Whites Of Their Eyes

Many good advisors are asked to speak to groups.  They don’t always give you a lot of time to prepare… and they all have different time limitations and topics they want covered.  So, how do you put together a good presentation, quickly?

The best place to start is at the end.  Yep, the end.  Prepare your summary and conclusion slide first.  List between 3 and 5 topics on the slide.  Psychology has shown that most people are attracted to presentations with 3 main points… you can go as high as 5 points… but anything more than that… you will actually be hurting yourself.

Presentations with over 5 points will generally be viewed as confusing and boring.

Now that you have your summary slide… simply build your presentation around the topics you’ve decided to cover.

If you have something people want… and I hope you do… then you must get it into their hands or they’ll never know it!

You spent a lot of money to buy this booth… and you can’t get people to talk to you!  The solution to that problem may be staring you in the face.  Don’t talk to them.

Instead, leave your booth unattended.  People will go into an unattended booth because they don’t feel pressured.

Now, of course, you need to make sure that your offer is appealing and sexy, or this won’t work.  But, if your offer isn’t appealing and sexy, NOTHING is going to work.  So what should your booth look like?

• Don’t have a table blocking the way into your booth opening. This will encourage people to walk in to your area.
• Your banner should NOT be a big logo of your company… instead, it should be your Elevator Speech… trumpeting the thing you do that nobody else does.
• Dedicate a big portion the booth with a bribe for people to sign up for your newsletter (getting them to sign up for a newsletter gives you a dozen reasons to contact them after the show)
• Have information there that none of your competitors offers… or better yet, even knows about (Our 5Q advisors have been very successful doing this)

Now, go walk around… grab some freebies for yourself…and do some reconnaissance on your competitors.

Trying to overcome objections the same way we did ten years ago, DOES NOT WORK!  Why?  Because we are now working with Baby Boomers… and Baby Boomers think they know everything!  You can’t tell them what’s right or wrong.  You can’t prove anything to them with facts.  They will fight you tooth and nail before they will let you change their mind.

You see, before we were working with the greatest generation.  They respected authority and would listen to us… not so with Baby Boomers.  But don’t fret!  There is a simple and easy way to get clients to overcome their own objections using 5 simple steps.  And yes!  It even works with the “I need to think about it” objection.

You can learn how to do it and see many examples in this 51-minute training video, my gift to you for being a reader of this newsletter.  The training starts at 2 minutes into the video.  Hope it helps you get that next big case when the client waffles!

People love to see other people’s mistakes… how many people watch America’s Funniest Home Videos or watch funny videos on YouTube?  Heck!  We are almost addicted to watching other people’s mistakes.

So, how can you capitalize on this?

Show your mistakes!  Whether in your marketing, newsletter or Website… talk about an unadulterated mistake.  Why?  Because people are skeptical of others that paint rosy pictures… people don’t want to be sold or told all the great things about a product, without hearing the negatives as well.

Telling them your, or your products weaknesses, creates trust.  It makes them feel like you won’t try to hide anything from them or only sell them the positives.  AND… It certainly makes you look different (and better) than all your competitors!

Here are some things that work…

• Walk through a mistake you made with a client… all the problems it caused the client… how you fixed it… and how it changed you as a person.
• Quote statistics about what investments people are moving money out of… whether it be bonds… mutual funds… or whatever. You find these stats regularly in industry magazines.  Not just your clients, but as an industry whole.
• Talk about a mistake you made personally… and how it changed you

Don’t make these “sales” stories.  People smell sales talk from a mile away.

Make these emotional stories.  Remember, people buy based on emotions and if you can create some empathy with your story… you are going to get plenty of traction and action!

This technique is absolutely proven to work.  A firm using this technique got a 12% response rate… but that’s NOT the good news… 4.4% actually became appointments in the office!  How’s that for a direct mail response?

What did they do?  They called BEFORE the prospects got the direct mail.  Now, before you whine about how hard that is… there are services that charge about $50 an hour to make all those calls for you.  Does that add to the expense? Sure… but how much would you pay to send out 100 pieces in the mail and get 4 appointments from it?

Calling before the mail arrives, reduces the chances that it gets thrown in the garbage before it’s even opened.  If you have something people want… ya gotta at least get them to open the envelope… and this does just that!

Need a simple, easy… and cheap way to get in front of people who want to meet with you?  The trick is to spend just a couple of hours a week… consistently… doing a couple of simple and easy tasks… and by the end of the year you’ll have more appointments than you’ve had in all of 2017.   The key is to do it consistently!

Want to know how?  Here’s the 4-page guide on how to get Inexpensive, high-quality leads… courtesy of 5Q Group.