We all know that one of the most exciting days for newly registered representatives is the day they pass their securities exams. Almost like clockwork, as soon as they arrive back in the office to announce that they have passed, they’ll quickly ask the question, “So what do you want me to do next?”
Do you find yourself frequently putting off tasks you dread? Do you often wait until right before a project is due because you “work better under pressure?”
If so, you are not alone. According to the Association for Psychological Science, 20 percent of us are chronic procrastinators. There is room for all of us to become more productive.
Federal income tax returns are one of the most easily accessible and revealing road maps for determining your clients’ financial needs. Reviewing tax returns can provide you with a whole new level of insight about their individual financial situations which will, in turn, enhance your client relationships.
As a business owner, agent, advisor, employee, or job seeker, you have most likely heard the term value proposition thrown around in many different contexts. An agreed upon definition of a value proposition does not exist across business and marketing materials, experts, and consultants. Some approaches to creating and interpreting a value proposition are very technical and others are somewhat loose. In fact, you might even be using a value proposition and not even know it. When done correctly, a value proposition can help you grow your business and build your career. This blog provides information about value propositions and more specific information about how you can apply them to your business and personal goals.
Whether you are selling thingamabobs, widgets, or insurance policies, on average, three out of ten people will buy from you no matter what, three will not buy even if you overcome every objection, and the remaining six are on the fence. Your job is to convert those last six people into clients. Salespeople from all walks of life receive accolades for good salesmanship and high closing percentages. Yet, their success does not come from outright selling; it comes from not selling.
You just met with an excellent candidate. You can’t wait to get that person back in the door because you know this caliber of potential advisor won’t be available for long. So how do you keep candidates like that thinking about you? By showing them, not telling them, more about four important topics:
Ancient Chinese philosopher Confucius expressed his belief in the importance of
learning from interaction when he wrote, “I hear and I forget, I see and I remember, I
do, and I understand.”
There are no shortcuts when it comes to being successful, just as there are no
shortcuts when it comes to gaining knowledge and understanding.
An elevator talk is one of the most important 30-second conversations you will ever have. The short explanation which you give to tell others what you do is commonly referred to as an “elevator talk” because it is meant to capture the interest of your prospect in the amount of time it would take you to take a short elevator ride with someone. This is a follow up article to my recently published "A Six-Step Guide to Writing an Effective Elevator Talk".
Training is an important investment in the people who represent your organization and
drive revenue. When you train people, it makes them more valuable to your
organization and helps you retain them. We can’t expect that people will arrive to our
firms and agencies already knowing what they need to know to excel in this often
difficult career. There is no DNA cell that delivers great sales skills.
Top-performing producers often consider going into management and wonder how their duties would be different in a management role than they are in their role as an agent or advisor.
If your management team has asked you to consider becoming a manager, congratulations! It’s a compliment to you that you are being considered. It means that others within your company and firm appreciate what you are doing, and they recognize that you have a lot of potential.