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Your average commission-based financial advisor isn’t likely to think about the big financial picture On the other hand fee-only financial advisors are likely to be more objective at analysing entire portfolios
When to Get Professional Advice
If are you are going to do some DIY financial planning than you will need time education experience objectivity and the inclination to achieve the same level of competence offered by many professionals To be frank very few average-joe investors have it in them to become their own financial advisors They simply aren’t that way inclined and are too busy getting on with their day-to-day lives So you need to be brutally honest with yourself about the level of financial literacy you have as you create and implement your financial plans You can’t afford to punch above your weight make costly mistakes and possibly suffer a financial knock-out So whilst I think it’s a great idea to strive to become your own financial advisor I do think it’s important to point out that I also believe it’s crucial to have a team of Grade A financial professionals (financial/tax/legal experts) in place whom you can turn to for critical advice
There are times that you will need a second more experienced opinion than your DIY Financial Advisory skills may be capable of Here are a just a few examples of when it’s useful to get professional advice:
1 When you’re transitioning from one stage of life into another (getting married having kids retiring getting divorced etc)
2 Any major financial transaction such as the purchase of a property buying or selling a business receiving an inheritance etc
3 When you are at a financial impasse or suffering from inertia and unclear about what to do next
4 When you’re looking for the best way to protect your family in the event of an accident illness or death;
5 In times of huge economic and market change Conclusion:
To become financially literate will require you to become knowledgeable on the financial requirements/constraints you have and the strategies tools and techniques you will need to achieve your goals As you delve into the complexity of DIY financial planning and building wealth you will quickly realize why it is a full-time occupation for even an average financial planner The question is whether you want to become an expert or whether you prefer to hand-off this financial responsibility to someone else.someone else that may or may not have your best interest entirely in mind Either which way this is a decision not to be taken lightly Author's Bio:
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Credibility can also be established quickly by establishing rapport,[link widoczny dla zalogowanych],e. the greater Los Angeles information source (Yellow Pages) Or you could say Google It doesn't really matter What does matter is your "benefit offering" and whether or not he's interested Notice I said "benefit offering" I didn't talk about the feature ie seminars books program CDs etc I mentioned what he could get for himself that he might like to have ie making more sales using the telephone Never ask if someone is interested in buying something Ask if s/he would like to have the benefit of what that something can bring or give or do For example do you want to attend a seminar (the buy) or do you want more sales (the benefit)
Step 2 -- Get the Prospect to Take over the Conversation
In order to sell someone anything you've got to know how s/he wants to be sold The best way is to ask the prospect about issues or challenges s/he is having getting that benefit Once the person says "yes" to your question about being interested in more sales using the phone all you have to say is "So what are the issues and challenges you're facing as it relates to phone sales" -- "What else" -- "What else" Now s/he will probably tell you the "what" s/he wants ie "I want the magic pill" "I'm looking for how to get people to call me back" "I want more sales" It could be a feature or benefit the prospect mentions When s/he tells you what s/he wants you'll be tempted to tell how you can give it to him or her better than anyone else Unfortunately if you start telling at this point you'll lose credibility The reason you lose credibility is because you have not built trust with this person yet So start building trust by saying "Tell me the issues or challenges you're having that you want this magic pill or technique to solve" Or "Tell me what's preventing you from making more phone sales"
Getting him or her to explain while you listen with an ear to understand is what builds trust (Remember trust is the second part of credibility) Once the person has outlined the challenges or problems s/he is having keep asking "What else" This gets him or her to open up more which will supply you an arsenal of information to be used later in your presentation An additional plus for you getting him to explain is the prospect will now know you understand his or her situation S/he told it to you If you really want to enhance credibility feedback to the prospect your interpretation of what s/he said and then say "Is this correct" Nothing builds rapport and trust more than this simple confirmation technique
Now if the prospect doesn't mention benefits you feel s/he should have mentioned or should care about you can expose and entice him or her with these benefits For example "You didn't say anything about getting past receptionists or admins Is this an issue" "What about voicemails" "How about getting prospects to commit" This is to make sure s/he hasn't forgotten something; never thought about something; or didn't even know about that something This expose and entice technique will make you appear consultative which goes to trust and expertise (the third component of credibility) Just as importantly it enables you and the prospect to more fully understand his or her total concept which will help tremendously with closing and up-selling
Once the prospect has told you the challenges and answered your exposures and enticements you've now got the full package of problems this person wants solved and probably his undivided attention It may no longer be the magic pill or technique but rather the full-on consulting package In addition you've probably built a lot of rapport and trust with this person because you let him do the talking Additionally he will now know that you know what he wants Once a prospect knows that you know he is more willing to listen to what you have to present
Step 3 -- Show Them Your Expertise
You're probably already very good at telling people how you can solve their problems So I won't dwell on this very much However try to be as specific as possible using numbers names and details These create a vivid picture and give the prospect the feeling that you're very competent / expert Ambiguities leave the prospect doubtful and concerned For example I could say "For many years I've worked with hundreds of companies helping them improve their closing percentages and increase their average dollars per sale"
Alternatively I could say "For the past 15 years I've worked with over 120 companies telemarketing consumer goods such as appliances healthcare and household services as well as those companies telemarketing business-to-business products and services such as computer products software insurance and technical services I’ve helped Fortune 500 and companies with sales under $5 million increase their closing percentages to over 70% within 2 weeks I’ve also helped these same companies increase their average dollar sales by over 50% by teaching effective up-selling skills to their telemarketers and managers" This is far more impactful meaningful and vivid to a prospect than the statement above (Numbers names and details) Also stay on target while presenting Concentrate on what was sold to you ie the problems that s/he said were of interest Don't try to force the prospect to be interested in things s/he is not interested in or that you didn't discuss and/or that you feel should be important
Step 4 -- Ask the Prospect for His or Her Feelings
Use these exact words after your presentation "How do you feel about what I just explained to you" This is the most important sales question for a salesperson It indicates position with this prospect If the prospects says s/he feels great/good go directly to closing "Let's write this up What's your name as it appears on your credit card" Closing is an aggressive step The prospect feels good Close this deal Do not be tentative such as "So should we write this up"
If the prospect gives the indication s/he doesn't feel great such as "Well I feel okay" Or "I'll get back to you" This is an objection You then must say "It seems you have some concerns What are they" The prospect has some issues and you have to pull them out of him or her When s/he tells you the objections listen and don't argue or try to address them Rather say you understand and ask the prospect what you should do or how s/he could handle or work around these issues Then you can address them This may require some additional work on your part and a call back
After you address these issues ask again "So how do you feel now" If s/he answers with a good or great close the deal If not repeat the above sequence
Again interest and credibility are the keys to cold calling and telemarketing With cold calling you have to pique interest immediately so don't waste time with who you are Lead with your benefits Once the person says "Yes it could be of interest" your job is to sell him or her in the way she or he wants to be sold To do this ask questions that will get the prospect to reveal exactly what it will take to win him or her over Don’t push what you want to say using your normal style of selling Otherwise you'll get nothing but resistance rejection and frustration Follow the steps above and you'll see how easy and rewarding it can be to cold call and telemarket
And now I invite you to learn more
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