Performance Tips

Now more than ever, clients and prospects are seeking an elevated experience. Not just in the financial world but in their interactions with every provider.

Claudia Waterloo, a successful financial advisor, shared a wonderful story with me regarding her mother’s passing and how the family distributed her earthly possessions amongst themselves in a very innovative way. She credits her brothers with coming up with the process.

We live in a time where we have all grown accustomed to instant results. Instant breakfasts, fast food faster, lightning chargers for our devices, same day delivery from local grocery stores and other retailers with one or two clicks.

Congratulations. You have done a great job uncovering the needs and wants of a prospect. You have communicated your value from their perspective.

You have answered every question. You have been very clear about what you can and will do on their behalf.

Yet, some still say no.

In many settings – from first conversations with prospects or at networking and social events – opportunities will arise for you to articulate what you do for people.

Previously I have posted about the importance of how to greet people you meet more graciously by saying “nice to see you” versus “nice to meet you.” And the more gracious close to a message, written or verbal, by using “always feel welcome to call” versus “feel free to call.”

However, all the words you use matter throughout a conversation with a prospect or client.

With inflation, the economy, interest rates, and many other factors on the minds of clients, their desire for emotional security has never been higher.

In Sarasota, Florida, there is a donut shop next to the police station with a name befitting its location, Five-O Donut Company. This is no ordinary donut shop.

You had momentum closing out 2022 and regaining that drive after a well-deserved break is not always easy.

Here is how to get a rock-solid start, clear the cobwebs and focus on business.

Having had the privilege of visiting London many times over the years, one of my favorite places to go is Borough Market — an amazing food market dating back to the 13th century. It covers several acres of ground and has passageways from one area to the next.

In one of the long passageways there is a series of chalk boards on either side where people are encouraged to write out the goal they want to accomplish before they die.