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Many Financial Advisors have confided
in me that they are uncomfortable in social situations talking about
what they do. The most important strategy in a social setting is
to be able to say something short and of benefit to the potential
client, and then focus your attention back on the other person.
People would rather talk about themselves than listen to you talk
about yourself. So take a sincere interest in them by asking them
questions about what they do, where they are from, etc. At some point
when the time feels right, ask them if they have a business card. You
don’t need to get into any detail about what you do. That comes later
when you follow-up with a phone call and then actually sit down with
them to talk about your business.
In other words, you are better off making a good social impression
than having them understand what you do for work! The likelihood of
you explaining what you do for work in a social setting and having
someone say, “That’s exactly what I am looking for,” is almost zero. So
let go of trying to achieve the impossible!
If you think the person you have just met has potential as a client,
wait a week and give them a call to see if they would like to get
together.
WHAT DO YOU DO?
Here are some responses to the question, “What do you do?” that have
been successful for my coaching clients:
Maximize—Minimize…
“I help people maximize what they are doing with their money and
minimize mistakes.”
Then you jump right in with, “How about you? What do you do?” and keep
them talking. They will think you’re great and interesting to talk to
if they get to do most the talking.
Ocean of Choices…
“I help people make informed decisions about financial products. There
are so many products and so many choices today, most people need help
finding their way through the ocean of choices!”
Then you jump right in with “How about you, what do you do?” and keep
them talking.
Informed Decisions…
“I help people make informed decisions about their finances. I feel my
main job today is to show people what the options are and then help
them pick a direction that feels right to them.”
Then you jump right in with “How about you, what do you do?” and keep
them talking.
Humorous Investment-Oriented…
(Said with a smile…) “I work with wealthy people and those who want to
be wealthy. Do you fit into either of those categories?” Prospect
responds. Then you jump right in with “How about you, what do you do?”
and keep them talking.
Remember, you will make the most progress in a social setting if you
keep the other person talking about themselves which means you don’t
have to talk about yourself! They will think you are great and will
more likely see you when you call them.
Offer them your business card and ask if they have a card. Tell them,
“I’d love to have you in my rolodex (database) in case I need a
____________. If they don’t have a card, get out one of yours and
write down their name, telephone and email on your card.
COACHING SPOTS STILL OPEN... I had a record number of
people join my individual telephone coaching program this January. I
still have some openings if you’re considering hiring a coach for
2007. As a coach, one thing I do better than most is helping people
get the maximum leverage out of their own unique style and strengths.
If you are looking for a coach who can help you be at your best most
of the time, we should talk. My website:
www.SidWalker.com
has a
good description of typical coaching projects and lots of
testimonials, and be sure to request a coaching brochure.
SPECIAL DISCOUNT: If you have read this far, you get a $15 discount toward any of
my books, eBooks or CDs for February. Just put in the Code:
291649 at the top when you are checking out of my shopping cart at
www.SidWalker.com. (If
for any reason the code doesn’t work, just write “Feb 07 Discount”
in the special instructions and we will deduct $15 from your order
before the charge is final. One discount per order, expires 2/28/07.
For multiple orders, call our office for additional discounts:
877-985-3297.)
SHARE THIS NEWSLETTER WITH YOUR PEERS:
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(Sales Tip of the Month) they also get a free eBook – 12
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value) and free instant access to my last three teleseminars
($300 value!). Go to
www.SidWalker.com/free.htm.
Have a productive February,
Toll-free: 877-985-3297
sid@sidwalker.com
www.SidWalker.com
Sales Performance Coach to Financial Advisors |
