Pink Floyd’s 1979 hit song could easily be the theme song for many Americans disenchanted with Wall Street and Washington. Many savers (yes, I am purposely using the term “savers” in lieu of “investors”) are upset with the low interest rates.They do not want to place their money into what many see as a poker game gone wild on Wall Street.

The proper discovery process when dealing with a prospect holds significant importance in the overall sales cycle – and ultimately leads to success. As a financial professional, a foundational aspect of your business is to uncover financial problems that your prospects and clients may actually have (or their perceived problems) and it is your mission to help solve many of these financial issues.

Indexed products: You’ve seen one, you’ve seen them all, right? WRONG! Fixed Indexed Annuities (FIA) have been sold in the United States for over two decades. Sales of FIAs have skyrocketed in recent years as their popularity increased.

Communication is an interesting topic. Many of us seem to think that communication is all about how we connect with each other through the use of our words and our vocabulary. But unfortunately it’s a little more complex than that. You need to consider what your body language tells your prospects and clients when you are communicating with them.

Updated: Nov 2020

Do you stop prospecting during the holiday season? While you're putting your efforts on hold for two months, you're missing the opportunity to remind prospects that you can help them when they are ready to make financial decisions. This can create a domino effect of cascading problems.

There are a few things your prospects need to hear you say to make them feel comfortable with working with you and following your process. These statements will make a positive impression and experience for your prospects. Your words must be backed by action and should be part of your consistent process.

When it comes to workshops and seminars, everything matters. And I do mean everything. Too many times financial advisors think that if they just show up and dazzle people with their intelligence, then those in attendance will want to meet with them. Unfortunately, that could not be farther from the truth. 

In 2004 Morgan Spurlock released a shocking documentary called Super Size Me on the health risks of eating fast food. Although a bit extreme, Spurlock’s documentary followed him for an entire month as he only consumed fast food for breakfast, lunch, and dinner. The results? He gained weight of course!

Your website is a very important tool in your marketing strategy. It is most likely the first place someone checks before they even do business with you, so it’s important that your website is designed well. It should explain how you and your business can help clients reach their financial goals. Here are five tips for designing or re-designing your financial services website.

Once again our industry is under attack from those in Washington that hide behind the guise of consumer protectionism. Over the last 6 years Indexed Annuities have had tremendous success.