Are you consistently prospecting enough to generate the revenue you want? For most of us, the answer is probably…no.
Oh sure, you’ll have bursts of energy and determination when you generate lots of activity and some great results, but it’s hard to maintain! And while you’re busy serving clients and not prospecting, your sales funnel is quietly drying up. When you do look up from your busy schedule you get a shock. The calendar shows another two busy weeks and then…nothing. Yikes!
If it sounds like I’m speaking from experience, you’re right! Been there, done that in my own business – several times. And over the last 13 years of working with thousands of Advisors, calling it like it is, I can tell you that this is a very common problem.
A problem which leads to the next stage…
You’ve got next to nothing in the pipeline and you have to face getting out there again with a feeling of anxiety instead of confidence. And so the cycle goes. Obviously, a solution is to never let your funnel dry up, but this is such a commonplace situation for so many entrepreneurs, I thought it would be a good idea to share a powerful strategy on how to quickly fuel up your confidence when you need it the most.
Here’s an extremely effective, yet underused technique – get pissed off!
No, I don’t mean getting annoyed with yourself for letting the funnel dry up. That’s a temporary solution at best.
What I’m talking about is ‘slowing down to speed up’. Taking the time to discover your own righteous indignation about some of the financial professional out there doing a less than stellar job. What impact have they had on their clients?
Step One. List your pet peeves. Take a couple of quiet hours and review everything that pisses you off about the industry. Yes, that’s right.
There are many smart, caring advisors whose core values of integrity, transparency and sound financial planning really are about serving clients to the best of their ability.
And there’s a lot of crap out there too. Wouldn’t you like your prospects to know the difference and see you as the obvious choice?
Step Two. Get specific. Break down the things that piss you off into a few categories: service, fiduciary responsibility, cost, quality of advice, transparency. Focus on two to three areas where you know you are the strongest.
Example: I’ve been working through this process with a Group Benefits Advisor. He had a whole list of grievances where he felt that companies were paying too much, were poorly advised leading to liability exposure, and offered little to no service. Once he distilled the many examples and data points into these three categories, he became so passionate about getting the word out that he felt compelled to prospect! Eager to pick up the phone.
Step Three. Convert your irritation into key messages. These are your differentiators! Show your prospects specifically how they’re being underserved, paint a picture by explaining ‘what this means for you is’, and then give specific examples of how you’re different.
Going back to my group benefits client, he is now fueled by genuine motivation so it’s easy to pick up the phone. His differentiating messages are strong and clear and his passion is obvious when he’s speaking to prospects. This has led to a significant uptick in appointments booked. He’s finding it much easier to get letters of authorization and he’s closed a couple big new accounts that he wouldn’t have landed before.
Once you channel your irritation into clear, more powerful messaging, you will tap into a strong motivation that propels – even compels – you to reach out to more prospective clients. And you’ll notice that when you’ve tapped into this, self-doubt disappears; you’ve got more important things on your mind!
Kira Callahan is an expert sales conversation coach for the financial industry. Her private clients typically experience 30% – 100% increase in appointments and business. Click here to find out more about Kira.