We have all heard the old saying "You can lead a horse to water, but you can't make it drink." Financial advisors who do not close the sale oftentimes find themselves working against this wisdom, trying to make prospects buy. It is not your responsibility to make prospects and clients do anything they do not want to do. It's just your responsibility to make them thirsty! How do you do this? By using specific types of questions and knowing when to use them, you can create curiosity in prospects and clients. That will lead them into wanting your services—instead of getting your services pushed on them.
The challenge is that most advisors never take the time to understand their own questions-based selling process. As a result, they are doomed to the same poor results when asking the same poor questions. So the real question is "do you understand your own process?"
Advisor Solutions is absolutely confident that once you have participated in this complimentary session you will have increased your knowledge not about "what" questions to ask but "how" to ask the right questions!
Thursday, February 28, 2013 4-5pm ET
Our interactive group coaching forums come complete with course material, exercises and discussion with your fellow financial advisor peers.
Join us and learn more about Advisor Solutions mission to help you build a better finanical advisory practice!
Daniel C. Finley Bio
Daniel C. Finley is the President and Co-Founder of Advisor Solutions—the Premier Financial Advisors Business Consulting and Coaching Service dedicated to helping Advisors Build a Better Business.
His 19 year successful brokerage career began in 1993 and includes 14 years as a successful financial advisor, as well as over 8,000 hours of individual and group coaching sessions coaching financial advisors since 2004. His financial advisory and coaching experience includes all three major channels of distribution: wire-house, bank and independent. He has personally experienced and coached successful strategies in all types of business environments so he truly understands the financial advisory industry.
Dan is frequently asked to speak at branch offices and national conferences. His individual coaching and group coaching client list include advisors from A.G. Edwards, Ameriprise Financial, Ameritas Investment Corporation, Central Financial Services LPL Financial Services, Macquarie Wealth Services, Smith Barney, Morgan Stanley, H. & R. Block Financial Advisors, Wachovia, Wells Fargo Investments, Merrill Lynch, Bank of America, Edward Jones as well as varying other financial services firms.
He has published numerous articles for Financial Planning Association (F.P.A.), National Association of Insurance & Financial Advisors (NAIFA), Association of Financial Counseling, Planning and Education (AFCPE),
Advisor Max, Annuity Selling Guide and Horsesmouth and is actively engaged in discussion boards and expert panels. Dan has also facilitated webinars and is a regular contributor of blog posts for many of those same affiliates.
He published his first book, 101 Advisor Solutions: A Financial Advisor’s Guide to Strategies that Educate, Motivate & Inspire in December 2011.
He is the creator of the Advisor Solutions S.M.A.R.T. Start Financial Advisor Coaching Program which stands for "Systematically Managing Activities Requires Training". Advisor Solutions S.M.A.R.T Start Financial Advisor Coaching Program is a dynamic experience that takes an individual along a path of business awareness, action and accountability by focusing on over 400 pages of course material covering 24 weeks of advisor group coaching.