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Create a Story that Sells
Does your sales and marketing material produce encores?
Sometimes fancy brochures fall flat, while simple flyers pull meaningful results. The difference usually comes down to how well you sell yourself. When you can clearly articulate your value, your clients and prospects will be more open to your ideas and suggestions. This section of EncoreAdvisor.com provides a continuous flow of ideas and discussion that will help you do a better job of selling you and your team.
To get started, you may want to view our web class "Deliver your Unique Selling Proposition (USP)with Confidence and Clarity".
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How to Protect Your Income while Transitioning to a Fee-based Business
Rob Brown
This coaching session walks through a series of questions from a successful financial advisor on transitioning her practice to a fee-based, wealth management model. The answers to these questions focus on having a discipline for working through current and future relationships as well as keeping an eye on the bottom-line. Making changes to the way you do business does not mean you need to sacrifice near-term profits. In fact, when done properly it will increase your new business opportunities. . . . keep reading
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Five Ideas for Improving Your Client Newsletter
Rob Brown
Member question: "I recently ran an informal poll of my clients, asking if they read and enjoyed my monthly newsletter. The results were dismal. They don't read my newsletter and rarely look at the other stuff I send them. I'm spending a lot of money for my newsletter service. How do I get them to read it?" This coaching session answers this question by offering five simple ideas to improve your client touches. . . . keep reading
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Listen as Peter Lantos Interviews Rob Brown
Rob Brown
I was recently interviewed by Peter Lantos of the Elite Advisor website. During this rapid-fire session, Peter and I covered a lot of ground. Given the rugged investment climate we're currently experiencing, our conversation is very timely. This coaching session gives you a link to this 17 minute interview. . . . keep reading
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Selling You, Creating a Story that Sells
Rob Brown
Your marketing material should tell a story. Whether you tell it verbally, like an elevator speech, or in writing (and by the way you should do it both ways), you need to constantly articulate your value. This quick coaching session covers five simple rules for articulating your story; it also contains links to four web classes that will help you create or improve your current message. . . . keep reading
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8 Critical "Mid-year" Questions for Maximum Success in 2008
Rob Brown
As we cross the halfway point of 2008, it is an important time for Financial Advisors to review progress, recognize success and consider areas that require additional focus. Whether your year is off to a good start and you want to keep the momentum going or you have fallen behind your targets and need to kick your business up a notch, it will be helpful to ask yourself and your team the 8 questions we review in this coaching session. We break these questions down into 3 major categories which mirror the topics that have made the biggest difference to our members so far this year. . . . keep reading
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Create a Story that Sells You
Rob Brown
Your story is the way you describe your business to your current and future clients. You can use it to create a brochure, flyer, resume, elevator speech, biographical card or a combination of these marketing pieces. This coaching session offers tips to strengthen the way you tell your story. . . . keep reading
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Choosing the Right Thoughts puts You in a Position to Succeed
Rob Brown
As a rookie advisor, one of the most important lessons I learned from cold calling was channeling my emotions. When I started a calling session with negative thoughts, my results were horrible. On the other hand, when I started a calling session with enthusiasm, it was hard to find time for a coffee break. Cold calling may be a thing of the past, but the importance of channeling your emotions hasn't changed. This quick coaching session shares some important thoughts on the effects of positive thinking. . . . keep reading
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The Champion Advisor: Giving Your All
Rob Brown
In the highly competitive world of providing financial advice, you need to continuously give it your all. When you do, you will reach the top of your profession. In this coaching session, we share an Olympic Champion's "7 Points to Success" as a framework for helping you become a champion advisor. . . . keep reading
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Do honesty and sincerity sell?
Rob Brown
Many advisors are looking for the perfect words to puff up their capabilities. They believe cute phrases and fancy marketing-speak are the keys to achievement. We find that success occurs more frequently when you express your "true you". Clients, prospects and teammates can tell when you're faking it. But they're willing to give you more when you sincerely give them more of yourself. This coaching session looks at the benefits of leveraging your "true you". . . . keep reading
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Conceptual Selling E-Course
Rob Brown
Conceptual selling, sometimes known as solution selling, is an essential skill for financial advisors. Unless you're just pushing products, you have to have a process for uncovering needs, establishing goals and providing solutions. Conceptual selling gives you this opportunity. This e-course combines several of our most popular Web Classes in a format that will allow you to strengthen your conceptual selling skills. . . . keep reading
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Attitude Matters: 7 Tips for Getting More Out of Each Day
Rob Brown
As a financial advisor, your attitude influences others. Walk into your office in an enthusiastic frame of mind and your staff will extend this feeling to your clients and prospects. Call your top clients while in a rotten mood and even your best ideas will be poorly received. You owe it to yourself and everyone around you to stay upbeat. This coaching session delivers 7 simple tips for reducing stress and getting more out of each day. . . . keep reading
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Part 4 - The E.N.C.O.R.E. Interview:
Setting the Stage for Closing New Business
Rob Brown
The E.N.C.O.R.E. Interview helps improve the way you gather critical wealth management information from your clients and prospects. It allows you to move from pushing a product or service to providing client solutions. In this, our fourth and final article on this topic, we will look more thoroughly at the fifth and sixth stages of this six step process: Repeat Key Findings and Ensure the Next Meeting. . . . keep reading
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Part 3 - The E.N.C.O.R.E. Interview: Confirm Goals and Gather the Right Data
Rob Brown
Over the last 2 weeks we introduced you to the E.N.C.O.R.E. Interview as part of a series of 4 articles focused on helping you improve the way you gather critical wealth management information from your clients and prospects. This week we will look more thoroughly at the third and fourth stages of this six step process: Confirm Goals and Organize the File. In this section of an interview, you are focusing on gathering the facts that will lead to a smooth and successful solution implementation. . . . keep reading
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Part 2 - The E.N.C.O.R.E. Interview:New Opportunities Starts with Good Listening
Rob Brown
Last week we introduced you to the E.N.C.O.R.E. Interview in the first of 4 articles focused on helping you improve the way you gather critical information from your clients and prospects. To continue this series, we will look more closely at the first 2 stages of this 6 step approach: Easy Questions and Normalize the Conversation. This section of an interview is focused on building rapport and getting a true 2 way conversation in motion. . . . keep reading
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Part 1 - The E.N.C.O.R.E. Interview:How to Get the Most Out of Your Client and Prospect Meetings
Rob Brown
Whether your Wealth Management Process is an all encompassing financial plan or targeted at a specific segment of the wealth planning spectrum, you need to be consistent and organized in the way you gather client and prospect information. The E.N.C.O.R.E. Interview is designed to give you the necessary edge to be able to conduct consistent interviews that help produce the interactions and results you need to build a top notch, client-focused practice. In this article, we will introduce you to our 6 phase process and over the next few weeks we will build on this approach and show you how to use it in your own client and prospect interviews. . . . keep reading
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| "Benefits to working with Rob Brown and EncoreAdvisor.com: vacation in Hawaii, 2 family vacations this year and a new car. Great tools to grow your practice."
Ron - CPA, CFP
RIA
Omaha
"I can't tell you how much insight I am getting from your website. Specifically, I like the fact that I can email questions and you respond so quickly."
AR
Wealth Advisor
Scotia McLeod
"Robb, I had to call. I just finished one of your Web Classes, it was AWESOME! You share practical ideas and then give step-by-step ideas on how to make it work. The ideas from this class alone are worth the price of membership. You need to raise your prices."
Greg - CPA/PFS, CFP
Wealth Manager
California
"Thanks to one simple idea, I have done more business in the last 8 days than I did over the 4 previous months."
Laura
Raymond James
Florida
"Over the past 12 months, my business is up more than 60%. Your ideas are now a regular part of my routine... Making the ideas actionable is key!”
Dennis
Morgan Stanley
Alabama
"I have found my one year membership to be one of the best business investments I have ever made. Your structure and content are marvelous."
John
Independent Rep
New York |
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About this Site
