Recently, I was speaking with top advisor Van Mueller about some of his best thoughts on productive strategies for those advisors newer to the business. He had a simple solution on a way to get successful quickly:
“I always suggest that advisors work hard to develop their own unique sales presentation, but more importantly, they have to give it a test drive,” he says. “So an easy idea is to ask all of your relatives and tell them that you’re learning how to do a presentation, but you need some good feedback from them. I’d tell them that you also need the answers to these five questions:
1. What did you understand about my presentation?
2. What did you not understand about my presentation?
3. What was interesting about my presentation?
4. What was boring about my presentation?
5. If I told you that I was coming to make my presentation and that my objective was for you to buy my products, would my presentation make you buy?
Mueller says that most new advisors say they think they need years of business experience to become successful, but he believes advisors who carefully hone the content of their presentation–and mix it up with plenty of hard work–can actually become successful in just two or three weeks. Run your routine by your family (and friends) first and you’ll find the strengths and weaknesses, and be able to isolate and improve them … and maybe even offer a family member a useful solution to their own financial planning issues, at the same time.