Sidney C. Walker
~ Peak Performance Coach for Financial Advisors ~

What's the most important part of Client Acquisition today?

1. Contact qualified people.
2. Connect with prospects and establish a relationship of trust.
3. You are looking for Chemistry, Timing and Money:

Chemistry means you like each other, timing means the prospect has a current need for something you are offering, and money means the prospect can afford to buy the solution to their problem.

My expertise is in three main areas:
How to get appointments with the right people.
How to establish trust and end up with a new client   the majority of the time if the chemistry is there.
How to eliminate all barriers to Peak Performance   (really).

I have been developing a low-key approach to sales for over thirty-five years. I work with all kinds of sales people, business owners, and executives. My specialty is financial advisors. I have created some of the biggest producers in the business and have proven beyond any doubt that you can be one of the "good guys" and be a top producer. There is absolutely no need to be a pushy salesperson to be a huge success.

There are two basic approaches to selling financial services. You are either a client controller (push the client to buy the product you want to sell them) or a relationship builder (help the client discover what they want to do). Both approaches produce sales, but they are as different as night and day. Almost all of us have been trained to be client controllers which also never felt right to most of us from the beginning.

Actually, if you are a relationship-oriented advisor, it feels more right to get to know people and help them discover what they want to do rather than push them to buy a particular product. In fact, if you are what I call a Relationship-Builder and you push for a sale, it won't feel right to you or your client. Bottom line, you have to learn how to make sales without pushing people. The good news, the "low-key" approach is a lot easier than what we were all taught, and it's three times more profitable. My average client has a 90% closing ratio without using any sales techniques whatsoever!

You can make selling financial services the greatest job in the world, if you do it in a way that fits your values. It really is that simple! Almost no one has learned to sell this way from the beginning. Some people have had the ability to figure out this secret on their own and ignore the conventional wisdom. Most of us have struggled with the controlling approach to sales and have collected alot of baggage. I guarantee there is an easier way that is more fun for both you and your client. Some of my coaching clients have 30 plus years in the business. They all say that "letting go of the controlling elements of their approach" was the best thing they ever did for their career and their peace of mind!

Most sales cultures still teach the same old "dominate and control" techniques that the general public hates, especially people with money. I was always told that the high failure rate in the financial services business was because its such a hard job that only a few can make it. There is some truth to that statement. But its not what you think. If you learn to do a job in a way that does not fit your values, very few are going to stick with it! The good news, I have proven almost anyone can make it selling financial services if your approach fits your values!

What's the process? I help people develop an approach based on their style, their strengths, and their values. Everything you do has to feel right. You won't do anything for very long if it doesn't feel right, so anything other than what feels right is a waste of time. The first goal is build your confidence and make some sales with your new approach. That can happen in just a few weeks. It's easy to create the future you want from there.

So where do you go from here?
You can coach yourself with free access to my extensive website for relationship-oriented financial advisors. There is no upfront cost for this website anymore, however we appreciate donations. Go to: SellingWithoutWrestling.com, get a user name and password, and you are good to go.

Or, we can talk about the possibility of doing an individual coaching project together. I usually talk to people for 20 minutes or so to determine if we are a good match. Send me your contact info so we can set up a time to talk. Book an appointment with SiD...

Listen to What Two Industry Leaders Have to Say About Sid:

Barbara Treadwell CLU, ChFC, CFP; Mass Mutual New York, New York 11 min., 26 sec. "One of the things I learned from Sid was to dig deep enough in the interviewing process to find out what people really want. That has made all the difference for me."

Michael Slattery CLU, CFP, AEP; NIMIS Bennington, Vermont 12 min., 16 sec. "I was skeptical at first, but once I had the guts to trust my intuitive instincts, things changed rapidly for the better in all aspects of my life."

More Testimonials: 21 Testimonials from Industry Leaders.

Typical Client Projects: What Sid Can Do for You.