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October 01, 2010 at 08:00 PM
The 10th ANNIVERSARY EDITION of the Senior Market Advisor Expo brought the best and the brightest in the business to Las Vegas for three days of learning and networking. Here’s a snapshot of some of your favorite takeaways, advice and observations that could help you become next year’s Advisor of the Year.
1. Being an independent financial services provider and a loan producer, it was a great benefit to be around so many caring producers. At times my business — even with staff and great clients — feels like I am alone, so through conversations, workshops, exhibitors and keynote speakers, your meeting has me feeling renewed.
– Victor Gray
2. “Approach … Probe … Present … Close.” Also appreciated the information about creating a dream board to set your goals and write them down.
– Pierce Trcka
3. I learned that I must up my efforts to promote myself and my agency through electronic media. I found Nolan Baker’s presentations on this subject to be especially inspiring and worthwhile.
– Jim Geitgey
4. Overheard: “There’s a 96 percent chance you’ll lose every penny you put in a slot machine, and you give financial advice for a living.”
5. “Answer a client’s questions with questions of your own. Try to figure out what’s the thread of their discontent. It’s all sort of like a dating process.”
6. I now see the importance of an elevator speech.
7. One line that will stick with me was said by Chris Abts: “You do not have the right to lose other people’s money.” This is a statement that I live by, but it was great to hear it from an Advisor of the Year finalist.
– Joan Kerr
8. In today’s turbulent and volatile economy, this Expo was absolutely timely. To not attend would be an absolute disservice to your practice.
– Manny Negron
9. Every advisor needs a means to measure their practice and themselves. By hearing highly successful producers share their methods provides a useful measuring stick. By improving my practice and myself I will be of more value to my clients.
– Bill Cox
10. I appreciated the “hammer and shovel” story I heard at Chad Slagle’s “5 Ways to Get to Yes” session. The shovel is an annuity and the hammer is a bond; when you are digging a hole to financial freedom, you surely don’t want to use the claw of the hammer, but when you want to nail two boards together, you shouldn’t use a shovel, either.
– Mike Mynaro
11. I learned to ask more questions with prospects, as Van Mueller suggested: “Would you rather be rich or positively, absolutely be guaranteed never to be poor or run out of income?”
– Ronald C. Russell
12. Overheard: “Everyone will tell you anything if you let them.”
13. “We’re all about education. But I want to educate them into action.”
14. In this age of social media, Internet and everything electronic, sending a personalized card (congratulations, keep in touch) will make you stand out and be unique. Think about it. How many personalized cards do we get? Not many. Take the time to show clients that you care.
– Connie Phillips
15. I liked Dave Williams’ ideas on holding client events for your clients’ children. He did a great job of laying out the keys to success.
– Curtis Cloke
16. “When it comes to your website, it’s a lot easier to improve upon what you already have than to start over from scratch.”
17. I got some great ideas on how I can improve my brand image and how I can help my clients work through the natural reflexes of objections. I also appreciated Abe Ashton’s openness on how he grew his business from being on the last few dollars to his name.
– Roy Kinzler
18. (This Expo) has been an excellent forum of collective information that can be immediately implemented with proven results.
– Debbie Andrews
19. Stop trying to get referrals. Get introductions instead.
Tips & Takeaways from Closing Keynote Speaker HAL BECKER:
20. There’s nothing new in sales. If someone says they have a new idea in sales, they’re lying. Everything you need to know and apply is in the classics like “How to Win Friends and Influence People.”
21. As a salesperson or advisor, be yourself. Be natural. Don’t be phony or stiff with your clients. They’ll see right through it. Be the way you are around your best friends. That’s how you build trust.
