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Key Sales Concept: The Three Phases of Profiling

If you’ve read my guide on The Good Way to Sell, you know that the sales process used by the top financial advisors goes as follows: Establish communication and rapport. Present credentials. Profiling. Prepare a SIMPLE proposal. Educate the prospect in the concepts necessary to decide on the changes they need to make. Present recommendations. Answer. . . Read More


How the Top Financial Advisors Invest in Themselves

Remember the old E.F. Hutton ad?  “When E.F. Hutton talks, people listen.” Well, on this special webinar, we have an incredible guest: Chad Henry.  Chad is one of the most impressive FAs I’ve ever met.  When he talks, other advisors listen.   Chad is one of the fastest-growing FAs in the business, and has been for. . . Read More


The Top 12 Best Practices of the Top Financial Advisors

You know it, I know it: Being a financial advisor is a tough job.  Over the course of my 40-year career, I’ve seen thousands try to make it, toughing out intense competition, market downturns, and massive industry changes…all to no avail. But I’ve also known many who did make it.  Advisors who not only survived,. . . Read More


Threat Assessment: Act Now to Convert These Five Threats into Opportunities

  Threat Assessment: Act Now to Convert These Five Threats into Opportunities   Author’s Note:  As usual, I have a lot to say and not enough space to say it. That’s why I invite you to visit www.billgoodmarketing.com/5threats. There I have posted webinars and strategies to help you deal with these threats to the viability. . . Read More


If you hold seminars, there’s one type of invitation you should avoid at all costs

Poking through my email this morning, I saw a seminar invitation a client had sent us. It’s pulling about .25%. It took about 15 seconds to see what’s wrong with it. It’s a POSTCARD. Gasp. I have seen a long, tearful chain of failed postcard invitations. The last one was sent by a client who. . . Read More


How to Create a Billion-Dollar Team

How to Create a Billion-Dollar Team An FA with $1.5B in AUM reveals how your team can replicate his team’s success   The man to your left is Ed Blumenthal, a Philadelphia-based advisor with over $1.5 billion in AUM.  Along with his partner, Mark Eskin, Ed runs one of the largest and most efficient practices. . . Read More


Fantastic Prospects and Where to Find Them

Have you ever felt like tearing your hair out, because you just don’t know where to look for new prospects?  If so, the solution to finding fantastic prospects is surprisingly simple: To figure out what your best prospects look like and where to find them, first take a look at your best clients. Add this. . . Read More


A Simple Way to Stand Out from other Financial Advisors

The importance of dripping For decades, I have coached financial advisors to send a letter to their clients and prospects every month on a topic of interest to them.  This is called “dripping,” and it’s key to: Client retention Business now New assets New clients There are many reasons why dripping is effective at all. . . Read More


One Common Marketing Mistake Financial Advisors Make and How to Fix It

Here’s the common marketing mistake: emphasizing features instead of benefits.  How common is it?  Fact is, most financial advisors are making it right now.  On their website, in their sales pitch, you name it. Why is this so important?  Well, think of it this way.  When you buy a new car, you don’t make your decision based. . . Read More


Stop Ignoring 50% of Your Best Prospects

Imagine this all-too-common scenario involving some of your best prospects: Let’s say you host a seminar.  At the event, you meet a nice couple named Mr. and Mrs. Oldebucks.  After your presentation, you spend a few minutes talking with them and answering their questions.  When you get back to the office, you look at the. . . Read More