All successful and experienced attorneys and accountants have referred clients to financial advisors at one time or another. They have done so because they realize that at some point, they have had clients who have needed financial advisory recommendations.
3 min read
Becoming a Professional Problem Solver
Do prospects view you as a product pusher or a problem solver? It’s a tough question you may not want to know the answer to.
Topics: Sales Prospecting Business Performance Center
5 min read
Never Ask for Referrals Again
Every salesperson has wrestled with the age-old question, “What’s the best way to get referrals?” Depending on how you’ve been trained, you might have a few different ways to answer. Many say “ask” or “ask the right way" or “make sure you’re planting referral seeds along the way to make it easier for someone to provide them to you” but I beg to differ. I have always found that the best way to get referrals is to be referrable. To me, there is only one way to be referrable in our industry: by creating a superior client experience that fosters stark raving fans.
Topics: Marketing Referrals Grow Your Business
4 min read
Creating the Perfect Campaign
Are you on a production plateau and you need a little nudge to get going? Most advisors are because they’ve never learned how to create the perfect campaign to grow their business; as a result, they leave their success up to chance.
Benjamin Franklin said it best when he said, “If you fail to plan, you plan to fail.”
I believe that is true. The best way to plan is to design a campaign, an organized course of action to achieve your goal, and take the right steps to do so.
Topics: Sales Prospecting Grow Your Business Small Business Business Performance Center NAIFA Partner
1 min read
The Advisor Solutions Podcast: The Excellent Advisor
The latest podcast from Advisor Solutions Founder and President Dan Finley explores ways financial advisors, insurance agents, wholesalers, branch managers, and agency manager can boost their performance to get to the next level of success.
Topics: Grow Your Business Business Performance Center
2 min read
Preparing Now for the Challenges Ahead: Guiding Clients Through Tax & Estate Planning in 2023 & 2024
This Webinar is brought to you exclusively by NAIFA and the Society of FSP.
Overview:
The Tax Cuts and Jobs Act (TCJA) of 2017 has provisions set to expire by 2025. Equip yourself with knowledge, leverage evolving planning opportunities, and guide your clients confidently through impending shifts in the tax landscape.
Topics: Retirement Planning Financial Planning Legacy Planning Tools Taxes
4 min read
What It Takes to Love Prospecting
Do you love to prospect? Do you get into the office and can’t wait to make that first call? If you are like most advisors and agents, you don’t! You probably look for anything else to do rather than prospecting. Does this sound like you?
Most advisors and agents don’t have a well-thought-out process for prospecting. The reason is they’ve never learned a step-wise approach to understanding what it takes to love prospecting. And how to do it successfully so that they create unlimited success!
Topics: Prospecting Grow Your Business
2 min read
Don't Miss The State of NAIFA Q3 2023 Webinar on July 11th
NAIFA members, mark your calendars! The Q3 State of NAIFA webinar is scheduled for July 11th at 12 pm eastern. This third update of the year is an integral part of our commitment to keep you informed about our progress and the direction we're heading.
2 min read
How to Increase Your Annuity Sales During Annuity Awareness Month and Beyond
In the pursuit of peak business performance, mastering the annuity market is a powerful catalyst for propelling your financial advisory practice to unprecedented levels. Staying well-informed about the latest trends and harnessing potent sales strategies is integral to triumphing in the market. With this in mind, we are delighted to announce a crucial opportunity that you simply cannot miss!
4 min read
Creating Urgency and Maintaining the Momentum
Do you ever feel like your pipeline is stuck? You know why prospects need to take the next step, but for some reason, they don’t seem to have any urgency to want to meet, send you their statements, or even make a decision on the recommendations that you’ve worked so hard on to help them reach their financial goals.
Kevin Brady, a former U.S. Representative said, “Urgency creates action.”
Therein lies the problem; most advisors/agents don’t have a well-thought-out process for creating urgency in their sales pipelines and for maintaining the momentum!
Let’s take a look at just a few examples of creating urgency, in each stage of the pipeline and how one advisor did just that.
