Help Clients Understand Why They’re Paying You a Fee

Help Clients Understand Why They’re Paying You a Fee

Before you can convince your clients of your worth, you need to convince yourself of your own value. Always remember your fees reflect the five-star service you can offer. That’s what makes you stand out in an increasingly commoditized industry.

Here are some ways to help you communicate your value – both to yourself and to your clients.

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Your Selling Skills Are a Reflection of Your Self-confidence

Your Selling Skills Are a Reflection of Your Self-confidence

Would you open an account with a Financial Advisor who was nervous and unsure of himself? Neither will your prospects.

Your livelihood is dependent upon your ability to sell yourself.

How well you sell yourself is in direct proportion to your self-confidence. The more success you have, the more you believe in your abilities and the higher you go. Top tier Advisors are supremely confident in their ability to influence and persuade. They have overcome the fear of failure.

It takes self-confidence to move another person to take action.

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How You Present Is as Important as the Information You Are Presenting

Don Connelly tips on his blog

The facts and figures you present to your clients may not be as important as you think they are. Clients don’t want more information. Clients want someone they can trust. While you are giving your presentation, they are not deciding on the accuracy of the numbers. They are deciding about you. Can I trust you? Will you always do the right thing? What are your values? Are you on my side? They need to trust you, not the numbers.
How you say something is as important as what you say.

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A Simple Story – Financial Advisor’s Best Friend

Simple Stories – Financial Advisor’s Best Friend

Being misunderstood may be funny in burlesque, but it’s not funny when you’re trying to make a living as a Financial Advisor. There is nothing more important to an Advisor than communicating clearly.

The safest and surest way to communicate in our business is to make your message as simple as possible, to make the unfamiliar familiar. Stories and analogies do that better than anything else. They allow you to make your point concisely and they make people feel comfortable.

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People Are Deciding about You, Not the Numbers

Do Business with You - People Decide about You and Not numbers

When you are trying to convince someone to do business with you, you must earn that person’s trust. When you use charts, graphs and numbers to make your point, you are asking the person to trust the numbers. Asking someone to trust the numbers is really saying there is no need to trust you.

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Are You a Professional Listener?

Professional Listener - Are You Listening

Most people never listen, period. That includes my doctor, my handyman and the last car salesman I visited. I can only hope that air traffic controllers listen.

Why is listening so difficult? Why is listening so important? Do people who listen do better than people who don’t listen? Can you become a great listener?

All are rhetorical questions and all are worth exploring.

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