- 11,519
Here's a quick video about referrals being good for clients:
How do you “brand” yourself?
- Thread starter Advisor06
- Start date
- 11,519
Since this thread was about 'branding'... here's Sandy's take on how you introduce yourself.
- 11,519
The goal is to lower the perceived risk, because there is an element of risk with any potential change in their mind, and they don't see the need to change. The pain of change, the feeling of loyalty, and the possible notion of "firing" their agent... is very uncomfortable, even if you could help them.
So lower their risk:
"You probably shouldn't. I don't know what your needs are, or if I could even be helpful to you in any way.
What I do is ask a lot of questions. I'll also answer as many of your questions as possible. If we determine there's a need, or there's a gap between where you are and where you want to be... and if I can help... then we'll have something to talk about in further detail.
And while I would appreciate having you as a client and placing that business with me, I'll make you a deal: If you'd rather do that business with your Prudential agent, that's fine by me. I do enough business that it doesn't bother me. Okay, it might bother me a little, but I'd rather see you move forward with your plan than be stuck on having you do it with me.
I'll never interfere with the relationship you have with your current advisor or agent... unless you want me to. Most people find my work an extension of their advisor's work, not a duplication. And I'll never undo the good work you've already done.
On that basis... when can we meet?"
- 11,519
It's all crafted from many places. If you steal one idea... it's theft. If you steal a lot of them... it's research.
My old GA was good for one of those lines. The rest, I got from Brian Tracy, Sid Walker, Sandy Schussel, and a little bit from Eszylfie Taylor with The Taylor Method. In short, I dare them to turn me down because of how low I make the risk. In fact, there's a bigger risk in NOT meeting with me!
My old GA was good for one of those lines. The rest, I got from Brian Tracy, Sid Walker, Sandy Schussel, and a little bit from Eszylfie Taylor with The Taylor Method. In short, I dare them to turn me down because of how low I make the risk. In fact, there's a bigger risk in NOT meeting with me!
- 5,506
It's all crafted from many places. If you steal one idea... it's theft. If you steal a lot of them... it's research.
My old GA was good for one of those lines. The rest, I got from Brian Tracy, Sid Walker, Sandy Schussel, and a little bit from Eszylfie Taylor with The Taylor Method. In short, I dare them to turn me down because of how low I make the risk. In fact, there's a bigger risk in NOT meeting with me!
Geez DHK. It thought I was fairly good at this, but you are like some sort of a referral setting ninja.
- 11,519
Let me back up a little bit:
The biggest problem in our industry - is that most people don't know what we can really do for them.
Because of that, "A no, is not a no, until you know that they know what they are saying no to." So the introduction needs to be thorough and comprehensive without overloading them or using a lot of jargon.
I ask for a quick minute to introduce myself and the kind of work I do, and then they can decide if it makes sense for us to keep talking... or not. This is the 'up front contract' that Sandler Training teaches.
For referrals, I don't ask for permission by saying "May I?". I'll simply say "Let me take a quick minute to introduce myself and the work I do, and then you can decide."
Here's my intro that I stole directly from Sid Walker:
Sidney C. Walker ~ Sales Training, Sales Coaching & Sales Tips
Sidney C. Walker ~ Sales Training, Sales Coaching & Sales Tips
"I help people to make educated financial decisions that feel right to them - including the option of doing nothing if that's what feels right."
"I help them to maximize their situation and minimize mistakes and risks."
"I can often help people to find, make, save, or preserve THOUSANDS even TENS OF THOUSANDS of dollars in a single meeting."
I ask EACH PERSON after my initial introduction this question: "Are you working with a financial advisor of any kind, right now?" I'll then ask them what they usually talk about - because they could think their State Farm agent is their advisor, or they have Merrill Lynch, or they have another agent. It doesn't matter, but if I know what they talk about, I get a general sense of the services they've already received.
Regardless of their answer, I respond with: "I'll never interfere with the relationship you have with your current advisor or agent... unless you want me to. Most people find my work an extension of their advisor's work, not a duplication. And I'll never undo the good work you've already done."
Then I talk about the problems for families or problems for retirees that I help them with (about 5-7 bullet points). This shows that I think much larger than just selling a product.
"Now, I don't charge for this meeting. I offer this for no obligation, no cost, and no judgment - because not everyone (even me) is where they want to be financially, but we can do the best we can going forward."
After that's done, I say "I think my minute is up. I do appreciate your time. What do you think?"
The response I'm looking for is usually along the lines of "Wow! I didn't know people like you existed!" But I'll still take the "That sounds great. Yeah, we should talk and see what we can do."
I found this video a while ago, but it's also VERY good that fits this model:
This one is the continuation:
The biggest problem in our industry - is that most people don't know what we can really do for them.
Because of that, "A no, is not a no, until you know that they know what they are saying no to." So the introduction needs to be thorough and comprehensive without overloading them or using a lot of jargon.
I ask for a quick minute to introduce myself and the kind of work I do, and then they can decide if it makes sense for us to keep talking... or not. This is the 'up front contract' that Sandler Training teaches.
For referrals, I don't ask for permission by saying "May I?". I'll simply say "Let me take a quick minute to introduce myself and the work I do, and then you can decide."
Here's my intro that I stole directly from Sid Walker:
Sidney C. Walker ~ Sales Training, Sales Coaching & Sales Tips
Sidney C. Walker ~ Sales Training, Sales Coaching & Sales Tips
"I help people to make educated financial decisions that feel right to them - including the option of doing nothing if that's what feels right."
"I help them to maximize their situation and minimize mistakes and risks."
"I can often help people to find, make, save, or preserve THOUSANDS even TENS OF THOUSANDS of dollars in a single meeting."
I ask EACH PERSON after my initial introduction this question: "Are you working with a financial advisor of any kind, right now?" I'll then ask them what they usually talk about - because they could think their State Farm agent is their advisor, or they have Merrill Lynch, or they have another agent. It doesn't matter, but if I know what they talk about, I get a general sense of the services they've already received.
Regardless of their answer, I respond with: "I'll never interfere with the relationship you have with your current advisor or agent... unless you want me to. Most people find my work an extension of their advisor's work, not a duplication. And I'll never undo the good work you've already done."
Then I talk about the problems for families or problems for retirees that I help them with (about 5-7 bullet points). This shows that I think much larger than just selling a product.
"Now, I don't charge for this meeting. I offer this for no obligation, no cost, and no judgment - because not everyone (even me) is where they want to be financially, but we can do the best we can going forward."
After that's done, I say "I think my minute is up. I do appreciate your time. What do you think?"
The response I'm looking for is usually along the lines of "Wow! I didn't know people like you existed!" But I'll still take the "That sounds great. Yeah, we should talk and see what we can do."
I found this video a while ago, but it's also VERY good that fits this model:
This one is the continuation:
Last edited:
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