I hope any advisers who wants to be a good and honest will be encouraged by what I wrote below and strive to be better in your respective career. The items mentioned below are more sales related but the professionalism are assumed to be also in place. I’ll also be adopting these habits to better myself. Enjoy…
Habit 1 – Always be positive
* Your client reflect you, if you smile, so will yr client
* Magnify the good, justify and combat the bad
* use client relationship management programs
* Focus on the good things, everyday is a good day, if you wake up.
* Make it your job to make you client happy
Habit 2 – Run client updated regularly
* Activity is the source of new business
* No prospect or suspect = no opportunity
* Be there when yr client is ready to buy not just when you are ready to sell
* Dr Wendy Evans System of client monitoring
Habit 3 – Seek referral everywhere
* Establish a referral process
* Practice your approach
* Let them know what you will be doing for their referral. Don’t always presume that they don’t give you.
* Eg – I help people retire with dignity, to protect their family (Elevator conversation – What do you do?)
* If you don’t tell them, its like looking at a woman in a dark room
* Include a reward system, psychological reprecrocity
* Don’t stop asking, Practicing by role playing
* Referral Card, Testimonial request after closure of sales
Habit 4 – Network till it hurts
* Schools, sport associations, service clubs, business conferences, etc
Habit 5 – Mine the diamonds in client base
* What % of your revenue is from existing clients
* Profitability from existing clients
Habit 6 – Set goals, plan and do it
* Know your stats – appt to plan to sales, etc…
* If you know, you will have a better idea of what a phone call means to you. How much $$ each call is meant to you.
* Set a target
* Plan your activity. Client updates, networking, referrals
* Keep results religiously – Measure what you do
* Do what you say you going to do
Habit 7 – Get someone else to do the paperwork
* High producers have help
* You make money seeing clients
* Make a balance of 3-2 ratio of time taken to see clients to doing paperwork
* Your focus should be how many people you meet. Determine which brings you more money
Habit 8 – Have a ticket in the game
* Do more and different than other people
* Try involve different things with new ways to grow your business
* Work night when others don’t, work weekend if others don’t, go networking when you wish to go home
* Make that extra 5 phonecalls
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One advice given to me by another Guru is that “Financial Advice” needs to be persuaded to the people. Those who wake up remembering that they must plan are largely those with plenty of time who will do all the research for the DIY solutions. Many of them will squeeze financial adviser dry with hundred and one questions and expect not to pay anything in return. I think we have to be selective on the people we serve as well as we will not hope to meet those who will eventually negotiate with us on why we can’t give lower rates than DollarDex, SAF Group Term, Major Illnesses and Disability Income, ETFs and Capitalmall Bonds and just took up Incomeshield Plan Basic and you are stuck with him/her for life.
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