The Pocket Guide to Sales for Financial Advisors

Selling is as old as civilization itself. Put in the simplest of terms, selling is the exchange of goods and services for something of value. To financial advisors, however, the sale is often seen in a negative light, and many cringe at the word “sell.” Interestingly, the same advisors who shy away from the concept of selling are often those who find themselves selling every single day! Sometimes they’re even participating in the selling process multiple times throughout the day--and they may not realize it. Asking for client referrals, developing strategic alliances, seeking and talking with new prospects are all obvious parts of the selling process, but selling happens every time you remind a client why it’s a good choice to do business with you, too. The fact is that most CFAs®, CFPs®, CPAs, and other professionals did not obtain these titles because deep down they really wanted to be in sales. Most times, their interests tend more toward data, analysis, and more solitary orientations. Selling is probably the last thing those who entered these fields were thinking of doing. They may not have considered the “people” aspect of their chosen profession; the aspect that involves sales. For this reason, and some others, turning into a salesperson seems like a negative, degrading thing. Many advisors will conjure up the picture of the slimy used-car sales guy. It’s time to recognize selling as the valuable activity that it is. It is a way to: Let people know who you are and what you do well. Get your message out to those who need it. Promote your planning process, wealth management services, or investment expertise. Use your relationship skills to close new business. Take your business to the next level. If you want to grow your business, the bottom line is that you--or someone on your team--need to sell, and to sell well. This book will offer guidance on how you can sell in a comfortable and effective manner.

• Storyselling for Financial Advisors : How Top Producers Sell
• Questions Great Financial Advisors Ask... and Investors Need to Know
• The Million-Dollar Financial Advisor: Powerful Lessons and Proven Strategies from Top Producers
• The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer
• The Game of Numbers: Professional Prospecting for Financial Advisors
• Advice That Sticks: How to give financial advice that people will follow
• The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life
• Gratitude Marketing: How You Can Create Clients For Life By Using 33 Simple Secrets From Successful Financial Advisors
• The Advisor Breakthrough: Your Step-by-Step Guide To Building A Million-Dollar Practice
• The Supernova Advisor: Crossing the Invisible Bridge to Exceptional Client Service and Consistent Growth