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Issue #480
January 27, 2025 |
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“If you think you're going to win, it doesn't mean you're going to win. If you think you're going to lose, you will lose.” |
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Greetings,
Welcome to this week's Advisor Training newsletter. Our goal is to provide training, education and insights for those who adhere to our counter-cultural and sometimes counter-intuitive investment and business philosophy. |
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Main event: $50,000-Income Game-Plan.
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Brief summary of Epiphany #4: 50, 50, 50 Milestones.
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Review of last week's quiz.
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Updates, News and Announcements.
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and much more..."
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"I have this one client where I feel like we are from two different planets. He's a smart guy, but no matter how many times I try to explain how to log onto the website, it seems like he never gets it and that is just the tip of the iceberg?" |
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The next time you explain it to him, match the speed at which your client talks. Speak to him at the same pace at which he speaks to you.
When he is talking, nod at the same pace at which he is speaking.
Try to match the tone. If he speaks softly, you speak softly to him.
Try to match the length. If he speaks abruptly, cut down your word volume.
If you can't exactly match the cadence and style of speech, at least try to meet him half way.
When people speak too quickly, it is overwhelming and car salesperson-ish. When people speak too slowly, it's boring and you're perceived as not as intelligent.
It's your job to be the one to flex to them, not the other way around.
It's always about THEM NOT YOU, people! |
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#4 ― Introductions / Referrals |
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- Get 1 - 2 quality introductions / referrals from each client.
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The Surprising Secrets of America's Wealthy. One of the best books I've ever read on personal financial success. |
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#6 ― We are Light on Hype & Heavy on Training |
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“We believe a competent Advisor is a confident Advisor, and a confident Advisor is a productive Advisor.” |
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For over 3 decades we've developed a proven system (2 $200k-earners, 10 $100k-earners, 16 $50k-earners), which includes
personal one-on-one mentorship, multimedia training (videos, audios, PDFs, slides), a weekly live group webinar, an 35-year online Wiki, a Telegram group with daily trainings, an active group chat with other Advisors, and many other resources.
What We DON'T Do
- No meetings on the weekends.
- No mandatory live webinars. Optional Monday 1-hour webinar which is recorded.
- No daily check-in calls, webinars etc.
- No rah-rah or pump-up events.
IP Help & Support
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The Home Office team has over 200+ years of combined investment and insurance industry experience.
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Personal account managers to shepherd all cases and issues. Expert transition team that does all paperwork and coordinates ACATs and transfers of all assets to firm platform.
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You will get assistance directly from in-house CFAs, attorneys, actuaries and other professionals who have been CEOs of broker-dealers and other business lines. Out team (AFG) has already tested this with some very large cases.
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They allow an IAR/RIAs to be independent but not alone. Despite their size they know our names (really true). We are not a number to them. They
actually listen.
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IP has access to banks and Family Offices for high-net individuals (we've already used this).
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Which of these is
ONE of the two things that you do for your clients? (part 2) |
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Coach clients to work their plan.
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Analyze the economy and markets.
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Timing the market, calling tops/bottoms.
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Identifying top-performing investments.
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Michael Paulding Thomas
Securities Principal & Advisor Development
Over three decades of training part-time and full-time financial advisors. Developed 2 $200k-earners, 10 $100k-earners, 15 part-time $50k-earners and built a $1.6M revenue sales force.
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