Welcome to the September 2008 edition of Clear Your Roadblocks To Success.
It is likely that people in their pursuit of happiness will never avoid suffering. Some believe that the pursuit of happiness is the source of all unhappiness.
I suppose this is because most people are unaware that they are addicted to trying to get their unmet needs met outside of themselves. This is impossible. The answers are not out there, they come from within.
For many, the world’s financial woes over the last few weeks have felt like being in a dream, falling, falling, falling and one can’t seem to wake up and find the bottom. Thoughts of, ‘what if there is no bottom?’ prevail.
For others, it has been like stepping on the brakes and the brake peddle feels like it is going through the floor, while the car keeps accelerating into the night, while the head lights are failing.
Clients, families and friends may all look to their financial advisors for answers, and financial advisors may feel like screaming and saying, ‘don’t look at me; I don’t know what to do!’
This is because the financial advisor may be having trouble facing the fears that are in their subconscious mind. These fears occupy a tremendous amount of space and take up a lot of energy and time. Energy and time that would best serve others.
Face their fears they must. A financial advisor will not be resourceful to those who need them the most, while they are in fear.
It is not about the financial advisor coming up with the answers and a solution to the world’s financial woes. It has more to do with the financial advisor taking the time to listen to their own voice which puts them in a position to listen to others.
Being heard is a basic human need.
You can lay the foundation to face financial suffering with dignity by writing out how you feel about the world’s financial woes in your journal.
As the German poet, Rainier Maria Rilke said, ‘we must be willing with dignity to face life’s inevitable difficulty and suffering.’
When you express your fears in the safety of your journal you feel heard and you also release the fears from within allowing yourself to meet the need of safety. Safety is a basic human need.
If a financial advisor is not voicing, venting and writing their fears into their journal then where are they getting their need to be heard met? From their spouse? From their assistant? From their friends?
Again it is impossible to meet your needs from outside of yourself. The answers and the healing are not out there, they come from within.
An example of journaling out your fears could look like;
- I am afraid that the US economy will pull the world into a recession.
- I am afraid that the US economy will pull the world into a depression.
- I am afraid that I will lose many of my clients because they will blame me for what has been happening.
- I am afraid that I will not have enough money to ride out this economic downturn.
I’ve expanded on a process to help you to eliminate fear in my new book called; Curing The Unmet Needs Disease - How To Prosper in Business By Meeting Your Unmet Needs Financial Advisor Edition. Read on to find out how you can receive the first 7 of 14 chapters for free.
This process allows you to have the space to hear what others are feeling about the world’s financial woes.
Life is full of fears. Success is determined by how you handle your fears.
Your outlook on life is a direct reflection of how quickly you release your fear. When you choose to release your fear, you give the conscious mind the opportunity to choose a positive thought versus allowing your subconscious mind to rule you with negative thoughts.
If you handle your fears, you can handle the fears of others.
When others feel heard they feel safe.
At the time of this writing it is 10:30am PT on Wednesday, September 24, 2008 and Laura is driving and we are traveling from Kelowna, BC back to Vancouver Island.
I’m in the passenger seat with my laptop, extra back up batteries and an air card to enable me to stay as productive as possible. We are still fine tuning the book with working on the back cover, testimonials and developmental editing.
So having said this here are the best articles that I have written over the past month that support the opening - Facing Financial Suffering With Dignity.
Enjoy the read.
Simon Reilly
The Financial Advisor Coach
sreilly@leadingadvisor.com
1 877 248 6019
This edition of the E-Newsletter Includes:
- Curing The Unmet Needs Disease - How To Prosper in Business By Meeting Your Unmet Needs
- Mind Over Matter Or Is It More About What Doesn't Matter?
- The Green Economy Made The Dot Com Boom A Small Blip
- Adapting to Change
- How Much Labor Did You Do On Labor Day?
- Eternal Optimism
- Financial Advisor Business Speaker Testimonials
- Financial Advisor Marketing - Filling Our Marketing Funnel
- Becoming The Best Financial Planner Includes Giving Thanks
- Being The Best Financial Advisor - This To Shall Pass
- Financial Advisor Business Speaker Testimonials
- Being The Best Financial Advisor - Staying In Touch With Your Clients
- Being The Best Financial Planner - Demonstration By Example
Curing The Unmet Needs Disease - How To Prosper in Business By Meeting Your Unmet Needs
How would you like to read the first 7 chapters of this book for FREE? Click here.
Mind Over Matter Or Is It More About What Doesn't Matter?
Belief, belief, belief! How many times have you heard the word belief in an interview with an Olympic medal winner over the last 10 days?
You also hear the Olympic medal winners say; “it’s mind over matter”. - Proverb
Actually “ It’s mind over what doesn’t matter”. Clearing your mind of what doesn’t matter so that you can provide your dreams with what really matters and that is 101% focus and commitment.
“Age is an issue of mind over matter. If you don't mind, it doesn't matter.” - Mark Twain
The Green Economy Made The Dot Com Boom A Small Blip
Today brings writing my October article for Advisor.ca.
The article is entitled How To Thrive In A Recession.
I plan to open the article asking questions like are you a financial advisor or a financial survivor or do you see the future as an opportunity or a threat.
The article will lead into asking the reader to pretend that it is the Dirty Thirties, in the midst of the great depression coming out of The Great War and now heading into World War Two. What if at the end of World War Two with advent of The Bomb parents decided just to have one child as there was just too much uncertainty and danger in the world?
Would you be around to experience 2015 when people reflected that the boom created by The Green Economy made the Dot Com Boom look like a small blip in prosperity on the economic radar?
Adapting to Change
Behavioral research indicates that 54% of us have characteristics that will avoid change at all costs, even if our current experience is hurting us.
Some of us don’t even know that our current experience is hurting us.
I am sure that you have heard:
• 10% of Financial Advisors will make something happen
• 20% of Financial Advisors will have something happen
• 70% of Financial Advisors will not know anything happened to them
Like the frog that is placed in cold water that is heated in 2° intervals to boiling and that the frog will never jump out.
If the frog is placed in boiling water, it will jump out.
This week I’ve increased the temperature a lot by working on the list of projects that I wrote about in Wednesday’s blog.
Through behavioral research I know that I am best at multi tasking and it takes me a considerable amount of energy to focus on one thing at a time. When that energy is focused, look out!
Our business plan allows me to work with clients one week on and one week off allowing a product development week every other week.
This week was one of those weeks where I focused on one project in the early mornings of each day where my energy is the best. I can then go back into my multi tasking style in the afternoons working on tying up loose ends on various different projects.
This strategy has allowed me to complete the lion’s share of the work that I set out to do this week so that we can head towards September 2nd and December 31st knowing that we are going to win.
How Much Labor Did You Do On Labor Day?
Laura and I and 6 friends heading towards Mistaken Island in the Straight Of Georgia on Labor Day.
According to a Toronto Poll, 35% of Canadians will work on Labor Day.
Another blessing was a headline in Saturday’s Vancouver Sun Business Section; “Canada Escapes recession … Technically” .
These are blessings when you consider the labor whoas of our friends to the south and may New Orleans and its citizens come out unscathed from Hurricane Gustav.
As we approach December 31st, 2008 remember to be a visionary and take time away from labor to answer the following questions and set your goals from now until the end of the year so that you are running towards the finish like knowing that you are going to win.
• What would have to have happened for you to be happy with the progress that you have made in the past year?
• What did you accomplish?
• What goals did you set and achieve?
• What made you happy?
Use can use the following business and personal categories to prompt you to set goals in all areas of your life.
When I reflect on my goals that I wanted to complete by Labor Day that included the book and the projects listed in this blog I can give myself a 9 out of 10 as I have given it my best shot from the end of May.
:-) The book is in what the experts call developmental editing. Lynne Klippel let me know last week that the book has the potential to be a best seller but the workbook part of the book requires more explanation to go along with assignments.
To make it more heartfelt, we came up with the ideas to;
• add a hypothetical client story at the end of each chapter.
• add a final article in to wrap it all up in the flag and apple pie as Lynne would say
Developmental editing is about to drive me mental as I worked over some of the weekend and I’ve finished three stories out of six which is 15 pages and 7000 + words. While I’m frustrated with going back to the writing drawing board I have the sense that this writing will catapult the book from good to great as the writing is the best that I have done so far.
Here are the business and personal categories to prompt you to set goals in all areas of your life.
Make your goal setting for the final four months of 2008 so!
Business
Administration
Clients
Computers, Systems and Technology
Customer Service
Financial
Marketing
Planning
Product Development
Production
Sales
Team
Training
Personal
Auto
Clothing
Charity
Entertainment
Family
Friends
Health
Hobbies
Home
Intellectual
Spirituality
Spouse
Travel
Eternal Optimism
Here is an outstanding article about optimism by Peter Ian McArthur of Plaza Financial Partners Ltd.
Eternal Optimism
Our Life journey is filled with ups and downs. Lucky ones get a smaller share of downs while some get more than their fair share of downs. All of us experience downs at certain points in our lives, the difference is in the degree and magnitude of down. Why is it that some bounce back, more resilient and stronger than ever and why others seem to be struggle, trying to recover from their last negative experience?
Optimism is the key to a great life. A positive person may feel depressed for a while but optimism gives the person hope. With hope, the person envisions a better future; it makes the road to recovery smoother. The person also becomes stronger and more determined to move towards the vision he/she has.
In comparison, pessimistic people tend to think more negatively, spiraling down even further. Because of negative thought patterns, they sink deeper and deeper into depression, making it even harder to break the cycle. Not breaking the cycle leads down a dark path.
We all need eternal optimism to help us overcome disappointments, setbacks and other blows in life. Eternal optimism will also help us seek for and create opportunities for ourselves. The belief that life will get better will help us through a bad patch in life.
Take care of each other and be optimistic; it doesn't cost any more...
Ian
Financial Advisor Business Speaker Testimonials
Testimonials from Pro Seminars - Las Vegas, NV - September 8-10, 2008
“Interesting, struck a chord in terms of the unmet needs.”
Dan Conway
Many Nations Financial
danc @ manynations.com
“Very informative. This will get me back on track with my business. Listening to you improved my self confidence.”
Wayne Peterson
Investors Group
wayne.peterson @ investorsgroup.com
“His perspective on the psychology of why we regress to the position where we find the least resistance, was very interesting. You have given me the conviction to refocus my practice on a few simple but impactful ideas.”
Kelly Kuspira
kkuspira @ dundeewealth.com
“Some great idea to use as a basis. Great job at keeping us focused and interested.”
Jennifer Burnett
RBC Dominion Securities
“Thanks for showing us how to overcome a recession.”
Gerry Avery
Insurance Toronto
Gerry @ insurancetoronto.com
“Learning that clients won’t move unless you first make the change within yourself.”
Vicki Parchamento
vickiparchamento @ hotmail.com
“Reinforces that I am doing the right things. I liked the ideas about the concierge service model for my top clients. ”
Marc Arthrell
Clearstone Wealth Advisors Inc.
marthrell @ clearstonewealth.com
“The 106 Tips - great marketing information.”
Tammy Johnston
The Financial Guides
tammyjohnston @ thefinancialguides.com
“Brought to the forefront, if it’s going to be it’s up to me, and time to get on with it.”
Iqbal Mann
Mann Financial Inc.
mann.financial @ telus.net
“What i liked best about the presentation was the focus and impact on the need to change. You offered a new way of adding value to my existing client base.”
Lyle C. Lee
Morgan National Corporation
lclee @ mlorgannational.com
“Renewed understanding of the benefits of client segmentation. Very clear message, and easy to listen to.”
Sandi Smith
The Co-operators
sandi_smith @ co-operators.ca
“Great energy, great content, great presentation. Thanks for the great new ideas that are current and also futuristic that I can use in my practice.”
David Phillips
davephil @ telus.net
“Very engaging speaker, lively, and wonderful content.”
Marjorie Fincham
Marjorie.fincham @ spcs-ins.com
“Great, engaging speech. Great marketing ideas to implement.”
Gabor Lupkovics
Desjardins
glupkovics @ simpatico.ca
“I have been working on being positive and really living it. You have given me reasons on why it may not work and how to change it. You have helped me understand how I can live with a positive attitude and really know how to do it better and believe in it. I have been looking for an understandable and believable concept for a long time. Thank you.”
Georgina Flexman
Family Wealth Advisors
flexman @ ripnet.com
“Great discuss about how we can be and create our own biggest hurdles. Confirmation that many other advisors share the same problems that I am facing in my business.”
Frank Vanden Broek
Sunlife
frank.vandenbroek @ sunlife.com
“Very informative and enlightening material.”
Gord Phillips
Freedom 55 Financial
gord.phillips @ freeom55financail.com
“Provided provocative ideas to engage a discussion with clients. Great positive energy to pass onto clients.”
Clifford Dupuis
Dupuis Financial Inc.
cliff @ cdupuis.com
“Challenging values with a step guide away from mediocrity.”
Harvey Tribe
tribe @ taylorandassoc.on.ca
“Made me questions how I work. Thanks for the ideas, insight, options and possibilities.”
Wilmar Federau
Investors Group
wilmar.federau @ investorsgroup.com
“I really liked the material on refocusing on the relationship in the business building process.”
David Chiu
RBC Insurance
david.chiu @ rbc.com
“Excellent content and very lively.”
W. Gary Leskow
Investors Group
gary.leskow @ investorsgroup.com
“It was very informative and relevant.”
Brenda McKinnon
Dundee Insurance
brendamckinnon @ shaw.ca
“A lot of great information and Simon has a great understanding of the business.”
William Chan
Fundex Investments
william @ chanwilliam.com
“I love the enthusiasm of Simon - he gets right to the point. Thanks for the gift of confidence from your presentation, and the realization of the big picture.”
Bill Munn
MAP Insurance Inc.
bill @ mapinsurance.ca
“Your presentation reinforced for me that a person becomes what they think about. Thoughts are real forces.”
Ken Ripplinger
Ripplinger Financial
k.ripplinger @ sasketel.net
“Great ideas, and very thought provoking.”
Pat Dennison
Investors Group
pat.dennison @ investorsgroup.com
“Simon has the ability to present with the ability to pass on the urgency required to absorb the necessity.”
Luella Stuart
MacNaughton & Ward Financial
lu.stuart @ mwfs.ca
“I enjoyed Simon’s direct approach of facing our own fears and resistance, in order to grow our business.”
Calvin Johnson
Freedom 55 Financial
calvin.johnson @ freedom55financial.com
“Your material is very relevant for today’s environment.”
Susan Mamuza
London Life
susan.mamuza @ freedom55financial.com
“Simon’s material opens your mind.”
Roy Olsen
Assante Financial Mgmt.
rolsen @ Assante.com
Financial Advisor Marketing - Filling Our Marketing Funnel
Pro-Seminars 2008 National Las Vegas Conference Sponsors
The Pro-Seminars 2008 National Las Vegas Conference is in the books and here are the numbers from our financial advisor marketing activities at the conference.
Tom, Alex and Adam did an excellent job and I’ve asked to be counted in for Pro-Seminars National Las Vegas Conference 2009.
I thought that I would share our results to demonstrate our prospect and sales results as financial advisor coaching leads flow through our marketing funnel from our e-newsletter, to our free e-book, to speaking testimonials, to speaking prospects, to coaching prospects, to coaching, speaking and product sales.
When financial advisors are looking for a coach to improve their financial advisor marketing, it makes sense for us to demonstrate our nurture and viral marketing results.
Free;
• 32 - Yes! I would like to receive your Free E-Newsletter, “Clearing Your Roadblocks”.
• 43 - Receive a Free Advance Copy of our Book - Curing the Unmet Needs Disease: How to Prosper as a Financial Advisor by Meeting Your Unmet Needs
• 46 - Speaking Testimonials answering the following questions; What did you like best about the presentation? What did you receive that you didn’t expect from the presentation?
Fee Related;
• 7 - My Association or Company is looking for a Professional Speaker, please contact me.
• 13 - Yes! Please contact me. I am ready to make changes in my business. I want to schedule an Appointment with Simon Reilly. ( 3 Clients are confirmed out of the 13 at this time with 10 calls to follow. )
• 5 - Yes! Please send me the Hardcopy Book and Workbook Curing the Unmet Needs Disease: How to Prosper as a Financial Advisor by Meeting Your Unmet Needs
• 6 - Yes! Please send me the E-Audio / PowerPoint Presentation and 55 page E-Booklet; “Clearing Your Roadblocks”
• 7 - Yes! Please send me the Power Point & E-Program Workbook 7 Actions To Take Now To Meet And Exceed Your Goals For 2009 - “Head Towards The Finish Line Knowing That You Are Going To Win!”
It’s 10pm on Wednesday evening and Laura and I will be up with a 4am wake up to catch a 7am flight home.
While the last five days have been exhausting with attending presentations, client meetings, networking, speaking, the tradeshow booth and time out on the town, we are leaving Las Vegas with the feeling of success and we are very thankful for the opportunity to be of service to help financial advisors become better financial advisors.
Thursday will be a travel day and I am not quite sure if I will work Friday as we need a good rest.
At the same time, I have an editor and book publishing project manager waiting for my input on a number of final issues to get the book completed.
Becoming The Best Financial Planner Includes Giving Thanks
The subconscious mind remembers and repeats the last thing that it hears.
The negative ego mind is part of the subconscious mind and the negative ego mind is addicted to being right about what is wrong.
This is why it is so important for financial planners to give thanks at the end of every day to end the day on a high note.
Being The Best Financial Advisor - This To Shall Pass
One of the most challenging days in the markets in decades with the challenges with American International Group ( AIG ), Bank of America/Merrill Lynch and Lehman Brothers sending shock waves around the world.
In talking with my financial advisor clients today and over the course of this year I continue to hear;
• I’ve seen this all before.
• We saw it coming.
• We will just have to ride it out just like 1973-74, 1981, 1992 and 2002.
• This too shall pass.
• It will separate the men from the boys.
• I like this kind of a market because it causes those that still know how to work to get off their butts.
• I’m investing my day in using the 10-3-1 system developed by Al Granum. Make ten calls, talk to three clients and have one positive conversation.
Information is out there to support these beliefs and strategies and I just received an e-broadcast from Advisor.ca featuring an Exclusive: Nick Murray's advice for advisors.
Nick recommends a four activities and the first one is here. “To the opportunistic advisor, I recommend a program of four activities. First, go through your entire account book and prospect every client you have for new money (or just the acceleration of an accumulation program already in place) before the sale ends.”
To read the whole article click; Nick Murray's advice for advisors.
It is all about doing the right stuff and quit the wrong stuff and be a demonstration by example that you are creating your own economy by your actions.
Remember that this too shall pass and it is just a matter of time, in the mean time, stay active and visible to your clients.
On my end, its 5:30pm on Tuesday evening and I am in the Nanaimo airport to catch a flight to Edmonton via Vancouver to speak to an audience of 90 financial advisors on behalf of Pro-Seminars in Edmonton
I’ll invest the day with a client call, meeting with a COI, proof reading my book and catching an evening flight home.
This to shall pass …
Worst Economic Disasters
6th Worst Stock Market Crash - 1901 - 1903
3rd Worst Stock Market Crash - 1906 - 1907
9th Worst Stock Market Crash - 1916 - 1917
5th Worst Stock Market Crash - 1919 - 1921
4th Worst Stock Market Crash - 1929
Worst Stock Market Crash - 1930 - 1932
2nd Worst Stock Market Crash - 1937 - 1938
8th Worst Stock Market Crash - 1939 - 1942
7th Worst Stock Market Crash - 1973 - 1974
Bunker Hunt - 1980
US Savings & Loan Crisis - 1980
Interest Rates 21% - 1981
Black Monday - 1987
Recession - 1992
Barings Bank - 1995
Bre-X - 1997
Long Term Capital - 1998
10th Worst Stock Market Crash - 2000 - 2002 ( 911 & Dot.Com Bust )
Sub-Prime Mortgages - 2007
Oil Predicted To Reach $200 Per Barrel - May 2008
Oil Reaches $147.02 Per Barrel - July 11th
Oil Per Barrel $106.23 - September 5th Traders targeting oil at below $100
Canadian Tire Dollar At Par With US Dollar - 2008
Financial Advisor Business Speaker Testimonials
Testimonials from Pro Seminars - Edmonton, AB - September 17-18, 2008
"Great job! Clear, precise, refreshing material delivered with conviction."
Grant Nahirniak
Investors Group
grant.nahirniak @ investorsgroup.com
"You are a positive, thoughtful, person and speaker. You gave direct, intelligent advice to our Financial Advisor Community."
Bryan Fife
Desjardins Financial
bryan.fife @ dfsin.ca
"The info about limiting beliefs and how they impact business, is dead on. Your presentation was clear and lucid."
Terry Hooks
Hooks Insurance and Financial Services
thooks @ telusplanet.net
"Great presentation. Engaging, positive and loaded with highly valuable content."
Vince O'Shea
Investors Group
vince.oshea @ investorsgroup.com
"Clear and easy to hear - lively presenter with an excellent delivery."
Jack Unsworth
Integrated Financial Services, Inc.
inzy @ telus.net
"An engaging speaker who believe in his content and present as such."
Kelley Doerksen
Guaranteed Financial Service
guaranteedfinancial @ gmail.com
"It's clear and straightforward. It boosted my morale and belief that I'm helping my clients."
Vernie Libiran
verco @ telus.net
"Excellent information for clients' fears in the present economy."
Nick Humeniuk
Humeniuk Insurance Agency Ltd.
nickhumeniuk @ fpfinancial.com
"Your energy is fabulous, I wanted to keep listening, I didn't want him to stop, very engaging presentation."
Matthew Fraser
Silverberg Group
matt @ silverberggroup.com
"Very fascinating, the psychology connection between unmet needs and how it impacts business. Lots of 'meat' in your material."
Glenn Humeniuk
First Prairie Financial Inc.
glennhumeniuk @ compusmart.ab.ca
"Your energy, and passion comes through. I now know that I can work on some roadblocks in building my business. You've excited me to start learning about building my business, by addressing my limitations."
Emili Gomez
Primerica Financial Services
emili.pfs @ shaw.ca
"Information is relevant and current and very no nonsense. Great presentation."
Lee Schmidt
Primerica
lee.schmidt @ gmail.com
"Brought to light the limitations of fear and how it affects my business. I really enjoyed the information on getting back to asking for referrals."
Dennis Nicholson
Dennick Insurance Services
dennick @ shaw.ca
"Very clear and direct. I felt that there was a large understanding of the situation with the majority of financial advisors. I've seen many speakers before, but I felt more like I was in an even closer situation in my business based on the material delivered."
David Pallibar
Primerical Financial Services
dpac_85 @ hotmail.com
"Very good speaker - encourager - this was a refreshing topic for all types of business. Great presentation with current aspects well covered."
Marilyn McGhan
Shaw Insurance Agencies Ltd.
"Your material focuses on the central critical issues we are facing."
Phillip Eriksson
phillip.ericksson @ shaw.ca
"Insights into the psychology are always welcome and a good way to learn about oneself. Straightforward presentation."
Jasen Boyko
SISIP Financial Services
jasen.boyko @ sisip.com
"Simon is very enthusiastic and committed to his program and system - this shines through in his presentation and delivery."
Dale Zingel
Investors Group
dale.zingel @ investorsgroup.com
"Revelation of the concise link between unmet needs and inactivity. By meeting my needs, business will improve. Great information."
Ken Lang
Primerica
kefslang @ shaw.ca
"Simon spoke about principles and concepts that can be used outside of business on a personal level. He helped me to define my own level of success. Thanks for the renewed enthusiasm for my business."
Natalie Gibeau
Group Source
ngibeau @ groupsource.ca
Being The Best Financial Advisor - Staying In Touch With Your Clients
Another fantastic day on Wednesday with the DOW and TSX getting slaughtered two days in a row.
It is ugly trying to find the bottom of a black hole because you just don’t where the bottom is and all you can see is the darkness while your imagination continues to create monsters by the score.
It is kind of like one of those dreams when you were a kid when you were falling, falling, falling and then just before you hit the ground you woke up.
It is anybodies guess where the bottom is going to be in this latest financial mess but rest assured there will be a bottom.
When you find the bottom then you will say this is it, this is the bottom, now I know where my feet are and where the foundation is because I can see it. Now I can take action and move onward and upward. I can see the light.
The key to staying in the light and out of the darkness is to stay awake and out of the dream of the negative emotions and the negative beliefs that come with it.
Remind yourself of your long term vision and give thanks every day for all the blessings that you have in your life. Remind yourself of all the knowledge, skill and training that you have available to you and remember that same knowledge, skill and training is available to you for the future for this too shall pass. The best way to remind yourself and get into a positive state of mind is by using a journal to write it, see it and even hear it as you talk to yourself while you write.
The light can show up in some of the most unusual places. Laura was reading her latest yoga mag over the weekend and I saw the coolest Ad from Lululemon on the back cover and to read it click Lululemon Yoga Magazine Ad.
I can empathize with financial advisors that they are feeling uncomfortable with their clients looking to them for the answers.
Thinking that your client is looking to you for the answers can be causing you to look even further into the darkness because there are no answers, at least not right now.
Remember, just like everyone else, your clients have a basic human need to be heard and if they are trying to contact you, make yourself available and allow your clients to be heard. Better yet, contact your clients and let them know that while you may not have the answers, you are there for them. This strategy will keep you in the light and out of the darkness.
They know that this latest debacle is not your fault.
Whose fault will it be if you don’t make yourself available to allow your clients to be heard?
YOURS!
Use that old objection handling method. Listen to your clients and feedback to your clients what you are hearing from your clients so that they get that you are listening.
Practice non-violent communication by Dr. Marshall Rosenberg;
• when you are hearing bad news about the economy
• you are feeling afraid, nervous and worried
• because you believe that your investment plan isn’t working
• and you would like me to review the principals that we first talked about that your plan is based on
The point is it is about listening and it may not be about doing anything because there may not be a lot that you can do except listen, stay in touch and keep your clients and yourself out of the dark.
On our end, I believe that I delivered one of the best How To Thrive In A Recession Speaking Presentations ever to Pro-Seminars in Edmonton 8am Wednesday, September 17th, 2008 and click How To Thrive In A Recession Results. It is all about staying in touch and filling the marketing funnel.
Being The Best Financial Planner - Demonstration By Example
Last week was a very busy week at Leading Advisor. Our activities are a demonstration of how to build and fill the financial advisor marketing funnel through our actions and results.
---------------Marketing Funnel-----------------
-----------------Networking---------------------
------------------Speaking----------------------
-------------------Articles----------------------
-------------------Results-----------------------
--------------------Book------------------------
--------------------Sales------------------------
Book - First the fun stuff, our editor has declared that the editing of the book is finished and I am happy to share the front cover! The next step is our book publishing project manager is working on assembling the book for printing. Laura and I met with the printer on Saturday morning to get the ball rolling.
Articles - Here is a picture and a link to our first article that was published by Advisor.ca on September 18th.
Networking - Telephone interview completed on September 19th with Michael Beck for the Referral Expo 2008.
Speaking - Completed one of the absolute best speaking presentations entitled How To Thrive In A Recession for Pro-Seminars in Edmonton on September 17th … click here to read the testimonials.
Results - click here to read our speaking results for Pro-Seminars Las Vegas September 8th and Pro-Seminars Edmonton September 17th
Sales - Sales and prospect results are exceeding the results that we created in September of 2006 and September of 2007 … the marketing funnel is really starting to pay off.
Laura and I are away in Victoria, BC on Saturday, September 20th to meet with the book printer and to celebrate Laura’s mom’s birthday. We will travel to Kelowna, BC on Sunday in advance of attending a financial seminar from Monday - Wednesday, September 22nd - 24th.
Thursday and Friday, September 25th and 26th are coaching days and then I am on a plane on Sunday, September 28th to speak at Pro-Seminars in Kitchener, ON on Monday, September 29th and Pro-Seminars in Winnipeg, MB on Wednesday, October 2nd.
There are still loads of projects on the go;
• Vision - work with our coach to refine our coaching, speaking and writing vision for 2012
• Speaking Marketing - write the plan to go big and go international
• Advisor.ca October Article - editing
• Book - collecting testimonials and final proof for book publishing project manager
• Branding - fine tune
• Curing The Unmet Needs Disease - Entrepreneur & Small Business Edition - delegated to editor
• E-Newsletter September - write and publish
• Flip Video - learn to Vlog
• Speaking Marketing - meet with COI’s on the Kitchener / Winnipeg trip
• Tablet PC - learn how to use it
• Trade Show Booth - upgrade
• Viral Marketing - study
• Planning - clean up my office
Sidebar - I ask my clients to take the time at the end of the week to clear their minds of all the details, to reprioritize, to reschedule and give thanks. My blogging gives you a chance to look over my shoulder to see what I am doing.
As the conclusion of all of these projects comes into being, I am pleased to say that we are truly a financial advisor coaching, speaking and publishing company!!
Thank you for sharing your time.
Simon Reilly
The Financial Advisor Coach
sreilly@leadingadvisor.com
1 877 248 6019