by Tammy de Leeuw
Financial Advisor Netzone
By popular demand, the Insurance Mavericks , Brett Kitchen and Ethan Kap, have re-opened their Alliance program for a limited time to agents and advisors who want and need to get...
MORE LEADS!
Agents who got in last go-round and who actually USE the system are reporting huge increases in their bottom lines, and are having loads more fun in their businesses. The Mavericks have done all the work for you- spending a lot of their own time and money to find what does and does not work in marketing your insurance or financial practice.
You Should Give This A Try!
I don't know where you are in your business. Maybe you just need a few proven direct mail strategies, or to get a handle on doing better seminars, or a sympathetic shoulder to cry on.
The Mavericks' Alliance program offers a tremendous amount of those types of resources, and a lot more.
I first got involved with Ethan and Brett because I sensed that they really do care about helping those in our industry make more money and enjoy their businesses more. Time has proven that this is indeed the case- they LOVE IT when agents call in to report their successes or offer their own ideas.
For a marketing system, the investment is reasonable and the guarantee they offer is nothing short of INSANE. So, you can try it out and see if their approach will work in your own business with no risk.
Check out the video explaining EXACTLY what you can expect as a Mavericks member:
https://ironfist.infusionsoft.com/go/prod_vid_3/grouchy/
Wednesday, June 3, 2009
Tuesday, June 2, 2009
Reducing Cancelled Appointments - Part 2
by Bill Cates
Referral Coach International
I gave you some ideas as to how to reduce your percentage of cancelled appointments with new prospects. I had a number of readers suggest some other strategies in this area. So, Tip #1 in this issue will show you some more ideas from our readers to help you reduce appointment cancellations.
From John Strange - Cairns - Australia
"Our kept appointments run at around 90%, with about a 2% cancellation rate and about 8% reschedule. Our system is to send an e-mail to the prospect, confirming the date, time and place as well as what will be dealt with at the meeting.
"When gaining the appointment, we also make sure we get their mobile phone number. The day before the appointment, one of my team sets up text messages to go to all appointments for the next day. These messages are generally scheduled to be sent between 2 to 3 hours before the appointment. These messages are sent from the team member's computer, using preset messages, so she has minimal input, so the process is very fast and effective. We have found that this works much better than phone calls. We have been doing this for about 3 years and have dropped our no-shows down to the current level. Naturally all prospects are referrals."
Scott Miller - San Diego, CA
"For a new prospect or referral, I generally ask that they send any statements they want me to review in advance of the initial appt. If they send them, I know they are serious. In most cases we've already had a few discussions and I've done some initial fact finding so it's not totally unexpected.
"I LOVE it when a prospect legitimately forgets about an appointment or has to reschedule on short notice. It's almost a guaranteed close the second time around if for no other reason than out of remorse. I also never leave my office for an appointment without confirming first. If they don't confirm, I don't show up unless I happen to be in the area anyway. Of course I prefer to meet in my office.
"If a prospect keeps me waiting more than 10-15 minutes, I won't hesitate to tell the receptionist that I'll have to reschedule as now I don't have enough time to devote to the appointment and still be on time for my next one. Only ONCE in my 27-year career has the prospect refused to reschedule under that scenario. Clients and prospects need to understand that we are busy professionals and our time is to be respected as is theirs. They're generally very apologetic and understanding."
Are You Getting Inter-generational Referrals?
Joe Gemmill is a loyal Referral Minute reader (Thanks Joe). He shared this idea with me a few weeks ago. Perhaps you will find it helpful.
"I am 25 years in the financial advisory business and that means some of my clients were pre-retirees and now they are not so young. When we discuss "legacy planning", NOT "estate planning" I ask them 'Of the children you've listed on the data organizer, who would be the first to call me if you became ill or were in the hospital and needed money? Would it make sense to coordinate a time when you and your daughter/son could meet with me, so I would be a friendly face when they need me most?
"It can be tricky to schedule a time and you DO have to be very clear as to how much information will be shared as part of confidentiality. It is very proactive in serving our clients and has gained participation in the process, rather than a distressed, defensive call from an adult child with an incapacitated parent.
"And, we walk through the financial planning process and once the younger generation gets it...they have become clients too."
What are you doing to build loyalty and generate referrals? I'd love to hear your ideas! Also, are there any topics you'd like to see me address in future issues of The Referral Minute? Maybe I can help. I'd love to hear from you. Send your questions and best practices to me at: Info@ReferralCoach.com.
Get High-Quality Referrals from CPAs
High-Content Web Class/Teleseminar - Monday, June 15 (1:00 pm EST) - Sign Up Today!
If you're looking for the type of high-quality clients that CPAs can provide, then you need to be a part of this educational experience with Bill Cates. NOW is the perfect time to be meeting and building relationships with CPAs. Get started now and give these relationships time to develop.
In this interactive 60-minute webinar/teleseminar with referral expert Bill Cates, you will learn:
PLUS - You'll receive 5 bonus referral tools to make sure you produce results. Click the link below to see what you receive.
Monday, June 15 - 60 minute session - 1:00p Eastern - 12:00p Central - 11:00a Mountain - 10:00a Pacific
Click for all the details and to SIGN UP TODAY: www.referralcoach.com/webinar
Sunday, May 31, 2009
3 Steps to Get More Referrals
| |
by Bill Cates
Referral Coach International
(td says: "Don't forget Bill's upcoming web class on June 15th:"Get High Quality Referrals from CPA's" register at: http://www.kickstartcart.com/app/?af=803298)
I love it when I learn new referral strategies from advisors attending my seminars and referral boot camps. Just got a new one I want to share with you. I got it from an advisor named David in Cincinnati, OH.
David has a simple process that he says always nets him five or more referrals every time he uses it. That is a lot of referrals!
Six months into a new relationship, he invites his relatively new client to a meal, usually lunch, to thank them for their business and to learn more about them. He asks three questions that helps him build the relationship and garner referrals.
Now isn't that simple? This is a great strategy you can begin to employ right away with every new client. I don't see why you can't hold this same type of lunch meeting with your existing clients. Do you?
Relationship Prospecting: Starting from Scratch
I received an email recently from an advisor who had moved to a new area. Though he had a significant client base where he lived before, he knew he needed to start developing a new base of clients. He asked me for my advice on how to build a referral business from scratch. Here's my response...
"Thanks for taking the time to write and for your kind words about my referral system. Below are some basic things you can do to get your practice going in N.C. These are probably not new ideas for you, but perhaps my list will get your creative juices flowing - that leads to action.
Again, probably nothing you haven't thought of before. Much of this is a function of spending enough time in these activities, as well as learning how to leverage your new relationships.
Ready to crack the CPA Referral Code?...
If so, you won't want to miss this...
NEW High-Content Web Class
Get High-Quality Referrals from CPAs
An Educational Web Class with Bill Cates
Monday June 15, 2009
1:00p Eastern 12:00p Central 11:00a Mountain 10:00a Pacific
Thursday, May 28, 2009
Weekly Roundup: New Webinar Downloads and More!
by Tammy de Leeuw
Financial Advisor Netzone
Thanks to all who were on the live webcasts with Robert Breiner and Peter Vessenes. Hope you had as much fun as I did.
For the next week or so, you can download these webinars securely via YouSendit simply by going to one of these two links:
May 26th Webinar: Peter Vessenes: How to Make Money In A Market Downturn. Business turnaround expert and author Peter Vessenes talks about the other side of running a successful small business- SOUND FISCAL MANAGEMENT. Join us as we discover how to run a leaner, meaner financial services practice.
http://tinyurl.com/luucmy
May 27th Webinar: Take Another Look At Send Out Cards with Robert Breiner- Windows media recording
http://tinyurl.com/nhkbyc
I always have fun with Robert, a real agent down in LA LA Land who uses the Send Out Cards system better than anyone I know. It is working for him to get more referrals, and helping him become the Leading Insurance Dude in his area.
In this one hour webcast, Robert and I show you 3 ways you can use SOC to help attract and keep your customers and Robert shares a few of the secrets he is using to sell loads of insurance.
PLEASE NOTE: The links are only good until June 9th- so you should download now.
Insurance Mavericks Are Back in The Saddle!
We are opening up the Mavericks Alliance Program again, mainly because the agents and advisors who are USING it are getting fantastic results. If you are an implementer and a person who follows through, you need to try out this mastermind group. Check out the new video Mavs have made...
https://ironfist.infusionsoft.com/go/speed_1/grouchy/
You can get some IMMEDIATE help from the Mavericks with this:
https://ironfist.infusionsoft.com/go/mastercloser/grouchy/
New Cates Webclass for June: Get More CPA Alliances Now!
Bill Cates is back with a brand new web class for those of you looking to break into the lucrative CPA referral arena. Bill says it IS NOT DIFFICULT to attract CPA's as joint venture partners, if you know how to do it the right way. MONDAY, June 15th.
Thursday, May 21, 2009
Don't Miss These Upcoming Events
by Tammy de Leeuw
Editor and Chief Grouch
As we move into summer, I'm gearing up to bring you the finest connections available; connections to the movers and shakers in both the online AND offline worlds; people who will give you what you need to SPEED to six figures (and beyond!)
Twitter Virtual Summit:
This is a cool thing from our friend David Frey, who has put together a very cool LIVE Twitter Masters Interview series. FOG (Friend of Grouchy) SHAMA HYDER will be among the 15 different Twitter experts being interviewed by David. You won't want to miss this. You will also be able to purchase the entire series for download, so you don't have to attend each session live.
The Telesummit begins on Monday, May 25th at 11:00am Eastern Time and runs through Friday afternoon, May 29th.
For the specific speaker schedule, please visit:
http://nanacast.com/vp/68957/15408/
Webinars on May 26th and 27th:
May 26th: Peter Vessenes will talk about that OTHER way to make money during a recession, namely PRACTICE MANAGEMENT. Sounds unsexy, but with an expert like Peter to guide you, you will gain insight into an area in which most financial pros score an "F."
Free, but you need to register:
https://www1.gotomeeting.com/register/916775448
May 27th: Join us for a special presentation/demo with insurance agent, financial advisor, entrepreneur, and Send Out Cards trainer ROBERT BREINER. You've never met anyone quite like Robert and you've never seen cards quite like the ones he uses to get dozens of prospects, clients, and joint venture partners. If you have considered using this system, you'll want to attend and learn just how a REAL financial pro uses this system to ATTRACT and RETAIN clients.
https://www1.gotomeeting.com/register/279168745
Stay tuned to the blog and your email for more fun stuff in the Summer of Grouchy.
Thanks!
Tammy
Editor and Chief Grouch
As we move into summer, I'm gearing up to bring you the finest connections available; connections to the movers and shakers in both the online AND offline worlds; people who will give you what you need to SPEED to six figures (and beyond!)
Twitter Virtual Summit:
This is a cool thing from our friend David Frey, who has put together a very cool LIVE Twitter Masters Interview series. FOG (Friend of Grouchy) SHAMA HYDER will be among the 15 different Twitter experts being interviewed by David. You won't want to miss this. You will also be able to purchase the entire series for download, so you don't have to attend each session live.
The Telesummit begins on Monday, May 25th at 11:00am Eastern Time and runs through Friday afternoon, May 29th.
For the specific speaker schedule, please visit:
http://nanacast.com/vp/68957/15408/
Webinars on May 26th and 27th:
May 26th: Peter Vessenes will talk about that OTHER way to make money during a recession, namely PRACTICE MANAGEMENT. Sounds unsexy, but with an expert like Peter to guide you, you will gain insight into an area in which most financial pros score an "F."
Free, but you need to register:
https://www1.gotomeeting.com/register/916775448
May 27th: Join us for a special presentation/demo with insurance agent, financial advisor, entrepreneur, and Send Out Cards trainer ROBERT BREINER. You've never met anyone quite like Robert and you've never seen cards quite like the ones he uses to get dozens of prospects, clients, and joint venture partners. If you have considered using this system, you'll want to attend and learn just how a REAL financial pro uses this system to ATTRACT and RETAIN clients.
https://www1.gotomeeting.com/register/279168745
Stay tuned to the blog and your email for more fun stuff in the Summer of Grouchy.
Thanks!
Tammy
Tuesday, May 19, 2009
Tweet Dreams: Unraveling That Giant Virtual Watercooler Called Twitter
by Tammy de Leeuw
Financial Advisor Netzone
OK, you've finally decided to take the plunge and try out this bizarre internet phenomenon known as Twitter... and you might be asking...
How do I use this thing to develop relationships and (hopefully) gain some new prospects?
Let's examine a few ways you can leverage Twitter into relationships.
1. Lame is as lame does.. Resist lameness in your Tweets.
At first, Twitter might seem a bit silly to you; a jumble of meaningless ramblings and links to God Knows What, but there is a method in the madness. When you Tweet, try your best to offer exceptional information in 140 characters or less.
Answer questions that are posted, link to useful websites, and give solid advice. In short: be a useful chit-chatter, not someone who Tweets constantly about being at their doctor's appointment, or standing in line for a gourmet glazed donut, etc. There is just too much of that already on Twitter, in my opinion. Be different and try to pack some substance into your 14o characters.
8. Reason to celebrate? TWEET it!
Financial Advisor Netzone
OK, you've finally decided to take the plunge and try out this bizarre internet phenomenon known as Twitter... and you might be asking...
How do I use this thing to develop relationships and (hopefully) gain some new prospects?
Let's examine a few ways you can leverage Twitter into relationships.
1. Lame is as lame does.. Resist lameness in your Tweets.
At first, Twitter might seem a bit silly to you; a jumble of meaningless ramblings and links to God Knows What, but there is a method in the madness. When you Tweet, try your best to offer exceptional information in 140 characters or less.
Answer questions that are posted, link to useful websites, and give solid advice. In short: be a useful chit-chatter, not someone who Tweets constantly about being at their doctor's appointment, or standing in line for a gourmet glazed donut, etc. There is just too much of that already on Twitter, in my opinion. Be different and try to pack some substance into your 14o characters.
2. @Replies
Responding to other peoples' posts is one of the best ways to develop relationships via Twitter. All you have to do is key in the @ sign followed by the person’s username (without spaces) and write your response. Your response can be as simple as a show of support or thumbs up to a suggestion, to sharing a similar story you may have. When you show other people you have an interest in what they are tweeting ,they tend to suddenly become interested in YOU.
3. Blog Posts
If you don't have a blog yet- you should get one. (a different topic for a different day) The reason is simple: If you’re a blogger, you can grow your blog following by automating the process of letting people know about new posts. This is easy on Twitter: just tweet the title of your post and the link to it. Tweets about blogs are some of the most popular Tweets.
You can make the process simpler and more automated by having a site like TWITTERFEED do it for you.
4. What the heck are Retweets and Why Should I Use Them?
Retweets can help you in your quest to be a useful and popular Twitter. When you see posts that you think are particularly good or helpful , key in the letters RT or the word RETWEET then @USERNAME. Retweeting shows people you really do read what they post and creates a good feeling between users. CAVEAT: Don't do this too often... you can irritate people if you never have anything original to contribute.
5. Ask a question..
You would be amazed at how asking a simple question such as "where can I find a part for my antique Widgetmaster?" can get you a flurry of activity on Twitter. People who Tweet often pride themselves on being sources of helpful info.
6. “Blow By Blow" Accounts
If you are doing something particularly interesting, why not give a minute by minute account of the goings on? I've seen fascinating live updates from concerts, lectures, college classes, Renaissance fairs, etc. Be your own NEWSWIRE and people will start paying attention to you.
7. Photos and Graphics
Find a funny photo? Go on vacation to a cool place? People LOVE photos and graphics, and if you use TwitPic or a similar application, you can upload a photo and send a Tweet at the same time!
8. Reason to celebrate? TWEET it!
If you just acquired a new contract, made your sales goals, got a new client, or your boss gave you a great big ATTABOY!, you can let people know about it on Twitter in a celebratory, non- boastful manner.
Wednesday, May 13, 2009
How to Reduce Appointment Cancellations
by Bill Cates
Referral Coach International
Have your ever had a prospect cancel an appointment with you, or worse, pull a "no show?" This seems to happen more with newer advisors than veterans, but even veterans experience this from time to time.
One of our subscribers asked me to address this important issue. While I have a few ideas to offer on the topic, I thought I'd turn to someone who is an expert in this area.
Gail Goodman teaches financial professionals how to set appointment with prospects.
Like me, she has a very narrow but important expertise. The following ideas on how to reduce appointment cancellations come from Gail Goodman. If you'd like to tap further into Gail's expertise, here is her contact information: Email: Gail@PhoneTeacher.com Website: www.phoneteacher.com Phone: 914-242-1108
The most important fact to know about having a high rate of reschedules and cancels is that they most often reflect a problem with the way you set the appointment in the first place.
If you discussed a specific product and used that as the reason for the appointment, you might find yourself rescheduling a lot of appointments.
Additionally, if you pressed for the appointment too hard (i.e. "Rottweiler" behavior) then the prospect may have capitulated over the phone as a way of getting rid of you.
Rescheduled vs. Cancellations
There is a difference between reschedules and cancels. My definitions are as follows: a reschedule is someone who is still interested in having you call them for a different date and time for their appointment; a cancel is someone who basically says "I don't want an appointment anymore." Essentially the second person is a "dead lead" and the first is someone you are still able to call.
Make Reminder Calls
Some people just plain forget about their appointments. Get in the habit of sending reminder notes or making reminder phone calls several days before your appointments. It's the professional thing to do and will reduce cancellations.
If you think that by placing a reminder call or sending a note will give them a chance to reschedule or cancel, then re-read my first statement. You may have a problem with your appointment setting skills.
What is Normal?
The normal statistics for reschedules should be about 20-25% of your appointments per month. They will vary per week, but overall you should find about 70- 75% of your appointments sticking.
Other than Christmas time and the week before school restarts in the fall, these statistics are standard for the financial services industry in 2009. So, if your stats are in this range, you're "normal." (Isn't that good to know?)
Most Reschedules are Legitimate
Most reschedules are legitimate and should not concern you. However, if you have a 50% reschedule rate, then you are probably doing something dreadfully wrong on the appointment setting phone call.
Get High-Quality Referrals from CPAs
High-Content Web Class - Monday, June 15 (1:00 pm EST) - Sign Up Today!
Work directly with Bill in this interactive web class. Submit your questions to Bill before, during, and after the call. Attend the webinar or just listen to the audio as you travel to your next appointment.
Can't make the webinar? Sign up and still receive an audio copy of the program and all the bonus materials when you sign up.
If you're looking for the type of high-quality clients that CPAs can provide, then you need to be a part of this educational experience with Bill Cates. NOW is the perfect time to be meeting and building relationships with CPAs. Get started now and give these relationships time to develop.
In this interactive 60-minute webinar with referral expert Bill Cates, you will learn:
3 relationship models that can produce results with CPAs.
PLUS - You'll receive 5 bonus referral tools to make sure you produce results. Click the link below to see what you receive.
Monday, June 15 - 60 minute session - 1:00p Eastern - 12:00a Central - 11:00a Mountain - 10:00a Pacific
Click for all the details and to SIGN UP TODAY: www.referralcoach.com/webinar
Remember
The initial appointment is for you and the client to get to know each other and decide of moving forward with the chance of doing business together makes sense for both of you. Prematurely discussing products, solutions, specific ideas or anything else too detailed will work against you. They have not decided you are their advisor so why are you suggesting products?
Most of my advisor clients are looking to move from an initial appointment to a fact-find, which is the procedure for discovering what is important to your new client. Getting into a product discussion on the first phone call is most often the reason appointments don't stick. The second most common reason is being too persistent not letting the person off the phone and creating a call-back situation. Pressure to have "enough appointments" usually leads to the second most common problem.
Thank you, Gail Goodman.
Send Something of Value
I'll add one strategy that often helps appointments stick. You need to decide if this can apply to your world. I've seen a number of advisors get good results by sending something of value between the time they set the appointment and the appointment itself. If can be something as simple as a logo mug filled with candy. Or it can be a book or gift card for their next cup of coffee on you. Personally, I like things that are flat and easy to mail, like a gift card from Starbucks or Duncan Donuts, or Tim Horton's for my Canadian friends.
Saturday, May 9, 2009
The 5 Most Common Internet Marketing Mistakes
by Shama Hyder
Click to Client.Com
1) Creating a website but not proactively driving visitors to it.
I see this all the time. VERY smart business owners will create a great looking website and then “hope” that their clients will find them. Location is nothing when it comes to the online world.
Yes, your domain name matters. But, that’s all. Otherwise, the playing field is leveled. If you build a website, make sure you are driving traffic to it. You can do so using online methods (i.e., search engine optimization, pay per click, etc.) and off line methods (encouraging people you meet to check out your site).
2) Not capturing visitor information
You don’t have to offer an eZine or an online newsletter, but do capture visitor information in some form or fashion. Most visitors (many qualified prospects!) will never come back to your website. There is too much to do, see, hear. Websites are going up just as you read this. Make sure you find a way to keep in touch with the people who stop by.
3) Not playing with the website.
I met a guy last week (let’s call him Joe) who told me: “I have a website. I put it up in 1995! Haven’t changed it since.” This guy was really proud of himself. Don’t be Joe. Make sure you keep playing with the website to keep it looking sharp. Make sure it is doing its job.
4) Not following-up!
One, make sure people can contact you from your website. Yes, this is a no-brainer, but you would not believe how hard it is to find contact information for some folks online-or maybe you can believe it. Second, when someone contacts you, follow-up. Sometimes people put it off until later (and then forget), or are just plain nervous. No amount of marketing will help you if you don’t follow up and close the sale.
5) Thinking of their website as just an “online presence.”
This is another common mistake. I often hear people say: “Yea, I have a website. It’s so important to have an online presence these days.” But, your website should be MORE than your presence. If you are going to purchase the domain name and hosting. If you are going to build it-then let it be a marketing tool for you! Don’t put up a website just for the sake of online presence. Leverage it as an excellent marketing tool.
Click to Client.Com
1) Creating a website but not proactively driving visitors to it.
I see this all the time. VERY smart business owners will create a great looking website and then “hope” that their clients will find them. Location is nothing when it comes to the online world.
Yes, your domain name matters. But, that’s all. Otherwise, the playing field is leveled. If you build a website, make sure you are driving traffic to it. You can do so using online methods (i.e., search engine optimization, pay per click, etc.) and off line methods (encouraging people you meet to check out your site).
2) Not capturing visitor information
You don’t have to offer an eZine or an online newsletter, but do capture visitor information in some form or fashion. Most visitors (many qualified prospects!) will never come back to your website. There is too much to do, see, hear. Websites are going up just as you read this. Make sure you find a way to keep in touch with the people who stop by.
3) Not playing with the website.
I met a guy last week (let’s call him Joe) who told me: “I have a website. I put it up in 1995! Haven’t changed it since.” This guy was really proud of himself. Don’t be Joe. Make sure you keep playing with the website to keep it looking sharp. Make sure it is doing its job.
4) Not following-up!
One, make sure people can contact you from your website. Yes, this is a no-brainer, but you would not believe how hard it is to find contact information for some folks online-or maybe you can believe it. Second, when someone contacts you, follow-up. Sometimes people put it off until later (and then forget), or are just plain nervous. No amount of marketing will help you if you don’t follow up and close the sale.
5) Thinking of their website as just an “online presence.”
This is another common mistake. I often hear people say: “Yea, I have a website. It’s so important to have an online presence these days.” But, your website should be MORE than your presence. If you are going to purchase the domain name and hosting. If you are going to build it-then let it be a marketing tool for you! Don’t put up a website just for the sake of online presence. Leverage it as an excellent marketing tool.
Thursday, May 7, 2009
Inner Truth Sells Regardless of the Economy...
by Sidney C. Walker
Many people are afraid to spend any money on anything at the moment. They want to see some improvement in the economy which is a reasonable request. However, many of these same people will be the ones who invest money after the market has gone up considerably.
I am not sure how much you can help the people who make decisions based on the emotion of the day. Fortunately there is a group of people who are more grounded and know this is only the down side of a predictable cycle. This group of people also tends to make decisions based more on what feels intuitively right than based on emotion. These are the people who are currently buying financial products.
You may have to work a little harder than normal to find the "intuitive" buyers, but they are out there and they are a bigger group than you might think. The second thing you have to do is handle the interviewing process correctly so that you help the potential client get at the decision that feels intuitively right since that is what they will be willing to take action on.
How do you help your client get at the decision that feels intuitively right? First you have to ask yourself how you make decisions. Do you base your decisions on intellectual logic, emotional feelings, intuitive feelings (a quiet sense of knowing something is right or not right) or, some combination of all three?
How do you know when you have enough information? What tells you can stop looking at options? What does it feel like when it feels intuitively right? It is a good exercise to look back in your life at decisions you have made that worked out and look at how you arrived at those decisions.
Why is it important to look at your own decision making process in order to help others? You need to see that there is a process. Not everyone has the exact same process but for the majority of the people buying today, they are buying more because all the elements put together feel intuitively right than for any single reason.
One of the questions I teach advisors to ask in my Selling Without Wresting™ Sales Training is: "I think we agree this makes sense, the real question is does it feel right?"
This is not a question a controlling advisor is going to ask. It will only make sense to ask this question if you are a relationship-oriented advisor that is trying to help the client make an educated decision that feels right to them.
There are people making buying decisions in this economy, just not as many as usual. And all the people you meet who are afraid to do anything will come around once they see enough good news. It's a good time to get to know as many new people as you can and don't worry if sales are down. The sales numbers will come back and the more people you have in the pipeline when things start to turn around, the bigger the payoff will be for you.
Thirty years ago, my sales manager used to pass out STP stickers to his reps. STP, which is still around as far as I know, is the oil treatment for car engines. Guess what STP stands for? See The People!
STP...
Sid
PS: Try Sid's new online SWOW for 24 hour a day access to the best low-key sales tools.
Try it for free for 7 days by going HERE.
Sunday, May 3, 2009
Ten Ways To Become More Referral-Worthy And Upcoming Webinars
by Tammy de Leeuw
Financial Advisor Netzone
The Grouchy Marketing Lady
1. You MUST Become Referral Worthy. Getting referrals on a consistent basis is
nearly impossible if you have done nothing to deserve them.
A referral worthy person is:
100% honest, 100% of the time-Honorable Men and Women
Extremely client-focused in EVERY PHASE of the relationship
A provider of incredible client experiences
Kind, respectful, NEVER condescending when dealing with clients
Generous with time and information
Able to think in terms of the WHOLE client
A person who truly KNOW the needs and desires of their clients and has the tools to meet those needs.
Always learning and using that knowledge to be better at what you do
Professional in all your dealings with prospects and clients
Flexible, enjoyable, and pleasant to be around
Someone who stays in touch with their clients
A supreme CLIENT ADVOCATE
Willing to Take Constructive Criticism- In fact, YOU INVITE it (surveys)
BRIGHT IDEA:- Offer a powerful GUARANTEE. Here is an example of a satisfaction guarantee I once saw on a seminar invitation:
"Satisfaction Guarantee: All we ask is that you take in the information presented and enjoy the delicious meal. If you feel like it was a waste of your time, we'll gladly donate $100 to the charity of your choice for your trouble"
2. Find the RIGHT Partners and Get More Referrals
A-level clients, joint venture partners, and networking associates can be a real boost to the referral process, provided you do your research and get the RIGHT KINDS OF PARTNERS...
(see the rest of the article at:http://www.squidoo.com/referralsgalore)
Our Webinar Schedule for May, 2009
If you are wondering about social media and its relationship to YOUR business, you will want to join us on Wednesday, March 6th when new media superstar SHAMA HYDER joins us to explain Tweeting and blogging and Diggin and all that sort of stuff
https://www1.gotomeeting.com/register/913284376
May 26th: Join top business consultant Peter Vessenes
May 27th: "Agent Provocateur" Robert Breiner joins with Grouchy to educate you on the finer points of using Send Out Cards to leverage Naturally Existing Economic Relationships (NEER). It is an SOC demonstration with major attitude.
https://www1.gotomeeting.com/register/279168745
Financial Advisor Netzone
The Grouchy Marketing Lady
1. You MUST Become Referral Worthy. Getting referrals on a consistent basis is
nearly impossible if you have done nothing to deserve them.
A referral worthy person is:
100% honest, 100% of the time-Honorable Men and Women
Extremely client-focused in EVERY PHASE of the relationship
A provider of incredible client experiences
Kind, respectful, NEVER condescending when dealing with clients
Generous with time and information
Able to think in terms of the WHOLE client
A person who truly KNOW the needs and desires of their clients and has the tools to meet those needs.
Always learning and using that knowledge to be better at what you do
Professional in all your dealings with prospects and clients
Flexible, enjoyable, and pleasant to be around
Someone who stays in touch with their clients
A supreme CLIENT ADVOCATE
Willing to Take Constructive Criticism- In fact, YOU INVITE it (surveys)
BRIGHT IDEA:- Offer a powerful GUARANTEE. Here is an example of a satisfaction guarantee I once saw on a seminar invitation:
"Satisfaction Guarantee: All we ask is that you take in the information presented and enjoy the delicious meal. If you feel like it was a waste of your time, we'll gladly donate $100 to the charity of your choice for your trouble"
2. Find the RIGHT Partners and Get More Referrals
A-level clients, joint venture partners, and networking associates can be a real boost to the referral process, provided you do your research and get the RIGHT KINDS OF PARTNERS...
(see the rest of the article at:http://www.squidoo.com/referralsgalore)
Our Webinar Schedule for May, 2009
If you are wondering about social media and its relationship to YOUR business, you will want to join us on Wednesday, March 6th when new media superstar SHAMA HYDER joins us to explain Tweeting and blogging and Diggin and all that sort of stuff
https://www1.gotomeeting.com/register/913284376
May 26th: Join top business consultant Peter Vessenes
| Making Money in a Market Downturn- with Peter Vessenes https://www1.gotomeeting.com/register/916775448 | ||
|
https://www1.gotomeeting.com/register/279168745
Wednesday, April 29, 2009
6 Steps for Client Focus Groups That Produce Loyalty and Referrals
by Bill Cates
Once upon a time, I owned a book publishing company.
Not only did I publish books, I brokered printing, and even did some training for printing and graphics companies. One of my specialties was running Client Focus Groups.
These took on a myriad of forms, but the basic premise was always the same.
We'd gather some of the client's top clients and customers into a room and talk about improving and expanding the business. These clients were given royal treatment and were willing to engage in these sessions because they had a vested interest in their relationship with the company.
Whether they realize it or not, your clients have a vested interest in your successful business. These meetings help solidify their interest in your success. The more successful you are the better you are able to serve them. Plus, many of them would be more than happy to help you just because they like you. It's time to tap into these relationships.
Step 1 - Identify as many groups as you can of about 8-12 "A" and "B+" clients who might be willing to participate in a focus group. You'll probably end up with 6-10 attending the meeting. Pay attention to how you group these folks, making sure personalities are compatible. Other small business owners, consultants, and salespeople tend to make the best focus group participants.
Step 2 - Working with one group at a time, invite them to a meeting with you and your staff to discuss/brainstorm how you can serve them even better than you currently are. Serve them a meal, breakfast or lunch, or both and give them the royal treatment.
Step 3 - The first item for discussion is how you are presently serving your clients. If you have one, discuss your client-service model. If you don't, formulate one for the group to evaluate and give you feedback on.
Step 4 - The second item on the agenda is marketing. Let them know the types of individuals you are trying to reach with the important work that you do. Let them know of any niche markets you are pursuing or are thinking of pursuing. Brainstorm marketing and referral ideas.
Step 5 -The third, and optional, item is to discuss any new products that you might want to make available to your clients. Discuss the value of these products. Brainstorm how you will talk about and present them to your clients. You'll get great ideas and many of these folks will want to know more about the products for themselves.
Step 6 - Take action on as many of the ideas they give to you as possible. But even if you can't act on all of them, stay in touch with them so that they know their time with you was well spent. Be ready for a lot of great ideas, as well as direct referrals.
Many of your clients will appreciate the opportunity to be "let into" your business. Many will love the creative thinking around service and marketing. Many will begin to think about your business, even when they are not in direct contact with you and will continue to share ideas as they come up.
Some advisors run several focus group meetings a year. Many of your clients will do this with you annually. Some of them would prefer every other year. If the thought of creating these groups is just too far out of your comfort zone, then schedule some one-on-one sessions with some of your clients - for the purpose of helping you serve your clients better and reaching more people with the important work you do.
What are you doing that's working for you with regard to referrals and client service? What isn't working? What topics would you like to see me address?
Maybe I can help. I'd love to hear from you. Send your questions and best practices to me at: Info@ReferralCoach.com.
*Don't miss BILL CATES THURSDAY, APRIL 30th...for a special referral class...
Monday, April 27, 2009
The Skies in My World...
by Tammy de Leeuw
The Grouchy Marketing Lady
Financial Advisor Netzone
Grouchy is up to her red eyeballs with stuff- including some great web classes and webinars. Be sure to check them out:
Thursday, April 30th: "America's Referral Coach" BILL CATES presents a special class on referrals that you will not want to miss. In 1.5 hours, Bill will take you from "referral reluctant" to "referral savvy." This is the same material Cates presents to prominent financial institutions across the country. COST: $97
Register HERE:
Wednesday, May 6th: Shama Hyder- one of the most influential young people in new media, will be giving you an overview of the social media phenonmenon. Learn what social media is and how it can help your business grow.
https://www1.gotomeeting.com/register/913284376
Wednesday, May 27th: Join me, Grouchy, and my special guest Robert Breiner as we examine Send Out Cards, a referral system being used successfully by small businesses across the world to increase prospect attraction and client retention.
https://www1.gotomeeting.com/register/279168745
Stay tuned for even more Grouchy events as I diligently pursue the best tools, tips, tricks, people, places, and practices to help you get more clients and make more money.
And...
Follow me on Twitter to get all the updates throughout the day.
http://twitter.com/tammydeleeuw
Wednesday, April 15, 2009
How To Train Your Referral Force
by David Frey
Marketing Best Practices
Are you frustrated because you give referrals to other
professionals in your networking group, but get few
referrals in return?
Or do most of the people in your networking group
already use your product or service and you feel as
though you have no where to go with them?
If so, you'll want to read ALL of this newsletter.
This one idea could be a breakthrough for you in your
referral marketing efforts.
_____________________________
You're Doing It All Wrong...
_____________________________
Most business professionals who attend networking
meetings or who belong to networking groups do it all
wrong.
They go to networking meetings with the intention of
introducing their product or service to people they
meet and trying to close a sale.
That's the wrong approach.
___________________________________
Your Network Is Your Sales Force
___________________________________
When attending your next networking event, focus on
"training your sales force" rather than on selling your
product or service.
Your fellow networkers are usually ready and willing to
refer you business, if they just knew how to identify a
good potential referral for you.
Imagine you were training your own sales force. What
specifics of your business would you teach them to help
them easily identify a great prospect?
That's exactly the type of information you should be
sharing with your fellow networking group members.
__________________________________
Some Networking Do's and Don'ts
__________________________________
DON'T...
Use generalities like, "I'm looking for anyone who is
planning a vacation this summer."
DO...
Use specifics like, "If you have a friend in your
church or who you work with who has been talking about
traveling this summer, I can help them plan the
vacation of a life time."
DON'T...
Come empty handed to your referral meeting.
DO...
Use examples and visual aids to help people remember
your message. For instance, if you sell copiers, bring
some copy paper and show people how many more copies
you machine will produce versus the competition for the
same amount of money.
DON'T...
Say the same thing over and over to your group members.
DO...
Break down your business into the types of problems
that your product or service solves and in each
meeting, focus on how you can solve one specific
problem.
You'll find that you'll double the amount of referrals
you get from fellow networking group members by simply
educating them about the specifics of your business and
what a great referral for you would look like.
_______________________________________________________
Using "Referral Education Cards" to Train Your Network
_______________________________________________________
A simple method for training your referral sources is
to use "Referral Education Cards."
A Referral Education Card is a greeting card that helps
people understand how to spot a good referral prospect
for your busines.
It starts out by saying, "A good referral for me is
someone who..."
Here's a great example of an ultra-effective Referral
Education Card for a local banker.
http://www.TheReferralNewsletter.com/a/good.jpg
(copy and paste the link into your browser)
You'll notice in this card that it specifically states
the attributes of someone who would be a great prospect
for a banker.
This card actually educates the banker's referral
sources on specifically what to look for in a person
who they can refer to the banker.
The message on the inside of this card could say
something like...
"Hi Mark,
I was just thinking the other day that I'm
not totally clear on what a good referral
would look like for you.
If you have a moment, please shoot me an email
with a couple of bullet points explaining what
type of person I should be looking for so I
might be able to recognize a good potential
referral for you.
My email address is David@MarketingBestPractices.com.
I look forward to talking to you soon.
All the best,
David Frey
Notice that this message is focused on your referral
sources instead of you. The card does all the talking
for you so that you don't have to!
I hope you get the idea.
Educating your referral sources is one of the most
beneficial things you can do to generate more
referrals.
So the next time you attend a networking meeting,
remember that you're there to train your sales force!
All the best.
David
P.S. I created this card using a function called
"Picture Plus" in http://www.SendOutCards.com. If
you'd like to see a demo of how it works, just visit
http://www.PicturePlusDemo.com
Marketing Best Practices
Are you frustrated because you give referrals to other
professionals in your networking group, but get few
referrals in return?
Or do most of the people in your networking group
already use your product or service and you feel as
though you have no where to go with them?
If so, you'll want to read ALL of this newsletter.
This one idea could be a breakthrough for you in your
referral marketing efforts.
_____________________________
You're Doing It All Wrong...
_____________________________
Most business professionals who attend networking
meetings or who belong to networking groups do it all
wrong.
They go to networking meetings with the intention of
introducing their product or service to people they
meet and trying to close a sale.
That's the wrong approach.
___________________________________
Your Network Is Your Sales Force
___________________________________
When attending your next networking event, focus on
"training your sales force" rather than on selling your
product or service.
Your fellow networkers are usually ready and willing to
refer you business, if they just knew how to identify a
good potential referral for you.
Imagine you were training your own sales force. What
specifics of your business would you teach them to help
them easily identify a great prospect?
That's exactly the type of information you should be
sharing with your fellow networking group members.
__________________________________
Some Networking Do's and Don'ts
__________________________________
DON'T...
Use generalities like, "I'm looking for anyone who is
planning a vacation this summer."
DO...
Use specifics like, "If you have a friend in your
church or who you work with who has been talking about
traveling this summer, I can help them plan the
vacation of a life time."
DON'T...
Come empty handed to your referral meeting.
DO...
Use examples and visual aids to help people remember
your message. For instance, if you sell copiers, bring
some copy paper and show people how many more copies
you machine will produce versus the competition for the
same amount of money.
DON'T...
Say the same thing over and over to your group members.
DO...
Break down your business into the types of problems
that your product or service solves and in each
meeting, focus on how you can solve one specific
problem.
You'll find that you'll double the amount of referrals
you get from fellow networking group members by simply
educating them about the specifics of your business and
what a great referral for you would look like.
_______________________________________________________
Using "Referral Education Cards" to Train Your Network
_______________________________________________________
A simple method for training your referral sources is
to use "Referral Education Cards."
A Referral Education Card is a greeting card that helps
people understand how to spot a good referral prospect
for your busines.
It starts out by saying, "A good referral for me is
someone who..."
Here's a great example of an ultra-effective Referral
Education Card for a local banker.
http://www.TheReferralNewsletter.com/a/good.jpg
(copy and paste the link into your browser)
You'll notice in this card that it specifically states
the attributes of someone who would be a great prospect
for a banker.
This card actually educates the banker's referral
sources on specifically what to look for in a person
who they can refer to the banker.
The message on the inside of this card could say
something like...
"Hi Mark,
I was just thinking the other day that I'm
not totally clear on what a good referral
would look like for you.
If you have a moment, please shoot me an email
with a couple of bullet points explaining what
type of person I should be looking for so I
might be able to recognize a good potential
referral for you.
My email address is David@MarketingBestPractices.com.
I look forward to talking to you soon.
All the best,
David Frey
Notice that this message is focused on your referral
sources instead of you. The card does all the talking
for you so that you don't have to!
I hope you get the idea.
Educating your referral sources is one of the most
beneficial things you can do to generate more
referrals.
So the next time you attend a networking meeting,
remember that you're there to train your sales force!
All the best.
David
P.S. I created this card using a function called
"Picture Plus" in http://www.SendOutCards.com. If
you'd like to see a demo of how it works, just visit
http://www.PicturePlusDemo.com
Monday, April 6, 2009
Thursday, April 2, 2009
Build the foundation before you worry about the wallpaper...
by Tammy de Leeuw
Financial Advisor Netzone
Hey..very long time no blog..
That's because my life is exploding with possibilities and all of them are screaming for a chance to manifest themselves...at once.
As you know, I have been enjoying the heck out of helping the Mavericks (and some of you) grow your social medial presence.
I am Twittering like a bluejay who ate a bag of chocolate covered espresso beans (yum!) and I am Facebooking until my wrists and fingers are sore.
Not to mention, blogging, producing webinars, writing emails and..
Is it worth it?
Am I starting to see the light of day in my own business as I help you grow YOURS?
The answer is...
A little.
You see, I believe in having good solid foundations.. and you should too.
We all have done the "catch up game" before. Procrastinate our brains out and then push ourselves to the brink playing "catch up."
It doesn't work very well and it is EXHAUSTING.. Better to go more slowly and do it right so we don't have to re-do things later... measure twice or even three times and CUT ONCE.
An old school marketer told me a long time ago,
"It may take a while for the money to come your way, Tammy. But when it does, if you have done everything right, it will come fast and furious."
This is the law of reciprocity at work. Cash flow can be a crunch at times, but in order to have reciprocity in your life, you must be 100% committed to creating a solid foundation for your business.
This means...
Investing in every tool, educational product, system that you feel will actually HELP you create solid, multiple streams of income.. finding all the good FREE INFORMATION...
And (here is the hard part): getting out of the Lazy Boy and actually USING those tools...
Looking for new and better ways to leverage your time and marketing budget.. hiring an assistant or virtual assistant when you need one...
Educating yourself NOW so you won't be scrambling to catch up to your competition. You want to be positioned to be the DRIVER of the bandwagon..
And not one of those guys or gals running around in a panic trying to jump on...
I know I throw a lot of stuff at you and point you in many directions... but only you know the FLAVOR of your business...what you WILL DO.. what you will NEVER DO, and your own strengths and weaknesses...
But doing NOTHING in these crazy days is certainly not an option.
Upcoming Grouchy Events- TRAIN YOUR BRAIN AND MAKE IT RAIN!
April 7th: Don't miss a special Mavericks Event: Webinar: What's Working for Mavericks Now?
featuring Seminar Direct's own DOUG DIXON (who is an expert in direct mail, seminars, and search engine optimization) and our friends the Insurance Mavericks.
Register at:https://www1.gotomeeting.com/register/264160286
Also: be sure to check out the Mavericks new blog:
http://www.insurancemarketingmaverick.com/
Financial Advisor Netzone
Hey..very long time no blog..
That's because my life is exploding with possibilities and all of them are screaming for a chance to manifest themselves...at once.
As you know, I have been enjoying the heck out of helping the Mavericks (and some of you) grow your social medial presence.
I am Twittering like a bluejay who ate a bag of chocolate covered espresso beans (yum!) and I am Facebooking until my wrists and fingers are sore.
Not to mention, blogging, producing webinars, writing emails and..
Is it worth it?
Am I starting to see the light of day in my own business as I help you grow YOURS?
The answer is...
A little.
You see, I believe in having good solid foundations.. and you should too.
We all have done the "catch up game" before. Procrastinate our brains out and then push ourselves to the brink playing "catch up."
It doesn't work very well and it is EXHAUSTING.. Better to go more slowly and do it right so we don't have to re-do things later... measure twice or even three times and CUT ONCE.
An old school marketer told me a long time ago,
"It may take a while for the money to come your way, Tammy. But when it does, if you have done everything right, it will come fast and furious."
This is the law of reciprocity at work. Cash flow can be a crunch at times, but in order to have reciprocity in your life, you must be 100% committed to creating a solid foundation for your business.
This means...
Investing in every tool, educational product, system that you feel will actually HELP you create solid, multiple streams of income.. finding all the good FREE INFORMATION...
And (here is the hard part): getting out of the Lazy Boy and actually USING those tools...
Looking for new and better ways to leverage your time and marketing budget.. hiring an assistant or virtual assistant when you need one...
Educating yourself NOW so you won't be scrambling to catch up to your competition. You want to be positioned to be the DRIVER of the bandwagon..
And not one of those guys or gals running around in a panic trying to jump on...
I know I throw a lot of stuff at you and point you in many directions... but only you know the FLAVOR of your business...what you WILL DO.. what you will NEVER DO, and your own strengths and weaknesses...
But doing NOTHING in these crazy days is certainly not an option.
Upcoming Grouchy Events- TRAIN YOUR BRAIN AND MAKE IT RAIN!
April 7th: Don't miss a special Mavericks Event: Webinar: What's Working for Mavericks Now?
featuring Seminar Direct's own DOUG DIXON (who is an expert in direct mail, seminars, and search engine optimization) and our friends the Insurance Mavericks.
Register at:https://www1.gotomeeting.com/register/264160286
Also: be sure to check out the Mavericks new blog:
http://www.insurancemarketingmaverick.com/
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