Please find a range of blogs below:
30 June 2024
The three questions
Instead of doing an information dump on prospects, we focus on the three basic questions our prospects want to know about our business.
Don’t know these three questions? Here they are:
Question 1: “What kind of business are you in?”
Question 2: “How can you help me with my problem?”
Question 3: “Exactly what outcome can I expect if I work with you?”
The long, old-school sales presentations of the past are history. In the TikTok generation, we need to get to the point now.
And why...
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23 June 2024
I got rid of my presentation book and learned to simply ask:
“What would you like to know first?”
Then I listened and answered only the questions my prospects wanted to know.
This turns off the salesperson alarm in our prospects. Now they can hear all of the good things about our business without prejudice.
I Wish They Would Have Told Me This 26 Years Ago.
We are in a commercial business, not a social chit-chat club.
That is why when we talk to people using social language, we talk, we show videos, we read flip charts, we look at web...
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16 June 2024
Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects.
How can we make this better for our prospects? By building better rapport first. How? By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better:
"Commuting to work takes a lot of time."
“It is...
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09 June 2024
When prospects go “off track” and we want to move forward with our offer, we need some soft phrases. Examples?
“Some things feel more important than others.”
“I am not sure how important this is to you ...”
“We should spend our time talking about the more important things
We want to subtly redirect the conversation back to our offer without being pushy. Rapport is everything.
"How soon do you want to begin?"
When prospects tell us they want the benefits of what we offer, we can move the conversation...
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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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