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Archive for January, 2009

Wireless Electricity

Posted By Michael Roby | Tuesday, January 20th, 2009

An article written by Paul Hochman in the February issue of Fast Company magazine discusses the future of wireless electricity.  That’s right – wireless electricity.  This technology resides in the present, not the future. The article features wirelessly rechargeable tools, cell phones, and other consumer electronics.  Terms such as “Inductive Coupling,” and “Radio-frequency Harvesting” provide a peak of the future in products that become available in three to eighteen months!

Consider this question: Are you selling and serving your clients using the tired techniques and technologies that worked in the past?  When I mention technologies, I speak of the personal branding, sales processes, and relationship marketing programs that provide clients with exceptional service, create significant increases in sales growth, and differentiate you from the competition.

Step back and take a look at every aspect of your business.  Ask yourself what you can do to incrementally improve all aspects of your business.  Implement processes that take advantage of new ideas and technologies. Those incremental changes contain the keys to rapidly growing your business.

Be Specific

Posted By Michael Roby | Monday, January 12th, 2009

In the course of serving their prospects and clients, financial advisors recommend many products and services.  You might consider several different solutions for a particular need.  Too many advisors offer a client several options in the name of helping them make an informed decision.  At times these advisors provide a spreadsheet of products along with the accompanying product details and minutia.  The advisor wants to “educate” the prospect.  In most cases these product and service comparisons result from the fact that the advisor poorly profiled the prospect.  If you ask enough questions and work hard to build trust, you will know what the prospect needs, and prospects sense conviction. The prospect doesn’t want education – they want solutions.

Of course there are times when you need to compare and contrast different solutions to help the prospect make a decision.   It makes sense to have a secondary recommendation in the bag, but don’t lays multiple options out in front of the prospect.  This practice confuses people and confused minds never say yes.  Do your job. Be strong in your opinions.  Know what the prospect needs, and sell it with conviction.

Good selling!

Strong Questions For The New Year

Posted By Michael Roby | Thursday, January 8th, 2009

One week into the new year how are you doing with those resolutions?  In case you want to grow your business this year I suggest you resolve to call your best clients, and say something like this:

“A big part of my responsibility to my clients is to keep them on tract with their financial objectives.  However, people change and their goals change.  In order for me to do my best work for you you need to tell me when things change.  May I ask you three brief  questions?”

  • “Tell me your three most important financial goals?”
  • “What has changed in your life in the last twelve months?”
  • “What can I do to serve you better?”

The questions may be brief, but the answers may make for a long conversation.  Take the opportunity to meet face to face to discuss these questions in depth.  You will be amazed at the results.

Good selling!