Are you as tired, as I am?  That is, tired of being offered the many supposedly "fool-proof financial planning client-attraction schemes, strategies, systems, and courses?"   What about the so-called "proven life insurance or annuity marketing plans and programs?"  And the gurus preying on insecure and struggling insurance agents and financial advisors with promises like "New secrets to get you off the financial advisor merry-go-round!"  Or they claim, "Stop running in place to avoid the downward spiral!"  How about the various "super sales systems for insurance agents and financial advisors?"

Some of these offers are so absurd they may offend your intelligence.

Most of these proposals guarantee that overnight they will generate a flood of high quality prospects for you?  These offers imply that those great prospects may actually beg you to sell them something immediately, then they will then become long-term clients for you.  Offers for these so-called "systems" promise that you will have people beating down your door and begging to buy your products!  Just sign-up and pay them, then you too will make "millions of dollars," while working at home in your underwear!  Then, if you continue to "pay as you go" you may make a "bazillion dollars more!"

At the 2006 IARFC Forum Convention, two actual financial industry legends, each of super-star status, Mehdi Fakharzadeh and Norman G. Levine, told us otherwise.  Both explained once again that these "offers" are "NOT how you attain success and help more clients."  I'd like to think that most Advisors are too intelligent and too secure to fall for this exploitation.

Maybe you've actually been "hood-winked" into buying and trying one or more of these "magical," or "get-rich-quick-and-easy" marketing and sales systems.  Did it work?  How did this experience make you feel?  Did you resent being exploited?  Do you mind having been taken advantage of?

It could have been worse.  Some of the "rubes" actually go back again-and-again and purchase more-and-more of these dreams, illusions, and false promises.

All of the companies selling these self-proclaimed "fool-proof" marketing and sales systems know exactly what they are doing.  They recognize the truth.  The truth is that most insurance agents, financial advisors and financial planners fear they will never find another client or enough clients.  They know the majority of financial advisors, financial planners and insurance agents are struggling to make a living.  Weasels and "slick talkers" and "con men" working the financial products and services industry all know that most financial professionals do not know how to consistently attract favorable attention to themselves.  They know planners and agents have a tough job.  They know you face lots of competition.  They know you need and deserve better sales training, more assistance, and increased support.   

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

P.S. Stop Wasting You Time And Money Looking For A Magical Cure!  Find the sales techniques to help you to develop real and practical solutions for your clients.