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Life Health > Running Your Business

SMAX Update: Advisors roll up their sleeves

By Daniel Williams

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LAS VEGAS — Who said that independent advisors are lone wolves? While they often are, more than 200 producers stepped outside of their natural environment yesterday for three interactive workshops at Senior Market Advisor Expo in Las Vegas.

There was a common thread running through the sessions — teamwork. The workshops allowed participants to provide their thoughts, while learning to work together.

2008 Advisor of the Year finalist Stefanos Loisou moderated “Your Elevator Pitch.” As he told attendees, “You only have a few seconds to make an impression.”

His own pitch? “I guarantee (clients’) assets and make sure they have an income for the rest of their life.”

And despite the session’s title, Loisou insists advisors need more than one pitch. In fact, he says advisors should have “several statements of sincerity.”

“It’s not just the words, but what you say and do with the words you say,” Loisou added. “We are auditioning every day. We need to convey that we care and are knowledgeable.”

At the end of the day, he said, “It’s not about making money or the compensation (that will come), but doing something we care about and putting people in a better place.”

In industry veteran Al Atha’s “Prospecting” workshop, attendees were handed three case studies to analyze. It was interesting to see how quickly the advisors took to the interactive format. While there were no shrinking violets in attendance, leaders emerged from the breakout groups.

In one of the case studies, an advisor has a monthly seminar business, but is not converting the number of prospects he should be. Atha offered a valid reason: “If an advisor is doing seminars, he needs to be both a great salesperson and a great speaker. He’s not going to reach his potential if he’s a lousy public speaker.”

Atha suggested that an advisor in this scenario should find someone they know and trust and “get them to serve as a mentor.”

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