Ah,
January! The holidays are over. January is the best month of the entire year!
Why? Because we get to push the “reset button” and have another 365 days to
have a financial practice we all dream of. This is also the time of the year in
which we at the Table Bay begin our Pinnacle Producer Coaching Program.
Historically during the month of January, we get many questions from advisors
asking us to show them how to make the current year their best year ever.
While
there are many, many great ideas floating around about how to build your
practice and increase your revenue, the last 30 years of coaching advisors on
how to build the practice of their dreams has proven something to me - advisors
can reach the pinnacle of sales success if they simply do 5 Key Things.
Let's
briefly explore the 5 Key Things that can make 2016 your best year ever.
They are:
1. Get Focused. Over the
past 30 years, research has shown undeniably that those advisors who
demonstrate laser-like focus and have a clear and highly defined value
proposition (based on that focus) will do significantly better than those
advisors who are more diverse in their offerings. Unfortunately many advisors
choose to be, as the old saying goes, a “Jack of all trades, master of
none.” But really think about it…who makes more money? The general practitioner
or the brain surgeon? Financial advisors who not only limit the scope of their
practice but also become an expert in their chosen area make
significantly more income than those advisors who dabble in many different
areas.
2. Get a Fabulous Marketing
Strategy. Your marketing strategy must be well planned and completely
laid out for the entire year. This should include your 2016 communications plan
and the “Pain Point Messaging” for every month of the year. I’m confident you
all know the definition of insanity, so if you're unhappy with your results
from your marketing efforts, maybe 2016 is the time to retire the old,
ineffective methods such as direct mail, seminars, etc. The truth is, they
don't work so stop fighting it - you can learn new and effective marketing
strategies. We found that the number one difference between pinnacle producers
and everyone else was that the pinnacle producers have a disciplined
prospecting system. Every producer’s marketing program must be able to open new
doors of opportunities.
3. Learn and Incorporate
Simple, Yet Powerful Questions. You must spark a client’s interest. Don't
be in such a rush to make a presentation – it is critical that you learn the
techniques of power questioning. Questions are to advisors what a scalpel is to
the surgeon. Well-crafted questions may lead you in several different
directions, but those questions will also always deliver exceptional benefits.
For example, have you insured your IRA? Did you know you could?
4. Make Sure Your Product
Knowledge is Exceptional. It is important to know the products inside and
out and learn how to properly position products with your clients and
prospects. Pinnacle producers are exceptionally talented when it comes to
properly positioning a product in the mind of the consumer.
5. Get a Coach. What
do top professional athletes, politicians, actors, corporate CEOs and advisors
have in common? Almost invariably you will find that the top people in these
fields have a coach. Coaching can help you clarify and define the key
ingredients to a successful year and help hold you accountable and on track
throughout the year. A great coach from inside the industry can accelerate your
growth exponentially.
For
over a decade, Table Bay Financial has been helping advisors optimize their
practice and grow their income 200% to 500% within 12 months of partnering with
us. Let us show you how we can make 2016 your best year ever.
No comments:
Post a Comment