The brutal truth is that most (i.e. 90%) of financial advisors provide no value. Don’t take that personally and don’t get defensive. There may be a breakthrough here that can make you very successful and turn you into a financial advisor marketing powerhouse.
I just finished reading a financial publication from the fall of 2008. The [...]
Financial Advisor Value – What Value Are Your Really?
June 8th, 2011Branding for Financial Advisors – Fahgettaboudit!
May 10th, 2011The importance of branding for financial advisors is mostly important to the people who sell branding items – brochures, postcards, newsletters etc. Unless you are already one of the top 10% of producers in your community and you want to move beyond your 10% market share, branding won’t help you so don’t worry about it. [...]
Wirehouse Brokers/Captive Agents Wake Up Call
April 25th, 2011The ultimate defense against discount stockbrokers, on-line insurance and the Internet.
It’s time for a wake up call or your business will be swallowed by entities with more money than you who know how to use technology to take your business. If you manage money or sell investments, there are already many sophisticated tools on the [...]
Insurance Marketing – Does Your Method Make Sense?
March 3rd, 2011You don’t have to find a guru to get answers for increasing your insurance marketing results. You just need to concentrate on the three critical factors that determine sales prosperity:
1) The caliber of the prospects you speak to
2) The variety of prospects you talk with
3) How good of a sales presentation you provide
Let’s take these [...]
Financial Services Marketing vs Sales Pitches
February 16th, 2011The financial services industry is unfortunately addicted to a product-focused orientation such that sales are
minimized. It may seem at first that the firm that does a hard push on their product through brokers and agents may be wisely marketing their financial product or service. But in fact, the product focus leaves the financial services firm [...]
Financial Planning Professional Unlearned Lessons
August 17th, 2010The Financial Planning Mantra
A decade or two ago, those who sold financial products and services realized that consumers did not want to be sold stuff. Around the same time, the Internet became a significant competitor to stockbrokers and insurance agents by offering $10 stock trades and term life insurance at rock bottom prices. So the [...]
Cold Calling for Insurance / Financial Products
August 7th, 2010While this post specifically addresses cold calling financial advisors and cold calling insurance agents, it applies to most any “professional” who spends time cold calling.
Cold calling is the biggest waste of time. I’m not saying that you won’t get clients when insurance cold calling or being a cold calling financial advisor, I am simply saying [...]
Insurance Prospecting – Not for Insurance Professionals
August 6th, 2010This article on prospecting applies to any type of financial sale.
Your first boss told you that insurance prospecting is the life blood of your business. We say don’t do it. Insurance prospecting is the activity of a sales laborer and not an insurance sales professional. As an insurance sales professional, your time is far too [...]
Selling Financial Products–Why You Lose Most Sales
August 5th, 2010If honest with yourself, you’ll admit that you have lost more investment or insurance sales over your career than you have closed. While at first this may not seem true because your brain likes to interpret the past to your benefit, most prospects don’t do business with you. What do you have–300, maybe 400 clients? [...]
Financial Advisor Clients – Don’t Educate Them
July 21st, 2010A lot of foolish financial advisors have taken some advice to educate their clients. But that’s a waste of time because education does not change behavior. Need proof?
You know cheesecake is high in calories and fat. Do you still eat it?
You know you should exercise everyday for best health. Do you?
You know that smoking is [...]
