Attention Financial Advisers: Sell More to Affluent Prospects With These Top 10 Sales Tips

As a financial adviser, you have products and services that enrich lives and make dreams come true. You bring peace of mind, hope of a better, more secure future, protection and provision for loved ones. In fact, if affluent prospects only know how much you could help them, they would be calling you.

You know your service is valuable yet many advisers in the current economy are finding it difficult to get consumers to buy. Sales guru, Jeffrey Gittomer says, "People don't like to be sold, but they love to buy."

Affluent prospects want to buy relationship with a trusted adviser who can help them solve complex financial issues and weather the economic storms in their lives. Listed below are my Top 10 Tips for Success in Selling.

1. Be Passionate. Nothing better serves in selling than an unshakable belief that you are providing the best possible product, service and value to your clients. If you don't love your product, your service and your industry no one else will.

2. Eliminate Tire-Kickers. Every industry has them. They come to seminars, gobble up the food, waste your time and never buy. Always prequalify before wasting time on lengthy meetings.

3. Be Persistent. Don't take "No" as a sign of personal rejection. Some will, some won't, so what? Hold your head high and move on. Don't let rejection affect your positive sense of self-worth.

4. Be a Great Listener. Trade in your gift of gab for active listening. Nothing shows people you care about them more than by actively listening to them.

5. Stick to Business. Be friendly but remember you are not there to make another friend. You are there to do business and gain a new client. Be professional. Use an agenda to guide your conversation.

6. Use a Consultative Process. Establish a purpose for each meeting starting with discovery. Develop a series of scripted questions to determine a relationship fit, a solution fit and a product fit. Qualify before you present.

7. Be the Best. How you are known by others will determine how they treat you, how they buy from you and how they give referrals to you. If your prospects don't consider you the best, they will try to lower your price or buy from a competitor.

8. Don't Chase. Let the prospect chase you. Assume control of the sale with good questions. Create urgency and excitement with compelling stories. Lead your prospect into a sale. Never push them.

9. Think Profit. Don't think about making a "sale". Clients want to know how they will profit from doing business with you. They want to know what's in it for them. They want to be assured that they gain and earn more than they want the lowest price.

10. Make It Easy to Buy. Create client loyalty by making it easy to do business with you. Prepare applications and brochures ahead of time. Call the customer service department for your clients. Make sure their service needs are handled promptly.

Keep these tips in mind as you prepare for your next sales meeting. By being thoughtful and well-prepared you can have more fun selling to affluent prospects.

Author, teacher and business coach Rebecca Stone is turning attorneys and financial advisers right-side-up with her Attorney Alliance Marketing System. This one of a kind system helps professionals get a steady stream of ideal clients at a price they can afford.

Check out my FREE resources for financial advisers at http://www.go2rainmaker.com/. Implementing just one idea could help you get more perfect clients.

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Business Building Tips for Financial Advisers - 7 Steps to Success With High-Net-Worth Clients

Are you hoping to make a strong six-figure or even a seven-figure income this year? Start by thinking about what it takes to succeed as a financial adviser with high-net-worth clients. Get on board with these 7 Steps and make this a banner year.

Step 1: Specialize in an area where you can differentiate from competitors and develop market dominance. Affluent prospects look for the best in a field when they need advice for solving complex problems. Build your business and your marketing effort around your greatest passions, strengths and expertise in order to create a unique specialization.

Step 2: Understand your market niche. Target the ideal market segment for your business. Without a target market you have no clue about how to make the best use of your resources. If you don't determine who is ideal for your service you'll end up spending a lot more money and time for a disappointing result. What's worse you could end up spending too much time on the clients you don't want and end up wearing yourself out.

Step 3: Create relationship value. Thank you, Strategic Coach, Dan Sullivan for your value creation model. Sullivan's model includes three critical elements in the value creation process-providing leadership with direction, offering relationship that assures confidence of achieving desired results and demonstrating capability by delivering creative solutions. In order to be successful with high-net-worth clients, trusted advisers must be adept at delivering value as an expert problem solver.

Step 4: Captivate then capture your target market. Captivate your market with a compelling and consistent marketing message. Capture the attention of your market niche by keeping your message focused on what affluent prospects want most.

Step 5: Educate prospects and clients. Savvy consumers want information but they crave wisdom and learning from their trusted advisers today more than ever. This brings huge opportunities to the forefront for street smart advisers. Not only are educated clients more enjoyable, they are more decisive and more profitable.

Step 6: Simplify everything. Affluent clients value simplicity and control. The more advisers can simplify and bottom-line their wealthy client's personal finances, the more likely they will value the advisory relationship. Trusted advisers must be able to provide clients with enough information to make an informed decision while endeavoring to reduce everything to the simplest terms.

Step 7: Systematize your business. The most important operations in an advisory business to systematize are marketing, sales, customer service delivery and maintaining client loyalty. Systems will save you time, energy and money. Automate everything possible so you can spend more quality face time with your affluent clients.

That's it. Now you know the seven simple steps that spell "success". I guarantee that implementing them in your practice will lead to more money and less stress.

Author, teacher and business coach Rebecca Stone is turning attorneys and financial advisers right-side-up with her Attorney Alliance Marketing System. This one of a kind system helps professionals get a steady stream of ideal clients at a price they can afford.

Check out my FREE resources for financial advisers at http://www.go2rainmaker.com/. Implementing just one idea could help you get more perfect clients.

View the original article here