Rosemary Smyth's blog

Run your Own Race

With the Olympics around the corner we are hearing from the athletes that they are all wanting to “peak” for their Olympic event. They also are planning what their strategy will be for the event, checking out who their competitors are and how they are going to use their strengths and abilities to bring home the gold.

Take Your Business to the Next Level with Referrals, Co-written with Aaron Hoos

As consumers, we have so much choice in the marketplace and marketing efforts don’t always effectively convince us to buy. The one type of “marketing” that holds the most sway over any decision we make is the enthusiastic referral of someone we know.

Skyrocket Your Business with a Board of Mentors

Starting out as a financial advisor promises a steep learning curve as you try to learn about how to provide valuable advice while at the same time ramping up your business with relentless prospecting. Fortunately, you don’t have to start out “cold” and you can avoid many of the mistakes of the financial advisors who have gone before you.

"Hello" to "Yes”- Become a Professional Persuader- Co-written by Aaron Hoos

When you sit down with a prospect or a client, you probably open the conversation with a brief comment about the weather, followed by a discussion about families or work or a news headline. At some point, the conversation shifts and you discuss some aspect of the client’s finances or portfolio – perhaps listening to their ideas or giving advice from research you’ve performed.

Storytelling- A must have tool for financial advisors, Co-written with Aaron Hoos

Our modern day methods of communication value fast, short, information-rich conversations. With the rise of social media and texting as key ways to communicate information, conversations seem to be getting faster and shorter.

But it hasn’t always been this way. For thousands of years – long before we had mobile devices or even the printed page – communicators have relied on one key tool to build rapport, communicate information, and persuade listeners.
That tool is storytelling.

Mastering the Art of Client Conversations

Most conversations start off with innocuous questions like, "What do you think of the weather?" If you want to build rapport and trust with clients, you need to have conversations that go deeper than that.

The way you ask the questions will dramatically affect the quality and value of your conversation. Certain types of questions can expand the conversation and others can block it. The better you get at asking conversation-expanding questions, the easier it will be for you to build rapport with clients and the conversations will be more engaging and informative.

Are You Ready for the Toughest Questions Every Financial Advisor Is Asked?

As your plane taxis down the runway, the person beside you strikes up a conversation. The what-do-you-do-for-a-living question will usually come up. When it does, you know that they will inevitably follow up with another question – perhaps something like: "My brother-in-law is really into gold stocks. Do you have any hot tips?"

Develop an Expert Status That Attracts Your Target Market- Co-written with Aaron Hoos

When you have a toothache, you don't go to your local mechanic's shop to have a cavity filled and when your car isn't running properly, you don't pay a visit to your dentist. Rather, you go to the professional who has the education, experience, and qualifications to solve it. You go to the EXPERT.

Take Charge of Your Prospecting and Revitalize Your Sales Funnel -Co-written with Aaron Hoos

Before embarking on a road trip, you need to know a few important facts – not only your point of origin and your desired destination but also a detailed map of the route you want to take. Your prospects go on a similar journey on their way to finding financial services. Their point of origin is the realization that they need sound financial advice from a professional. Their destination is opening an account at your office and transferring their assets to you.

Prospecting More Effectively in Four Easy Steps Co-written with Aaron Hoos

The success of many of the top-earning financial advisors hinges on their ability to simply get more clients. Although exceptions to this rule exist, the advisors who outlast their peers and are nearing retirement with a big book of business are usually those who did more prospecting (and more effective prospecting) earlier in their career. They are also more likely to have maintained the practice even when other advisors stopped.

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© 2009 Rosemary Smyth & Associates