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Once upon a time, in a galaxy far, far away (read: when I was a hot-shot stock broker), I was dubbed the “Sales Talk Champion” at a seminar I attended to learn how to influence people! move more product! make more money!
That was the turning point for me. Standing in front of the class, holding my award and looking out at my applauding peers, I was thinking, Where am I supposed to hang this plaque that says “Sales Talk Champion”? My clients/prospects who see this plaque will eagerly want to give me all their money. NOT!
Standing there in front of the class was the day when I first got it: If I would stop talking so much and start listening to clients and prospects more, I might actually feel better about myself in this profession and the results would naturally happen. At the time, I didn’t yet fully grasp how vitally important it would be to building a sustainable business, but that was the beginning.
Now, years later, I’m more than a convert to this way of thinking—I’m an evangelist on a quest to transform the financial services industry from salespeople to Trusted Advisors. If you’re familiar with my work, you know my mantra is it’s all about them, “them” being the clients. And one of the most frequent pieces of advice I give financial advisors is to shut up. Less talk, more quality clients.
| What a great word; monetize. Monetize. Say it a few times and just savor how the word sounds coming rolling across your tongue and out of your mouth: Mon… aaaahhh… tiiiizzze.
Monetizing is the ability to turn an idea into money. More importantly, it describes being able to turn actions into results. Monetizing is the difference between being busy and being productive. It’s the difference between thinking about exercise and actually breaking a sweat. It’s the difference between making a plan and executing the plan all the way through to fruition and results. You monetize for your clients when you move them to take action that will result in a positive outcome later. This is how financial information and data become the actions that produce results. Knowledge alone is not power. You need action to turn knowledge into power. You create this action yourself when you choose to do something productive, such as calling a prospect instead of pushing around papers on your desk… again. Ask yourself these questions on a regular basis: -Am I busy or am I monetizing? -Are the people I hang out with monetizers? -Can my mentors, coaches, and advisors really help me monetize? -If I’m not monetizing, what am I doing? Money may not be everything, but it’s a key metric in business, especially the financial services business. Monetize! Make it a great year! |
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Peter Oldziey shares his Ideal Life success story at the Values-Based Financial Planning(tm) Academy in San Diego. He talks about how he got the ideal life he set out to achieve.
To watch this compelling video, go to http://www.baivbfp.com/video/peterOldziey/index.php
Create your game plan for achieving your ideal business and ideal life.
Five important things you can do to make 2011 a great year; maybe your best year ever:
1. Success starts with a list. Who are you going to call to schedule appointments with? Which existing clients will you call to move the relationship to the next level? Which past prospects will call to potentially establish a client relationship? How will you build your list of potential clients to be substantial enough to draw from to add all the Ideal Clients you want to add in 2011?
Action: Make a list and organize it into categories and priority.
2. What are you going to say when you call the people on your list to schedule an appointment? What is your opening statement? What is your first question? What are your talking points for the conversation? What is your compelling offer so some of the people you contact take the next step?
Action: Write a script for every scenario.
3. When are you going to call?
Action: Schedule specific blocks of time on your calendar as appointments with yourself to make your calls and contacts.
4. What are you going to say and do when you see them face-to-face to create a great experience?
Action: Script your client interview experience.
5. Execute. Execute. Execute.
Action: Execute.
This can be the year you actually do what you say you are going to do to grow your business to where you truly want it to be.
Make it a great year!
