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Thank the Advisor for a referral
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It is important to thank an advisor for every referral they give you.
You should always send them a handwritten thank you note. If they are a good referral source or one of their referrals develops into a top client, it would warrant some of your budget money for an appreciation gift.
Referrals are your lifeblood. Treat them that way.
You should always send them a handwritten thank you note. If they are a good referral source or one of their referrals develops into a top client, it would warrant some of your budget money for an appreciation gift.
Referrals are your lifeblood. Treat them that way.
Respect your customer's schedule
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Nothing turns off clients and prospects like being late.
It is imperative to be prompt. If customers cannot trust you to be on time then will they trust you to deliver solutions? May I suggest taking promptness to a new level? If you schedule a meeting at noon, then arrive at 11:55am. Promptness translates to trustworthiness.
Being “fashionably late” is not an attractive quality in this business.
It is imperative to be prompt. If customers cannot trust you to be on time then will they trust you to deliver solutions? May I suggest taking promptness to a new level? If you schedule a meeting at noon, then arrive at 11:55am. Promptness translates to trustworthiness.
Being “fashionably late” is not an attractive quality in this business.
Be entrepreneurial
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The best wholesalers are entrepreneurs.
They respect that they are given a territory, product, marketing and support. They understand that the rest is up to them. They have the mindset that how much they sell and make is up to them. Take ownership in your territory and run it likes is your own business.
If you take ownership in your business you will go that extra mile to succeed.
They respect that they are given a territory, product, marketing and support. They understand that the rest is up to them. They have the mindset that how much they sell and make is up to them. Take ownership in your territory and run it likes is your own business.
If you take ownership in your business you will go that extra mile to succeed.
Update the advisor on their referral
<:od><:od>Be sure to report back to the advisor on the progress you are making with their referral.
They will feel involved and could feel comfortable enough to continue to refer people to you. Advisors hate to give referral only to find out that the wholesaler never followed up on that lead.
Following through is a trait advisors are looking for in a wholesaler.
They will feel involved and could feel comfortable enough to continue to refer people to you. Advisors hate to give referral only to find out that the wholesaler never followed up on that lead.
Following through is a trait advisors are looking for in a wholesaler.
Be Yourself
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It is so important to be genuine.
The client and prospect will see through a counterfeit. It is important to portray the true you to the customers. Remember, people do business with people they know and trust.
Let the customer get to know you.
The client and prospect will see through a counterfeit. It is important to portray the true you to the customers. Remember, people do business with people they know and trust.
Let the customer get to know you.
How do you handle "No?"
We work in an industry where we are trying to close clients. The final objective is to get a "YES" from them. Unfortunately, we occasionally run into a "NO."
The question is how do you respond to the "NO?"
Typically, people walk away from a "NO" never to be seen again. It is obvious that the customer doesn't know what they are doing. They clearly are narrow minded or have a bad decision making process. They don't have a quality due diligence practice. They obviously aren't going to be successful as long as they continue to make the decisions the way they do. There is no reason for me to visit them again.
Maybe there is a better way to deal with that "NO."
Try the gracious approach. Write the client a "thank you" note. Thank them for investing the time to research your idea. Perhaps you want to complement them on making a good decision for what they are looking for now. That does not mean you believe their research criteria is right, but that process does not favor your product today. You might even want to review what you have learned from the process and explain what you may change in the future. You want to make it clear that you are in it for the long haul, not just this sell.
There are clearly two different ways to handle "NO."
Which technique is going to get you invited in the next time the need to make a decision? Which technique will put you in line for their business if the first choice does not work out? Which technique will put you in a better light with the customer?
I think the answer is obvious.
The question is how do you respond to the "NO?"
Typically, people walk away from a "NO" never to be seen again. It is obvious that the customer doesn't know what they are doing. They clearly are narrow minded or have a bad decision making process. They don't have a quality due diligence practice. They obviously aren't going to be successful as long as they continue to make the decisions the way they do. There is no reason for me to visit them again.
Maybe there is a better way to deal with that "NO."
Try the gracious approach. Write the client a "thank you" note. Thank them for investing the time to research your idea. Perhaps you want to complement them on making a good decision for what they are looking for now. That does not mean you believe their research criteria is right, but that process does not favor your product today. You might even want to review what you have learned from the process and explain what you may change in the future. You want to make it clear that you are in it for the long haul, not just this sell.
There are clearly two different ways to handle "NO."
Which technique is going to get you invited in the next time the need to make a decision? Which technique will put you in line for their business if the first choice does not work out? Which technique will put you in a better light with the customer?
I think the answer is obvious.
Build a marketing library
Over the years you will come upon many marketing pieces and ideas that have worked for you. You will also run into other firms marketing pieces that work.
Gather any and all good pieces and start a marketing library.
You will be amazed how you will use those pieces or develop similar pieces down the road. I still find myself retreading ideas from yesteryear that are very timely today.
Sometime it makes sense not to reinvent the wheel.
Gather any and all good pieces and start a marketing library.
You will be amazed how you will use those pieces or develop similar pieces down the road. I still find myself retreading ideas from yesteryear that are very timely today.
Sometime it makes sense not to reinvent the wheel.
Different types of meetings
When you are sitting down with your clients you should view it as a "real time marketing meeting" with real people. This is an opportunity to position how people feel about you, your firm and your product. There are three types of "real time marketing meetings" that you will have. It is important to know the types of meetings and to stay the proper course.
1. Information.
This is where you will be downloading as much quality information/date as necessary to get a point across to the client. You may dress it up as a conversation, but understand the primary objecting is to inform.
2. Gathering.
This is meeting where your are trying to gather as much information as possible from the client to build a quality action plan. You are soliciting direction and ideas from the client. This meeting is about them, not you.
3. Permission.
This is where you are trying to "close" the client on and idea or action plan. Your main objective it to get a "YES" answer to your proposal. While you are trying to get a "YES" answer the client also has the power to say "NO." You will need their permission to move on.
It is important not to confuse the different types of meetings. Know what you are trying to accomplish and stay on task. If you jump around within a meeting the client will get confused and the meeting will get messy. It is also important that the client stays on course. If at any time you feel the client is drifting into a different type of meeting...Stop. Review what you have accomplished so far in the meeting and move the meeting back in the right direction.
In your "real time marketing meeting" you are either informing, gathering knowledge or soliciting permission from a client. You need to set your course and stay on task. Clients like meetings with direction and will respect your ability to run a focused conversation. In the world of wholesaling we are always marketing ourself, our firm and our products. View our client meetings as "real time marketing meetings." How are you marketing yourself?
1. Information.
This is where you will be downloading as much quality information/date as necessary to get a point across to the client. You may dress it up as a conversation, but understand the primary objecting is to inform.
2. Gathering.
This is meeting where your are trying to gather as much information as possible from the client to build a quality action plan. You are soliciting direction and ideas from the client. This meeting is about them, not you.
3. Permission.
This is where you are trying to "close" the client on and idea or action plan. Your main objective it to get a "YES" answer to your proposal. While you are trying to get a "YES" answer the client also has the power to say "NO." You will need their permission to move on.
It is important not to confuse the different types of meetings. Know what you are trying to accomplish and stay on task. If you jump around within a meeting the client will get confused and the meeting will get messy. It is also important that the client stays on course. If at any time you feel the client is drifting into a different type of meeting...Stop. Review what you have accomplished so far in the meeting and move the meeting back in the right direction.
In your "real time marketing meeting" you are either informing, gathering knowledge or soliciting permission from a client. You need to set your course and stay on task. Clients like meetings with direction and will respect your ability to run a focused conversation. In the world of wholesaling we are always marketing ourself, our firm and our products. View our client meetings as "real time marketing meetings." How are you marketing yourself?
Be a "Story Seller"
Bring your presentations to life.
Stimulate your presentations with enthusiastic stories. When explaining a major point in your presentation, give them a real life experience. By bringing that major point to life it will be more memorable and real for the client to remember.
Bring life to your presentations. Put a little sizzle on that steak.
Stimulate your presentations with enthusiastic stories. When explaining a major point in your presentation, give them a real life experience. By bringing that major point to life it will be more memorable and real for the client to remember.
Bring life to your presentations. Put a little sizzle on that steak.
Under promise, and over deliver
Clients love a bonus.
Improve the quality of your client's experience with this mantra: I'm going to promise my customers less, but deliver more. Don't be the one (of many) that over promise, and under deliver. Think how you feel when you get more than you expected versus how you feel when you don't great everything that you paid for.
Be the person handing out the bonuses.
Improve the quality of your client's experience with this mantra: I'm going to promise my customers less, but deliver more. Don't be the one (of many) that over promise, and under deliver. Think how you feel when you get more than you expected versus how you feel when you don't great everything that you paid for.
Be the person handing out the bonuses.