Advances Sales Secrets for Financial Advisors. Latest Million Dollar Mirror Sales Training Will Transform Your Practice and Your Client Relationships. No Sales Pitch Just Pure Content!

1. SECRETS TO
SUCCESSFUL $ALES
It’s a whole new world, are you ready?
We will start promptly 11 AM CST

2. All About the Connection
Todd Strobel
• Student of Human Behavior
• Better to make Dollars Than Sense
• People Always do Best They Can

3. When you listen for the pain, hurt and fear
in people, it is always there.
And when people sense you doing that
with no other motive than to alleviate all of
those,
they will lower their walls and reveal them
to you.
- Dr. Edwin Shneidman (1918 – 2009)
American Psychologist, Suicidologist and
mentor

4. Two Emotional States
• LOVE • FEAR

5. Clients
• Always Do Best They Can
• Often Unaware of Emotional State
• Environment Stacked Against Them
• If They are Afraid?
• Fight
• Flight

6. Traditional Financial Sales
1. Assumes Client is in Love State
• Peaceful, Open, Ignorant of Dangers
2. Advisor
• Introduces Fear , Doubt, Uncertainty
3. Client
• Gets Uncomfortable, Fear, Wants Out
4. Advisor
• Offers Out, Protection, Escape
5. Client
• Back to Happy Land, Grateful. Delegates Responsibility
• Fear is Now Advisors Responsibility
• Seeds of Dissatisfaction Planted

7. Why it Won’t Work Today
• Client Lives in Fear
• Advisors Seen as Dealers of Fear
• Advisors try to Make the Bad Worse
• Client Cannot Hear Through the Pain
• Most Clients Decide They Deserve It
• No Way to Reach Them

8. Client in Fear
• Fight
• Questions credibility of you, program recommendations.
• Refuses to Provide information
• Can be Abusive to Your Staff
• Flight
• Misses Appointments
• Puts off Decisions
• Constantly Asking for More Information
• Logic is Useless
• Assume They are Unaware

9. Persuasion Cycle
1. Resisting to Listening
2. Listening to Considering
3. Considering to Willing
4. Willing to Doing
5. Doing to Glad They Did
From: Just Listen: Mark Goulsten

10. Mirror Neurons
• Allow Us to See Ourselves
• Movies, Books, Stories-Ever felt pain with a character?
• In Other People-Dislike behavior in others we see in us?
• Current Events are Mirrors to Past
• Advisor Reminder of Ex-Spouse After Bitter Divorce
• Advisor Reminder of Passed Away Child
• Degree Varies in Each of Us
• Subconscious and Irrational
• Use Justification and Attempt to Present Rational Arguments
• Addressing These Objections is Pointless

11. Desire to Feel Felt
• Don’t Waste Time on Logic
• Peel Down to Emotion
1. I am feeling/sensing you are........Is that correct?
1. If not how are you feeling?
2. How …..are you?
3. And the reason you are …..is?
4. What needs to happen to help you feel better?
5. How can help you to feel better?
• Be Careful Not to Argue or Push/Hurry
• Empathy vs. Sympathy
• I want to stop stepping on your toes and start walking in
your shoes

12. Advisor Practice Tips
• Do Not Use Scripts
• Pretending to be creates mirror reaction in client
• Do Use Stories
• Clients see themselves in the story
• Great emotional connector
• Always Find the Emotion Behind the Logic
• Frequently Check in and Verify Participation
• Do Not be Afraid of Silence
• Ask questions and wait?

13. Partners for Prosperity Gifts Today
• Free Membership in Monthly Secrets of Success Advisor
Newsletter
• Free 1 Hour Personal Coaching Session to Find a
Minimum of 3 Strategies You Can Use:
• Increase Appointments
• Increase Closings
• Grow Revenue