Beating The Recession...
Are
You Missing These Crucial
'Insider' Secrets and Tips?
I
just finished a one-hour coaching call with an advisor who has been in this
business for over 20 years. During the call, he asked me to help
him with a phone script to set appointments with the leads he was
buying. He also wanted help to determine why he wasn’t getting any
response from the letter he was sending out, offering his free
information booklets. As we talked, I asked him questions to
clarify what he was doing. It was obvious, after just a few minutes
that he hadn't read and studied many of the most important parts of
the marketing and sales system he had invested in. He had missed
many of the crucial 'insider' secrets and tips that makes these
proven lead generation methods effective and almost foolproof.
This 20 plus
year veteran agent was purchasing leads without knowing what to do,
ask or say to set the appointment. If he had taken the time to read
and study the entire system he would know exactly what to do, ask
and say to prospects to set an appointment. He would understand
that 'setting the appointment' is the first sale to your prospect, and
the importance of asking questions to get people emotionally
involved, so they want to meet with you!
This veteran
agent had also purchased a list of the people that ‘he wanted to
work with!’ The people ‘he thought’ would be
interested in his free information booklet. He was sending his
free information booklet letter to those people and no one was
responding. The reason no one was responding is because he had
missed a crucial ‘insider secret!’ He wasn’t sending his
letter to the people who had an immediate problem they wanted to
solve, the people whom would be most interested in his
booklet.
Like so many of the agents, advisors
and planners we talk to, they'll invest in a system from us, or from
one of our competitors, and instead of taking the time to read and
study the entire system, they'll just pick out a section of the
system that catches their interest, or that they think should work.
And, they’ll jump right in and use it. Then, they'll wonder why
they are not getting the results they should have.
Let's see if
I can put this into perspective using the game of golf. Let's
assume you buy a system on learning how to use the driver, from one
of the foremost golf pros. It includes a training manual and
training videos. You decide to watch the first video on developing
your swing with the driver. You practice your swing at home, and
you go to the driving range. After a few weeks of practicing, you
are hitting the golf ball 350 yards and straight as an arrow, so you
decide that you are ready to play your first round of golf. Now,
you are on the first tee. What’s your chance of hitting this
fairway? How many golf holes don’t have a dogleg to the right or
left? How many have water and sand traps? How many trees? How
narrow is the fairway? What are you missing? What don’t you
know?
“No
one lives long enough to learn everything they need to learn
starting from scratch. To be successful, we absolutely, positively
have to find people who have already paid the price to learn the
things that we need to learn to achieve our goals.”
Brian Tracy
Please understand, the reason you are
not getting the results you want from your lead generation system is
you are missing many of the crucial ‘insider’ secrets and tips.
And, it’s generally because you’ve skipped over some very important parts
of the system.
There are many reasons why most agents
skip over some of the most important sections in a system. One is they think
they already know everything that’s in the section. Or, they think that
particular section doesn’t apply to what they want to do. Or, maybe it’s
because they are impatient, in a hurry or under the gun to find
something that works. Whatever the reason, they are missing
many
very crucial 'insider' secrets and tips.
Unfortunately, as with everything in
life… We don’t know what we don’t know!
But, what’s even worst is… Not
understanding that much of what we think we know isn’t so!
Or, as Mark Twain said…
“Danger lies not in
what we don't
know,
but in what we
think we know that
just ain’t so.”
There are many proven ways to generate
a consistent flow of high quality prospects. There’s referred
leads, dinner seminars, educational workshops, free information
booklets, joint ventures, newspaper ads, being a guest on a radio
show, being a guest speaker for a local association, and many more.
Each one of these lead generation methods works extremely well, if
you learn, understand and apply the ‘insider secrets!’
As we’ve stated in previous articles,
the agents, advisors and planners we work with have more high
quality prospects
than they can handle. However, it might surprise you to know that
they aren't really doing anything that’s different from what you’re
doing. They've just learned a few little 'insider secrets' and tips
that makes them just a little bit better and much more successful at
it!
Mehdi
Fakhaarzadeh, the
world’s most productive living agent puts it this way…
“Your special knowledge gives you special power. Never stop
building your special power. Use this power that you acquire.”
If you want to beat this recession! If
you want to have more prospects than you can possibly handle, set
more appointments and close more sales, then you must become a real
student of marketing and sales. You can have all the product
knowledge, the foremost designations, the ultimate products, the
latest sales idea, and be the most caring person in the world, but
if you can’t consistently attract the right prospects to you and set
the appointment, you are doomed to struggle and fail in this
economy.
No matter how good you are at closing a
sale, once you are in front of the right prospect, you need to learn
and understand the finer points of sales, to be able to consistently sell the
reason why people should meet with you.
The
Legendary Ben Feldman said,
“Be dissatisfied. People who
are satisfied with the way they are living and doing their job, are
in a rut. If they have no driving urge to be a better person or to
accomplish more in their job, then they are standing still. And, as
any successful financial advisor will tell you, this is the same as
going backwards. One of the greatest traits is the inability to be
completely satisfied with your own work. The feeling of having
successfully completed a job is rewarding, but the feeling of having
done it perfectly is fatal.”
Starting today, study marketing and
sales an hour each day. Read and re-read everything you can about
marketing and sales. Not just to learn what to do, but to also
understand the reasons why. I’m not talking about doing it for a
day, week, month or year. I’m talking about studying an hour a day
about marketing and sales for the rest of your career. It’s not an
option, if you truly want to succeed in this business.
“Learning is not compulsory... neither is survival.”
W. Edwards Deming
Jeremy
and Lew Nason
'The 9 Out Of 10 Guys'
Marketing and Sales Coaches
Message to
Financial Advisors…
What have you done in the last sixty
days to increase your sales? Is there any question that during
the year, you're going to spend thousands of dollars in time,
money and effort bringing in new clients to your business? Then
wouldn't it make sense to do it the most cost effective,
money-making ways? Why not learn the marketing, prospecting,
appointment setting and sales strategies that most of the leading
agents, advisors and planners on the planet use? Jeremy and Lew
Nason
