Sellers of false hope also know that most advisors, planners and agents have a serious problem that is causing them a lot of anxiety, pressure, and even pain?  That problem is the fear of failure.  It's the fear of not being able to provide for one's family. When I was finally selling nine out of ten I still had dry spells!  They also know that most financial professionals are like most other people in that they all want and are looking for instant gratification and immediate success.  Many such people can be suckers for promises of quick-and-easy or instant results with no work involved.  So, these companies will do or say whatever is necessary to get advisors, planners and agents to believe.  Once they believe they will buy their marketing and sales products or services.  If they believe strongly enough they will not recognize whether this really helped them or not  -- and they may purchase again and even again.

Those making these offers to you know that by using "over the top' tactics they can scare the heck out of you.  Or, they can tap into your doubts or "get to you" through your legitimate concerns.  They know that by making "promises you want to hear" they will appeal to anyone's greedy human nature and desire for better results.

Often their systems teach you to use these exact same tactics on your prospects to get them to buy your products and services.  These tactics are not real selling! They certainly are not real serving!  They're a scam and a rip-off.  They leave a bad taste in the buyer's mouth.  And, this is exactly what everyone fears will happen to them when they talk to a salesperson. It's what gives our entire financial services industry a bad reputation, and this is what causes us to be considered just one step above the used car industry. 

It is well known that real selling is about helping people to buy what they need and want. Just as the successful real estate agent helps people to find ways to purchase.  Being a successful financial advisor is about helping your clients to better their lives.  It's about identifying their emotional and financial concerns and problems and then helping people to develop real and practical solutions.  Real selling is not a conflict or battle of wits.  Proper selling ends-up with a "win-win" proposition for your prospect and for you.

Unfortunately, most advisors, planners and agents have a difficult time sorting through the many companies (and their alluring promises) - seeking to find someone to teach them to market and sell their products and services, more effectively.  And, even if they are lucky enough to find right source, they soon discover it requires a lot of study and hard work to succeed.  Thus, many invariably start looking for short-cuts and they end-up falling prey to the "less-than-ethical" companies making those "in-your-face" claims and promises.  Then they are exploited.  These operations presently escape regulation.

For the few advisors, planners and agents who take the time to find the right company and then work diligently to learn to better market and sell, the rewards are wonderful.  People will start to see you as a trusted financial advisor, instead of just a salesperson.  They'll seek out your advice.  They'll buy from you over-and-over again. They won't procrastinate.  Price is no longer a main issue.  With confidence they will refer you to their friends and family.  And, you'll be working fewer hours, with much less stress.  Plus, you'll be making a great income.  But you have to work to earn their trust and you have to win their confidence.  Every advisor has to prove worthiness.

Best of all, when you learn to really help people to get what they want and need, you begin to feel better about yourself and your profession.  You want to protect your reputation and you want to protect your profession.  This is no longer your job.  This becomes your calling, distinguishes you, and enhances your career.  You are proud to be a financial advisor.

Yours in success,
Lew Nason
Lew Nason, RFC, FMM, LUTC Graduate
The 9 Out Of 10 Guy...
Consultant, Coach… Mentor

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