Leading
Advisor Inc.
Suite 300 – 1055 West Hastings Street
Vancouver, BC
V6E 2E9
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For someone that
didn’t envision writing a public Blog every working
day for one year that averages 250 - 500 words
per day, this is no small feet when you consider
the average book is 250 pages with 100 – 125 words
per page.
Please indulge
me while I do the math.
For a book lets
say there are 100 – 125 words per page times 250
pages which equals 25,000 – 31,250 words.
For the Blog let
say there are 20 working days per month times 12
months times 250 - 500 words per day which equals
60,000 - 120,000 words.
One last self indulgent
thought. My gosh, depending on the way that
you look at it, I’ve written the equivalent of
2 – 5 books through the Blog entries not to mention
the E-Newsletters.
I spoke with my
friend and mentor Pat. He asked me about
the Blog. “How is that for you? How
long does it take?”
It takes about
20 minutes per day. Who knows how many people
read it. I know that many of the clients
that work with on a regular basis and from time
to time read it. The reason that I say that
is client repeat back to me perspective about what
I’ve been writing about in my Blog and I have to
catch myself because part of me is wondering how
they could be talking about these things. Then
I remember, they have been reading it.
Pat reflected back
to me the following additional benefits of the
Blog;
Thank you Pat.
We are very fortunate
to have been introduced to Alex Nicholson of Pro-Seminars
through Stewart Hobden of Cornerstone Financial.
Pro-Seminars
is an all Canadian company based in beautiful
Beamsville, Ontario.
Specializing in continuing education and training
designed specifically for Insurance and Financial
Services Professionals, Pro-Seminars is a leader
in their field.
Pro-Seminars is primarily noted for it's "Comfortable &
Affordable" 15 CE credit seminars, online
CE credit self study courses and training courses.
Courses and seminars are conducted/available across
Canada and on an annual basis there is an out of
country 15 CE Credit Seminar.
For more information click Pro-Seminars.
Laura has been
following up the attendees of our Pro-Seminars
Presentations that I provided on January 17th in
Richmond, BC and January 19th in Calgary,
AL. and we have received nothing but rave reviews.
As a result of
our first two presentations we are happy to announce
that we are working with a number of new clients
and we received three additional invitations to
speak at financial services educational events.
Here are some of
the testimonials:
I
so enjoyed your presentation. I’ve been thinking
of working with a coach, to take my business
to the next level and I really liked your style
and your passion.
Your
presentation material is great, especially
for those who are fairly new in the business,
the information on how to get referrals would
be particularly relevant for junior advisors.
Great
presentation. I came away with ideas that I
can use in my business now.
Loved
your presentation, especially the material
you covered on Asking for Referrals.
I’m
sending your follow up offer to the other district
managers I work with, your material is great.
Really
enjoyed your presentation, the best I’ve seen
in a while.
Your
material is really great. I want my wife to
work with you; I think it would be very beneficial
to her to grow her business.
In
follow up to the Pro-Seminars Presentations that
I provided on January 17th in Richmond,
BC and January 19th in Calgary, AL,
please find the flowing article;
5
Steps To Quadruple Your Referral Introductions,
Testimonials & Sales Without Making One Cold
Call
Here are the 5 Steps along with short excerpts
from the main article. Scroll down to Click
the link for the entire article.
Step 1 – Outstanding Client Relationships
Outstanding Client Relationship means; You
enjoy doing business with the client and the client
enjoys doing business with you.
In order to quadruple your referral introductions,
testimonials and sales without making one cold
call you must make a list of clients that you “have
or had” an outstanding client relationship with. “Have” means
that you currently have an outstanding client relationship
with and “Had” means that you have just lost touch
with the outstanding client relationship – for
whatever reason.
Make
a list of all of your “A” clients and rate each one
based upon the following criteria
- You enjoy doing business with the client and
the client enjoys doing business with you
- You provide excellent customer service to
the client
You look forward …
Click
here to read
the entire article: 5 Steps To Quadruple Your Referral
Introductions, Testimonials & Sales Without Making
One Cold Call.
Step 2 –
Identify If You Are Complete With Your “A” Clients
That You Have or Had An Outstanding Relationship
With
Beside each name on your list of “A”
clients that you have an outstanding relationship
with write down either, “Complete or Incomplete”.
Complete means:
You can instantly pickup up the phone to communicate
with your outstanding client relationship no matter
how much time has passed by. If this is the
case read on to Step 5.
Incomplete means:
Just that. There is something that you
are incomplete about that is preventing you …
Read
the entire article: 5 Steps To Quadruple Your
Referral Introductions, Testimonials & Sales
Without Making One Cold Call .
Step 3 –
By Understanding Incompletions & Related Emotions,
You Will Start To Clear The Path To Quadruple Your
Referral Introductions, Testimonials & Sales
As you look at the above definitions of incomplete,
and consider your past incompletions….
Do these bring up any emotions in you?
How about the emotions of:
So as you look at the above definitions
…
Read
entire article: 5 Steps To Quadruple Your Referral
Introductions, Testimonials & Sales Without Making
One Cold Call.
Step 4 –
Get Rid Of The Anger, Fear, Guilt and Shame
Getting rid of or clearing emotions is a very
simple process. It is not a silver bullet
either.
It must be done a number of times to really take
affect and it is well worth it.
All it takes is a little time and the awareness
that you are in charge of your emotions and that
they are not in charge of you.
There is a saying; “Forgiveness clears
limiting beliefs and …
Step 5 –
Make The Calls – Here Is The Script For Referral
Introductions, Testimonials & Sales!
- How are you? How is (business, car,
family, health, hobbies, home or travel)?
- Is there anything that I can do to improve
my service to you?
i.
If advised that service is required, record information,
thank client that it
will
be done and that you will follow up in 1 week and
confirm that progress
is
being made.
- I am looking for ways to improve my service
to best serve my clients …
- To find ways to design my business around
people like you, I would really like your help
and input.
- What do you …
Read
entire article: 5 Steps To Quadruple Your Referral
Introductions, Testimonials & Sales Without
Making One Cold Call.
Please remember the following User name
& Password:
User name: leading
Password: resources
Here is a list
and links to our speaking engagements for 2006
where we will be presenting:
“The
2 Secrets of Leading Advisors”
Re-ignite Your Passion for 2006,
Create More Business From Existing Customers and
Increase Qualified Referrals by 500%
Please and thank
you for passing on this information to your associates
and friends. And if you know of an Association
or if your company is looking for a speaker for
an upcoming event, contact Laura at lreilly@leadingadvisor.com and
she will contact you for more information.
March
20, 2006
9am Best Western Richmond Hotel
Pro-Seminars
Richmond,
BC
March 23, 2006 8am Hilton
Garden Inn Pro-Seminars
Saskatoon,
SK
April 3, 2006
4pm Ramada Inn Pro-Seminars
London, ON
April 5, 2006
8am Victoria Inn Pro-Seminars
Winnipeg, MN
April 24, 2006 10am TBA TBA
Toronto, ON
April
28, 2006 10am
TBA
Advocis
- North Okanagan
Kelowna, BC
The Program is sub-titled;
Reignite
Your Passion for 2006
Create More Quality Business
From Existing Customers and
Increase Qualified Referrals by 500%
I’m chuckling because Laura
was speaking with someone about the Program and
they exclaimed that they were NOT interested in
Creating More Quality Business and Increasing Qualified
Referrals.
Find
out more about the "Being" An
Advisor Program.
To find out if the "Being" An
Advisor Coaching Program is for you, please take
the following
"Being" An Advisor Assessment;
-
Do
you believe that the challenges that you
are facing are so big that you may not make
it?
-
Do
you have to get pumped up to sell?
-
Are
you selling too many products?
-
Do
you feel a lack of acknowledgement for the
work that you do for your clients or company?
-
Do
you have way too many clients and are not
making enough money?
-
Are
you doing way too many favors?
-
Do
you have conflict with management, staff
and other advisors and are just winging it
when it comes to hiring new people?
-
Do
you fail to delegate, try to do everything
yourself and are too busy doing $20 per hour
work?
-
Do
you have poor customer service?
-
Do
you try to serve anyone and everyone?
-
Are
you addicted to growth?
-
Are
you afraid to ask for referrals because of
a fear of rejection?
-
Are
you only marginally interested in professional
growth because you are too busy?
Click "Being" An
Advisor Assessment for
the complete Assessment.
To
learn more about The 4-Week "Being" An
Advisor Coaching Program,
we will be announcing Free Introduction Teleclasses
in the near future.
Please
watch your e-mail for details.
With respect, every Financial
Advisor and his dog work with "Small to Medium
Sized Business owners" offering Group Insurance,
Life Insurance, Succession Planning, etc.
You must find a way to differentiate
yourself from the pack and stand out as being unique,
value added, an expert, and knowledgeable.
We are in the information
age and knowledge and relationships are your true
assets as everyone is pumping products.
When you come from your heart,
offering life and experienced based knowledge and
information combined with your financial services
knowledge, you will be leaps and bound above the
crowd.
To this end, you need to develop
a Nurture Marketing Plan that is not limited to
the following. The reason that I say, "not
limited to the following" is that this list
will be enhanced and re-prioritized as we go.
-
What was a Defining Moment
in your business or life?
- What is your Parable?
-
What are Three Areas in
your business and personal life that you have
Experience or an Interest in?
-
Write down your best client
stories about how you went above and beyond
the call and Provided Financial Planning versus
Selling A Product.
-
What are Three Niches versus
Demographics that you can Serve?
-
What are the Three Niches
that your Best Clients have in Common?
-
How can you Combine your
Three Areas in your business and personal life
that you have Experience or an Interest in
with the Three Niches?
-
What do you do Exceptionally
Well for your clients?
-
What do you do for your
clients that they did Not Expect?
-
What Business is your Client
in? What Associations and clubs do they
belong to?
-
What is your Unique Selling
Proposition?
-
What is your Elevator Speech?
-
What are the First three
Topics of your first three E-Newsletters?
-
What are the Top Ten Points
for the First Three Topics of your first three
E-Newsletters?
-
Who is going to be on Your
E-Newsletter List?
-
What are the First Three
topics of your first three Speaking Presentations?
-
Which of your Clients belongs
to an Association(s) that requires public speakers?
-
Purchase yourname.com (eg.
www.simonreilly.com)
-
What is Your Book Title & Chapters?
