June 17, 1972.
Watergate.
By day, I was a junior at Brooke High School in Follansbee, West Virginia. By night, a roadie and light/sound man for Wild Cherry, who would later hit it big with “Play That Funky Music”.
Five men break into the DNC headquarters looking for “secrets.”
They were looking in the wrong place.
Most advisors are looking for the “secrets” to million dollar clients in the wrong place – industry events.
Last week, I shared The 3 Secrets To Million Dollar Clients with AgencyONE top producers at the Watergate Hotel. Thanks To Cathy Neifeld, Gonzalo Garcia, and Ed Leisher for the opportunity, who I have known for over 20 years.
The “secrets” for me came outside the industry. I began my financial services career in 1980.
Like many of you, I was settling for way too many unqualified clients. You know the kind… 6 meetings and hours and hours of time until they move their entire “life fortune,” which is $212,319.27 and buy a $500,000 mostly insurance policy.
And when I got in front of a qualified prospect, I got way too many compliments, “Thanks for the great info…” … and way too many of the dreaded “Sounds great. Let me think about it…”
Like many of you, I was making a pretty good income, but if you looked at the hours I was working, my hourly rate would have been embarrassing.
I would attend the industry conferences and they would “parade the sales leaders” and I’d look around the room and wonder, “Is everyone here crushing it?”
The message from the industry was clear, If it’s not working, it must be you!
Well, it wasn’t working for me.
Something had to change…
That led me on a journey to study and hire the masters of advertising, marketing, sales, communication, ethical persuasion, and positioning.
I found the secrets… and they weren’t what the financial industry was teaching (or is still teaching).
If it’s not working for you (and you are following what the industry teaches), it’s NOT your fault.
The 3 Secrets?
- Stack Your Credibility.
- Control The Prospect Flow.
- Close With Problems… Not Solutions.
When it’s not working, something has to change.
How about you?
You getting the results you want?
If not… take action – NOW.