Forget what clients really need, just sell them what you have to offer, right? I mean, who cares what’s in their best interest? This is about selling, not planning.
A-B-C…Always Be Closing. If you have a product to sell and a commission to make, I bet yelling loud enough, someone’s bound to buy it. If not, move on and force feed someone else your flavor of the week. It’s worked for years; decades really. And if it ain’t broke…
The financial services industry is at a crossroad; where “Client Desires Drive” and “Wall Street Way” intersect. On “Client Desires Drive” you’ll find hard working people starved for genuine guidance. They’re seeking professional advice givers (you being the financial person in their lives) who display integrity, honesty and can provide holistic planning fitting into their plan for life. If their goal was simply to buy a financial product, they could find hundreds of people online or in the phone book to sell it (think plumber or auto repair…true commodity businesses). But they don’t. They’re looking for you.
Because intersecting “Client Desires Drive” is “Wall Street Way”. There you’ll find a broken model of product pushing. One-trick salespeople who unknowingly commoditize their industry due to a lack of value and show blatant disregard for how their product(s) fit into a complete plan. Does that captive sales force at a major brokerage wire house care about full scale planning? How much does the one-size-fits-all model of Wall Street take into account client dreams, desires and tolerances? And I bet you know at least a couple local advisors (who you probably consider competition, but in reality they’re not) who have their own interests clearly ahead of clients. “Wall Street Way” is now more like a freeway. It’s grown from a small intersecting road into a lengthy, wide, deep interstate with thousands of people speeding along at 90 mph. But does bigger mean better? I’d argue no. I’d argue that if everyone else is driving on the freeway, the single lane road intersecting it is wide open.
At The Journey last week in Nashville I enjoyed spending time with 200+ top tier financial advisors partnered with my firm. Our lead presenters (Joel J and Nancy B) offered 2 full days of training on how they’ll gather in excess of $60 million in assets this year; providing a phenomenal road map! And an overwhelming theme to their success stressed how important it is to provide high quality holistic planning, including “high quality deliverables” to help prospects place their faith in you as their a go-to financial professional.
Fortunately, Advisors Excel has resources to help you develop that complete plan! As an added value to our clients, we offer full (complimentary) access to the Retirement Analyzer software! This powerful software package is almost too easy to use and among other things, helps your valued clients realize, at-a-glance, just how much of their current portfolio may be at risk.
Often times, it may only takes a few client portfolio “tweaks” to turn an uncertain or inadequate retirement income like this…
…into a predictable, guaranteed income for life like this!
If you’d like to start putting Retirement Analyzer to use in upcoming client appointments, call or email me. We’ll schedule time to discuss what Retirement Analyzer really is, why I believe in it so much, why I’m paying for it and immediate applicable uses in your business. It’s not a mistake that so many of the top financial advisors I consult use this client deliverable to close more sales!
P.S. If/When we talk, remind me to give you the brand new Retirement Analyzer seminar presentation! If you’re looking for fresh content or just a few slides to spruce up your current PowerPoint and add some urgency for prospects to visit with you.