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Issue: #521 | October 27, 2025 |
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“Your name is your brand; your face is your logo; your personality is your business card; and the way you make others feel is your trademark.” |
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Greetings,
Welcome to this week's Advisor Training newsletter. Our goal is to provide training, education and insights for solo/independent Advisors who adhere to our client-first, counter-cultural, and sometimes counter-intuitive investment and business philosophy.
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Main event: Best Closing Sequence. For more details visit AFW P.7.
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Fees Included in A-Share ROR. Visit AFW S.7
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3 New Questions.
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17 Tips that Guarantee Success #16: Have Superb Client Follow-Up
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"Now and again I will be referred to a new prospect through a current client's email. I reply back like "Great to connect with you, Joe, I am happy to find time for us to discuss your goals and see where I can help!" Then follow by: "Please click to the link to view my full calendar, and select a time which works best for you" (with the link to my calendar right below). Andddddd..... crickets..." |
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- After you hear crickets, wait two weeks.
- Send a second email and say to the prospect:
"Sorry to bug you; I was just following up to see if you wanted to meet sometime, or if this is no longer a priority."
Make sure the referral source is CC'd.
- Wait two weeks.
- If you get crickets again, email the referral source and say this:
"Thanks so much for referring me to Joe. Based upon what you know about them, how would you rate Joe's level of motivation, on a scale of 1 to 10 (10 highest?)"
- The referral source will get the hint. They will probably follow up with the client directly, or provide an explanation to you about what the possible delay is.
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#9 ― Master American Funds |
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How to Master the Art of Selling Financial Services
by Tom Hopkins
This is based upon the original book that made Tom Hopkins famous, but with a focus on financial services. I believe this is the best overall book on professional sales. |
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#8 ― We’re Building an Advisor-First Culture |
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“In dealing with your career and its inevitable changes, you must think in the following way: You are not tied to a particular position; your loyalty is not to a career or a company. You do not hold on to past ways of doing things, because that will ensure you will fall behind and suffer for it. You are flexible and always looking to adapt.”
―from Robert Greene's Daily Law's, Jan 6 |
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Our Group (AdvisorFirst) had been developing High-Performance Advisors in this industry for over three decades (at four different broker/dealers).
What makes our current BD (Innovation Partners) special is that they have given us the freedom to structure our business as we see fit.
All of our previous B/Ds were run by management that had never actually hired, trained and developed reps in the field. No matter their intention or intelligence they just didn't “get it” - they couldn't help but view the sales force through the lens of “corporate”, “revenue”, “profits” and “control”.
We, being field reps, are building our platform with an Advisor-
First perspective, and one that has simplicity, transparency, fairness, common-sense and reason as it’s foundations. Our systems and culture are built
by Advisors and
for Advisors (and doing what's right for clients, of course).
If you had the chance to make improvements to your current B/D, what would they be? Chances are, that’s what we did. |
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Generally speaking, in what order should clients withdraw from their retirement accounts? |
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- Traditional IRA / 401k, Variable Annuity, Non-Qualified Accounts, Roth IRA
- Roth IRA, Traditional IRA/401k, Variable Annuity, Non-Qualified Accounts
- Variable Annuity, Roth IRA, Traditioanl IRA / 401k, Non-Qualified Accounts
- Non-Qualified Accounts, Roth IRA, Traditional IRA / 401k, Variable Annuity
- It doesn't matter.
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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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