600 700 to book your place.
Humour
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