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Episodes
Tuesday Nov 01, 2022
Tuesday Nov 01, 2022
Do most of your second appointments end in closing the sale? Do you have a repeatable process to help prospects want to buy? Or, is it hit-or-miss?
Most financial advisors, insurance agents, wholesalers, branch managers and agency managers are crossing their fingers and hoping to close the sale because they don’t have a system or process for mastering the closing appointment. People hate to be sold to but they love to buy and they will only buy when they understand why it’s important for them to do so.
In this episode, learn a process for mastering the closing appointment!
Tuesday Oct 25, 2022
Tuesday Oct 25, 2022
Do a majority of your first appointments just flow? Do they seem like a repeatable process where you sit down with a prospect, who is a stranger and it feels like you’ve known them forever? Or, is it hit-or-miss in that some people you connect with while others you do not?
If so, know this… you, are not alone!
Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers, are hoping to make a connection because they don’t have a formalized process for mastering their first appointments. The reason that they don’t know it is because they have been “winging” the first appointment process. As I said in the previous podcast, “winging it", doesn’t work!
In this episode, learn a process for mastering the first appointment.
Tuesday Oct 18, 2022
Tuesday Oct 18, 2022
Do you love prospecting? It doesn’t matter if you are calling your client base to cross-sell or calling strangers to set an appointment, you just love it! Or, do you just tolerate it when you have to, when your pipeline is dry and you are in a state of concern or worse yet panic?
If so, know this… you, are not alone!
Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers say that they don’t like prospecting because they don’t have a process for making the initial contact. They have been “winging it” for most of their career. Unfortunately, “winging it", doesn’t work!
In this episode, learn a process for mastering the initial contact.
Tuesday Oct 11, 2022
Tuesday Oct 11, 2022
Have you noticed that you get more emails now then you ever did before? Do you find that when you are constantly being interrupted by email that you feel obligated to look at them the minute they come in?
If so, know this… you, are not alone!
Most financial advisors, insurance agents, wholesalers, branch managers and agency managers feel that they can’t get away from the constant influx of incoming emails. We all have become conditioned to review and reply to emails immediately… but there is a better way to manage them.
In this episode, learn a process for creating an effective email system.
Tuesday Oct 04, 2022
Tuesday Oct 04, 2022
Do you ever feel lost during your workday? It’s like you are running around trying to get as much done as you can and you feel that you have to keep up that pace. In other words, you are always busy but you aren’t always productive.
If this sounds like you, know that you are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers don’t have a process for making the most of their time. In other words, they don’t have a process for managing both the clock and the compass, time and productivity.
In this episode, learn some techniques for being more productive rather than just busy.
Tuesday Sep 27, 2022
Tuesday Sep 27, 2022
Do you ever run into the same challenges in your business and not know what to do? Does it seem like these challenges happen over-and-over again?
If this sounds like you, know that you are not alone.
Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers don’t have a process for overcoming common challenges. There is a series of steps that offer a solution. I call it, The Solutions Formula.
In this episode, learn a process for getting past challenges!
Tuesday Sep 20, 2022
Tuesday Sep 20, 2022
Do you remember the first day that you began working in the financial services industry? You were probably excited and maybe a little bit scared just ready to find your first client.
Do you still have that same level of excitement? Most likely, not.
Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers typically don’t have a process for putting passion back into their practice. For so many, over the years you get so busy working “IN” the business that you forgot to work “ON” your business. As a result, somewhere along the way you can lose passion for the business.
In this episode, learn a process for putting passion back into your practice.
Tuesday Sep 13, 2022
Tuesday Sep 13, 2022
Do you ever feel disconnected when you are in a prospecting meeting? In a meeting that feels awkward so you kept asking more questions and making more statements but you and the prospect just didn’t click!
Picture a meeting when you felt very connected! Why does one meeting go so well and another meeting doesn't go so well? It's most likely because you don’t have a process for building rapport. If this sounds familiar know that you are not alone!
Most advisors and agents don’t have a process for fostering a good connection and building rapport and they don’t even know it.
In this episode, learn about a strategic process that I call "The Filler Formula" which fills in the conversation to form a better connection and help the prospect feel heard!
Tuesday Sep 06, 2022
Tuesday Sep 06, 2022
Do you love what you do? I mean really love it, not like it but love it! You can’t wait to get up in the morning and get to the office.
At some point, most advisors and agents go through a time where they don’t enjoy their business. So, what to do? You have two choices, you could keep doing what you are doing, liking your business sometimes and other times not or you could learn how to simply enjoy the journey!
In this episode, learn a process to love what you do and do what you love.
Tuesday Aug 30, 2022
Tuesday Aug 30, 2022
Which is easier to do as an advisor/agent, ask a question or make a statement?
If you said make a statement, you are right! Making a statement is easier because you are expressing what you believe to be the solution(s). And, therein lies the problem.
When you are making statements, you may be coming off as trying to “sell” to people. Most people don’t want to be sold to, rather they want to choose to buy! The way to get people to understand why they should buy is by asking them the right types of questions, so they come to their own conclusions.
Most advisors and agents don’t have a process of how to ask the right types of questions. They are too busy telling people what they know. However, what if you knew how to ask the right types of questions to uncover their situations, problems, the implication of not fixing the problems and the value of your solutions. Would you take your business to the next level? The answer is "yes".
In this episode, you will learn several ways ask better questions that will create better connections.