Be The Prize
All too often, Reps assume a beta role in working with clients, begging for Introductions.
Stop it.
YOU are valuable. You create 1000x the value for your client that they create for you.
You are the prize.
Browsing Tag
value
I Create Value
I Create Value By...
How do you help your clients? What do you do that makes their lives better? Do YOU know how you improve their lives, and can you verbalize it?
Asking for Intros
The next "So Joe...", we answer EXACTLY how we transition from a planning discussion into asking for Introductions.
A Quick Thought on Belief
A quick thought on belief in sales. In the end, the person with the stronger belief system is going to make the sale to the other party. Either the potential client's belief that you are unprofessional and unworthy of introductions is…
The Psychology of Capitalism for Financial Advisors
Let’s invest some time discussing the psychology of capitalism as it relates to introductions. I spend a few minutes on it in my presentation “Becoming an Introduction Machine” and in the book with Dr. Stolk “Choices: Creating a Financial…