Kicking The Habit of Making Assumptions

What to expect in the podcast:

• Being straightforward and direct to clients and understanding the clients in their entirety.
• Being able to crystallize your thoughts and asking the right questions.

Having a Certain Kind of Structure to Achieve Your Production Goals

What to expect in the podcast:

• How to consistently achieve your goals/desire.
• The number of people you need to see every week in order to reach your goals.
• Efficiency: Less Effort, More Result.
• Getting clients to be covered is the top priority (no matter how small it is).

Building Trust and Credibility

What to expect in the podcast:

• The 3 things to form the circle of trust.
• Building rapport by identifying a common interest.
• How to become a trusted adviser.
• Aspects of being social proof.
• Avoiding premature selling.
• Having more ‘D’ and ‘I’ aspects in appointments.

Managing Expectations in the Warm Market

What to expect in the podcast:

• Demand vs Request.
• Clients need to recognize the value you add to them.
• Having the right to ask for referrals.
• Ways to ask for referrals from people & responding to rejections.
• Controlling the situation by asking questions and clarifying with clients.
• Ways to give assurance to the warm market.

Techniques In Accomplishing a Strong Closing Appointment

Things to expect in the podcast:

• Having the conviction as a financial consultant.
• Importance of identifying a problem.
• How to fully understand the prospect/client.
• Drawing out any potential objections and controlling the situation.
• Do not give solutions to a problem that doesn’t match.

Being Equipped to Give Strategic Solutions as Consultants

What to expect in the podcast:

• How to identify clients’ problems, whether or not they realize it.
• Techniques on getting the information that are useful for your fact find.
• Identifying the problems that clients have through the information you get.
• Knowing how to be a consultant.

How to Execute A Strong Opening Presentation

What to expect in the podcast:

• Role Play on handling objections.
• An example of a good opening presentation.
• Breaking down the techniques needed for the presentation.

Putting Yourself in the Shoes of Clients

What to expect in the podcast:

• Making yourself client centric and providing them with the best buying experience.
• Magnifying small problems, is it ethical?
• 6 ways to emotionalize your story and to tell it accurately.

Knowing the Intrinsic Value of the Work You Do

What to expect in the podcast:

• Handling skepticism.
• Knowing what you bring to the table as a financial consultant.
• Importance of rapport building.

Being A True Consultant

What to expect in the podcast:

• Ways to improve yourself.
• When is the right time to call clients/prospects.
• Handling fickle-minded clients.
• Looking at the big picture first rather than the specifics.
• Consulting with full disclosure.
• Hacks to efficient fact-finding.

Using Your Goal as Your Compass

What to expect in the podcast:

• Understanding the reasons for your actions.
• Being clear on what you want.
• Identifying the driving force to achieve more than what you can do.

The Struggle With Yourself

What to expect in the podcast:

• Identifying the proper products to sell and finding out whether or not the clients can afford it.
• Doing the right thing for your clients.
• Selling outside your comfort zone.

Questions You Should Ask Yourself to Maximize Your Potential

• Identifying the issues you face as a financial consultant.
• Issues you can control vs Issues you cannot control.
• How to create a safe environment for your clients.

Prerequisites of a Top Producing Financial Consultant

What to expect in the podcast:

• Top Producers vs Low/Mediocre Producers.
• Actions need to coincide with your goal.
• Banana Peel Theory.
• Dealing with rejections.
• Ways to stay motivated.