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Episodes
Tuesday Feb 07, 2023
Tuesday Feb 07, 2023
Picture this…you are at a networking event, on vacation, or even in an elevator, when you strike up a conversation with a stranger and the next thing you know they ask you the inevitable question, “So, what do you do?”. You immediately try to think of the perfect thing to say. This is your moment to shine! But, do you? Or, do you give a generic response such as, “I’m a financial advisor with XYZ firm.”
Does that sound like you? If not, know this…you are not alone…
In fact, at some point, every financial advisor, insurance agent, wholesaler, branch manager, and even agency manager doesn’t have a great response to the question, “What do you do?” because they have never taken the time to learn a process on how to be unique while also pulling the listener into the conversation to what to hear more.
In this episode, learn a system for how to create a great elevator speech that provides credibility, curiosity, and connection!
Tuesday Jan 31, 2023
Tuesday Jan 31, 2023
Have you ever been in a meeting with a prospect and their spouse and you notice that you are connected to one of them and not the other? You go through your recommendations and you look to the one you are connecting with and ask for the order. They seem like they want to be a client. The only problem is, they turn to their spouse, the one who you haven't connected as well with, and that person wants to “think about it”. As a result, you don’t get the sale! Can you relate to this? If so, know this… you, are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for knowing how to speak the couple's language which is essentially how to master Personality-Based Selling to be able to connect with them both.
In this episode, learn a process called Speaking the Couple’s Language so that you build a better connection with them both.
Tuesday Jan 24, 2023
Tuesday Jan 24, 2023
Have you ever been in a meeting with a prospect and felt disconnected? It’s not that you dislike this person but they seem to be rubbing you the wrong way. You also notice that you might be rubbing them the wrong way too. You are pretty confident that you won’t be getting another appointment much less landing them as a client. Can you relate to this? If so, know this… you, are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for knowing how to hit a prospect's hot buttons and avoid their cold ones. In other words, they have never understood how to identify somebody’s personality type to know what motivates and drives them.
In this episode, learn a process called Personality-Based Selling which will help you to be able to speak the prospect/client's language!
Tuesday Jan 17, 2023
Tuesday Jan 17, 2023
Have you ever been in a meeting with a prospect and you are sharing some great recommendations that took you hours to craft and you are explaining the details but they don’t seem to understand? You are confident that this path is right for them so you ask for the order but they continue to look at you with a “deer in the headlights" look and reply, “Let me think about it.” Can you relate to this story? If so, know this… you, are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for helping prospects understand products and services they have not seen before. They are too busy telling prospects what they should do instead of assisting them to know that they should move forward with them. In other words, they aren’t making a connection with you (or your recommendations) because you aren’t telling a great story!
In this episode, learn a Story-Based Selling process that will help your prospects more fully comprehend and understand your recommendations!
Tuesday Jan 03, 2023
Tuesday Jan 03, 2023
Have you ever had a challenge in your business that has lasted weeks, months, years or maybe have followed you your entire career? What you need is a “gamechanger”!
Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers don’t have a consistent way to get to the next level. Rather, they are busy working IN their business and not working ON their business. As a result, they don’t have regular breakthroughs.
In this episode, (second in a two-part series) learn how other advisors and agents have applied tools, techniques, strategies and solutions to find success!
Tuesday Dec 27, 2022
Tuesday Dec 27, 2022
Have you ever run into the same business challenge over-and-over again and you just couldn’t get past it? If so, you are on a production plateau and you need some type of tool or technique in your business to create a transformational moment. In other words, you need a “Gamechanger”!
Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers don’t have a consistent way to get to the next level. Rather, they are busy working IN their business and not working ON their business. As a result, they don’t have regular breakthroughs.
In this episode, learn tools, techniques, strategies and solutions that other advisors and agents use to transform their businesses!
Tuesday Dec 13, 2022
Tuesday Dec 13, 2022
Do you feel that your business is not as successful as you would like it to be? I’m sure that some areas of your business could be stronger or more streamlined, right? If this sounds like you, then know this… you, are not alone!
Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers have areas of their business that could contribute more to their overall success in but many view success as hit-or-miss rather than a process. As a result, they may view facets like conquering the fear of rejection, getting referrals or even closing every prospect they meet, as unobtainable goals.
In this episode, learn about a process that other advisors and agents have implemented to turn their businesses into a success across the board!
Tuesday Dec 06, 2022
Tuesday Dec 06, 2022
How do you define your own success? Most advisors define it by the number of new accounts, assets gathered or gross commissions earned. While these can all be a type of measurement of success it’s not a true measurement. Is the former statement your measuring stick for success? If so, then know this… you, are not alone!
Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers don’t have a process for obtaining and measuring success because they view success as an end result measured by income received.
Is your income the true measurement of your worth? No. it’s not. Just ask your clients. To them the true measurement is the value that you bring to them to achieve their long-term financial goals. The income you receive is merely compensation for your integrity, knowledge and expertise.
In this episode, learn about the value that other advisors and agents have brought to turn their businesses into a success!
Tuesday Nov 29, 2022
Tuesday Nov 29, 2022
It goes without saying if you are in the financial services industry that your business is tethered to the market. When the market is up so is your business but when the market is down, so is your business. It's inevitable. If this sounds like you, then know this… you, are not alone!
Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers, want to grow their business in a Bear Market but don’t because they don’t have a good strategy for doing so. If you are viewing the Bear Market as an obstacle instead of an opportunity you certainly won't reach the next level.
In this episode, learn about a strategic process for building your business in a Bear Market!
This week's podcast covers these three talking points:
Understand My Bear Market Story
5 Steps to Building Your Business in a Bear Market
What Coaching in a Bear Market Can Do For You
Click the button above or via any of the icons below to listen and subscribe to this week's Advisor Solutions Podcast.
Tuesday Nov 22, 2022
Tuesday Nov 22, 2022
Do you ask for referrals and get just get a “deer in headlights look” from your clients? Then hear, “I can’t think of anyone but if I do I will let you know.” If this sounds familiar know that you are not alone!
Most advisors and agents want to receive referrals but don’t because they are asking for referrals the wrong way and they don’t even know it because they haven’t learned why clients will give referrals. It’s all about having a client-centered approach and using a dialogue which I refer to as the “Client-Centered Referral Dialogue” to make a robust connection.
In this episode, learn about a strategic process for creating an effective referral system!