We've worked with some of the highest-producing financial advisory firms in America, and the lessons we've learned about the path to success could be applied to any business and to life. Here's what we call...the Magnificent 7 Traits of the Uber-Successful Firms. Be honest. Be honest about your [...]
On this week's episode of The Customer Journey, Mike and Greg discuss how advisors can improve their relationships with their customers by actively listening. If you’re talking at someone more than truly addressing their wants and needs you may be Telling more than Selling. There is a difference and [...]
If you were to ask the CEO of any independent financial advisory what the most important thing is to sustain and grow their business, 9 out 10 will say LEADS. Yet almost none of them are actually the ones calling those leads back... The person assigned to call [...]
We've talked to A LOT of advisory firms, and the ones who are still forcing a lengthy closing process are actually seeing a 𝗱𝗲𝗰𝗹𝗶𝗻𝗲 in their closing rates. Many would argue that most prospects don't need a full financial plan before coming on board. Too many charts, numbers, [...]
People are changing the way they buy things; Are you changing the way you sell to them? The fact is, you can close more business by updating your sales process to match today's trends and not necessarily by just spending more money on leads. Two thirds of the [...]
Welcome to Episode 20 of The Customer Journey! Last week, Mike and Greg talked about the major disconnect between an advisor and a prospect which was understanding their wants and needs. This week, they'll talk about what it means to be professionally informal during the customer journey. Relationships [...]
Join Mike and Greg as they delve into the major disconnect between financial advisors and prospects. They'll explore what financial advisors want and need from their prospects, and equally important, what consumers are seeking in a prospective advisor. To bridge the gap and establish a deeper connection, it's [...]
Everything around us is getting faster—advertising messages, entertainment, food and goods deliveries, access to infinite information...and OUR CHOICES. We get served 10,000 ad impressions daily, and the average person receives over 120 emails a day...that's a lot! This rapid transformation is reshaping how we consume everything and make [...]
Expanding your business is more than just “investing money in hiring new talent”. It's about understanding why people choose to work with us. Here are the 𝘁𝗼𝗽 𝟭𝟬 𝗳𝗮𝗰𝘁𝗼𝗿𝘀 we look for when bringing in new team members…. 𝟭. 𝗣𝗲𝗿𝘀𝗼𝗻𝗮𝗹 𝗧𝗿𝗮𝗶𝘁𝘀: To get in our door you must [...]
The commonality between effective messaging and successful campaigns goes far beyond charts and statistics. The biggest thing they have in common is human emotion. Potential and current clients are buying into you and the person you are, so bringing that emotional tether into your campaigns is crucial for [...]
