Financial Advisors SUCK At Telling Prospects What They Do (here's how to FIX it)
Dr. Len Schwartz
Since 1999, I've used the RTC Process to help 1000s of clients secure 10-20 long-term Referral Relationships with their ideal Referral Partners - so they acquire 2X - 4X more QUALIFIED referrals/new clients EVERY month.
Hey, it's Dr. Len...
Just talked to a new client.
I asked him to describe what he does.
His answer was FILLED with meaningless cliche's and phrases that have NOTHING to do with Financial Services.
(Ex. "I help my clients live the healthiest, happiest and life possible")
It's hard enough for you to get prospects to understand why you are great at what you do without using language that DISCONNECTS them from your services...
So...
Pro Tip - When you describe how you help people - vs. what you "Do" (think about the difference) - make sure that you clearly describe and define exactly what end result they can expect to achieve and/or receive by working with you.
That approach is very different as compared to what 99% of your colleagues are doing.
Exercise - Have one of your assistants ask one of their friends (not a client) if they would be willing to jump on a phone call with you for 3 minutes. When you call them, ask them if you can describe what you do for clients.
After your 10 - 20-second explanation is over, ask them, "Can you tell me with as much detail as possible what you think I do for my clients now that I just shared that with you?"
the TRUTH?
You'll know instantly whether you need to change your dialogue.
-Dr. Len
Wealth and Investment Advisor | Let's leave less to chance, build a roadmap and secure your financial goals| Expanding the investor toolkit
7 年great article
Founder, President & CEO of The Tempest Financial Group PLLC | Entrepreneur | Financial Planner | Insurance & Consulting Strategist | Financial Expert | Speaker
7 年Wow this really made me think about how most people can't tell another person what it is that I do for a living.