Скачать или смотреть 3 Phrases Financial Advisors Should Always Avoid

In this video, Matt Oechsli discusses phrases every financial advisor should avoid.

Learn more about The Oechsli Institute's Financial Advisors Coaching program. https://www.oechsli.com/coaching | 800.883.6582

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Today's affluent do not like being sold. Yet, financial advisors, by the sheer words that come out of their mouth, innocently sell themselves. They come across as sales-people. In this edition of The Oechsli Insider, I'm going to share with your three phrases to avoid.

PHRASE 1: "I'M A FINANCIAL ADVISOR AT XYZ FIRM."
Sorry! You just pigeon-holed yourself with the thousands of sales people out there who are after their money. Why not simply say, "I manage the finances of a few families here in town."

PHRASE 2: "OUR FEES RANGE FROM 1 TO 2.5 PERCENT, DEPENDING UPON THE SIZE OF THE ACCOUNT."
On the surface, that sounds good. But, here's the problem with that. First of all, they're only hearing the lowest figure: 1%. Secondly, you just commoditized yourself, and you don't want to do that. Why not say something like, "Gosh, that's a premature question at this stage. We need to take a look and see what's involved. We have total transparency in our fees. When's a good time to meet?"

PHRASE 3: "THE BIGGEST COMPLIMENT WE CAN GET IS WHEN OUR CLIENTS GIVE US A REFERRAL."
Really? Come on, give me a break! 83% of today's affluent feel awkward when they're asked for a referral. Instead, why not simply say, "Hey, could you personally introduce me to your colleague Stephen Boswell, socially? I'd like to meet him."

Now remember, your sales skills need to be so refined that they're virtually seamless.

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Since 1978, The Oechsli Institute has helped financial advisors achieve their goal of reaching more affluent clients and building long-term personal relationships with those clients. For more than three decades, they have conducted ongoing studies on both the affluent, in their decision making patterns, and elite advisors in their marketing and sales tactics. The goal is to help advisors and teams improve their sales and marketing efforts, modernize their service models -- all while strengthening the loyalty of their affluent clients.

Books:

Best Practices of Elite Advisors (NEW book by Matt Oechsli & Stephen Boswell!)
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The quickest way for a financial advisor to become an Elite Advisor is to model the Best Practices of Elite Advisors. This book is designed to serve that purpose; a road map for replicating the actions of the industry's elite.

Becoming a Rainmaker (by Matt Oechsli)
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Simply put, Rainmakers are those financial professionals who consistently bring in new affluent relationships. They are the highest compensated financial professionals, they are the most sought after financial professionals, and they are not for hire. Rainmakers are self-made.

If you have not become a Rainmaker and want to, this book is an invitation directed personally to you. Buckle up your seatbelt, because "Becoming a Rainmaker" will teach you how to:

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