Please find a range of blogs below:
02 June 2024
Our prospects are sceptical about the best things we say. But … we can fix that. How?
First, tell our prospects what our offer cannot do. They will believe that. People have no problem believing negative news.
Second, tell our prospects what our offer can do. They will think, “You already told me something negative, so I think what you say is fair and true.”
Examples?
“Our investments won’t make you a millionaire overnight, but your investment can grow so you can quit your job earlier than you planned.”
“Our...
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26 May 2024
When I started my speaking and coaching career, I wasn’t very good. That is code for, “I was awful. I earned zero.”
You might be thinking, “You got what you deserved. You got paid zero because you got zero results.”
Fair enough. Accurate.
Now, technically it wasn’t my fault. I didn’t learn advanced communication skills in school, and my job did not teach me communication skills. So of course, my work produced continuous rejection and defeat.
My choices at that point?
Quit
Just be an inactive statistic
Take...
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19 May 2024
Everyone knows this is the most important question to our prospects. But what answer do they want? What are they most interested in?
Here’s a choice:
Please tell me about the benefits you offer. I want more benefits in my life.
I have a problem. Can you help me fix it?
Prospects will stop everything in their lives to hear a solution to their problems. When we talk about prospects and their problems, our message is heard.
So how do we know the most pressing problems of our prospects? Easy. We listen. And that is why Professionals who listen have...
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12 May 2024
New Advisors are terrified of meeting new prospects. Why?
Because they approach cold prospects with an agenda. Prospects can sense and feel when we have an agenda of selling what we have.
It feels like this. We approach a prospect and say, “You need a Financial Review, want one? you need life insurance as you can never get enough, let me sort it out?” Definitely not great opening statements.
Instead, why can’t we just be normal? Here is a little formula for helping new Advisors expand their circle of acquaintances.
Smile.
Say...
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05 May 2024
We should have this sentence memorized. Our answer that will create new prospects.
When someone asks, “What do you do for a living”, how should we answer?
An easy template that focuses on our benefits is this:
“I show people how to _________.”
Some examples.
“I show people how to pay less tax
“I show people how to retire earlier.”
“I show people how to have peace of mind if they lose their job
“I show people how to make sure the their family inherit all your wealth and not the...
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28 April 2024
To do something new, we have to say "no" to something. Then we will have time to say "yes" to something we want more.
Need an example?
Say "no" to an hour of social media scrolling and "yes" to:
Calling one new prospect before dinner.
Learn a new skill for our business.
Spend one hour weekly with a coach.
How do I start my presentation if I am shy?
Shy? Fear rejection or judgment?
Sounds normal.
Use these words to remove pressure and rejection:
“I don’t know if this business will work...
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21 April 2024
Procrastination does not mean our team members gave up on their dreams.
When our team members procrastinate, let's not treat the symptoms.
Instead, let's look at the core problem.
Procrastination, or lack of motivation to take action, can come from several causes. Here are the two most common causes:
They fear that they don't know what to say or do, so they wait.
They fear an unsuccessful outcome. That could mean rejection.
So, what should we do?
If they don't know what to say and do, then we should teach them skills. That will...
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14 April 2024
"And that's it."
"And the rest is up to you."
"Well, what do you think?"
"What would you like me to do now?"
Okay, these are far from the best closing practices, but they are easy and safe.
Prospecting: The Quest for Imperfection.
When you use these words in front of a saying, it’s never challengers “There is an old saying …”
Put the magic word phrase, “There is an old saying …” in front of these phrases for maximum impact:
“A failure is someone who...
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07 April 2024
Would you get your new car serviced by an unskilled wannabe mechanic?
Would you allow an unskilled student dentist to repair your teeth?
Mindset is important, but it can only take us part of the way. Walking across burning coals is a nice party trick, but that isn't our mission in Business.
"Wanting it" and "knowing how to get it" are two different things.
But ... nobody told me that when I started. So, I started my career with ...
Ignorance on fire!
Yes, it did attract a few people. But later I learned that they came for the...
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31 March 2024
“It's not whether you win or lose, but where you place the blame.”
-- Anonymous Advisor
Ever notice that the Advisors who do the least … have the most excuses?
Their philosophy is, “I don’t have to work, or even try, as long as I have great excuses.”
What are some of their favourite excuses from the library?
I don’t have any time.
I don’t know anyone.
No one wants to listen to me.
It is difficult to know what to say.
I don’t want to feel like a salesperson.
It is easy for other people,...
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