Financial advisors often struggle to sell ongoing advice, viewing it as a scam. This episode uncovers how to shift that perspective, revealing it as an honorable and effective practice. Key insights include the power of belief in sales, how to achieve psychological alignment with clients, and the necessity of adapting strategies as circumstances change. Plus, discover why charging more can reflect greater value, and how adopting a lawyer's mindset can triple your success.
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volunteer_activism ADVICE
Believe in Your Product
Believe in your product or service, just like a Ford salesperson should drive a Ford.
This genuine belief will help you overcome sales barriers and build trust with prospects.
insights INSIGHT
Two Types of Belief
Top salespeople possess two key beliefs: their product benefits others and they've personally benefited from something similar.
This builds empathy and reinforces the value proposition.
volunteer_activism ADVICE
Psychological Alignment
Align your actions with your desired client behavior; if you want clients to pay for ongoing advice, pay for it yourself.
This "psychological alignment" builds credibility and understanding.
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Many financial advisors squirm about the idea of selling ongoing financial advice.
For some reason, they think it’s a scam—and this comes across when they’re selling it to prospective clients.
The result?
Banging your head against the wall because without a new source of prospective clients, you’ll be out on the streets.
But here’s the thing:
In many cases, ongoing financial advice is not only an easier way to sell your services, but more honorable too.
In today’s show, I’ll give you my step-by-step playbook for selling ongoing financial advice, making your clients more money, and making yourself more money too.
Listen now.
Show highlights include:
The single most important fundamental thing you need in order to successfully sell your financial advice (1:22)
2 beliefs you must have in order to outsell any of your competitors (1:45)
How to improve almost every aspect of your business overnight by committing to “psychological alignment” (3:35)
The religious argument for why you should charge more for your services (Best part? You don’t have to be religious to do this!) (6:37)
Why financial advisors who worry about what constitutes “value” are always less successful than those who ignore it (8:49)
How thinking like a lawyer or doctor can triple your business by this time next year (10:29)
4 key features that make your clients happy to fork over absurd amounts of money for your financial advice (12:48)
The subtle, yet critical language tweak that makes ongoing financial advice more desirable by your ideal clients (16:06)
4 of the most common objections to ongoing financial planning—and how to conquer them to win clients (19:02)
Since you listen to this podcast, I want to give you a gift:
If you subscribe to the Inner Circle Newsletter, I’ll send you a collection of seven “objection busting” and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.
Financial Advisor Marketing Podcast