The Advisor in the Future

Jul 23, 2019

The Advisor in the Future

I am not in sales. I am a trusted steward of wealth. The cornerstone of my value is my client centered purpose. My principles and values guide the decisions I make every day. My beliefs and opinions have been published in the form of fundamental truths and genuine concerns. I am not a product of this industry. My documented experiences create meaningful touch points for my clients and prospects. I am the only one who can define my expertise… and I do. I cannot promise returns but I realize I must promise my behavior. I am grateful. I am honest. I am empathetic. I cannot be all things to all people so I have rules in place to qualify trusted partners for collaborative relationships. I have a defined philosophy behind the processes of my business. I amplify my value through multiple mediums on the World Wide Web. I am omnipresent. I have defined topics that categorically lead to my authentic relevant value. I am known for the quality of my curiosity. I am an icon on my clients’ smart phones. I never discount my services. I justify my fees with tangible value. I have designed a filter that shields me from digital noise and attracts ideal clients. I have competent conversations fueled by the courage of my conviction. I collaborate only with ideal trusted partners. I realize the importance of setting and maintaining client expectations. My value is always on 24/7 even when I am not available. I publish content that sparks meaningful engagement. I have an intimate knowledge of exactly how my clients feel about my value. I am in complete control of the perception of my value. I am never complacent about my value. My quest for relevance is a never ending journey. My advisor alpha is tangible and perpetual. I have built a unique business to survive and thrive in a robo world.
I am the advisor in the future.

Measuring Your Success

Jul 22, 2019

Measuring Your Success

 

 

 

 

 

 

 

 

Your personal growth and value development will be documented by you in your own personal private notebook.
Your journey through the progression of infinite advisor alpha has been designed so that you can see tangible evidence in very specific areas of critical value development.
These 12 critical components are the chapters in your advisor story and the filter that leads to the amplification of your value in the three foundational pillars of your advisor alpha.
 
You will be able to to amplify your character your competency and your genuine concern (the three pillars of value) tangibly… throughout the chapters of your notebook for the rest of your career.
 
This is what we mean when we say “the journey has become the destination.”
 
This journey is unique to you and no one else can do the work for you… you must take complete responsibility for your path of success and this is your opportunity to not only survive but thrive in the new Robo-World of financial services.
 
Your success will be measured by you… and you alone. We will simply be giving you the tools to measure what matters the most.

Will Sales Pros Survive?

Jul 19, 2019

Will Sales Pros Survive?

Maybe...
You are not going to survive in the digital age of financial services by selling products.
But you can thrive in the digital age by providing solutions to the people who need them the most.
Traditional sales concepts will tell you that sales has always been about providing solutions… you’re selling the hole, not the drill bit… sell the sizzle, not the steak… it’s a work of art to get them to say yes, isn’t it?
All that sales bullshit is over… In the digital age of transparency, the consumer is in complete control of the purchasing/sales/solutions process.
Your ability to close is no longer a viable skill set in the modern workforce.
But you can position yourself as a trusted steward of wealth, the only issue is this… do you care enough about your clients to do it?
If you do care about your clients and you do want to get paid for your unique solutions and you do trust the wisdom you can provide is worthy… yeah, you can really thrive in the digital age.
Curated Content

This is content posted by someone else… I get to share it with you… here, on my website… because the internet is awesome.

 

by Phil Stubbs | @philstubbs14

‘I love your closing techniques’? or ‘your novelty socks are so amazing’? perhaps it’s: ‘I wish I could sit through more of your huge PowerPoint presentations, I just love the way you cram so much onto each slide’? No?

One of mine was ‘Oh sorry, I always thought you worked here’. It happened to me a number of times when I was ‘social selling’ in the late 90’s. On one occasion it was during an internal, onsite, party at Panmure Gordon, a British corporate and institutional stockbroker and investment bank. The same party where I had been dancing on a chair in full view of a group of board directors.

I remember an old sales manager telling me that a ‘great’ salesman would have a desk at the office of his top clients. Well, I didn’t need a desk, although that may have been safer than dancing on a chair! At the time, I was selling voice and data to financial institutions in the City of London and whilst Panmure had been a client I changed company but it had zero impact on my relationship. It was business as usual, I was just getting orders signed under a different company name.

I was pushing 90’s style ‘social selling’ to the max – birthday drinks, leaving do’s, departmental celebrations, lunches, even Christmas parties – I was invited to them all!

The same was happening at another big client of mine, ABN AMRO Bank, who at the time were one of a handful of triple ‘A’ rated banks. When I switched jobs, I gave my new employers a presentation on how I was going to win the ABN account for them. I then went and did what I said I would and at the next sales conference I presented how we won it. It made me look a star but I knew the truth – I actually ‘bigged up’ what I had done to seal the deal. In reality it was easy, I told ABN I was changing employer and they worked with me to shift services.

Through that style of ‘social selling’ I had gained the trust of so many people – and they bought from me, Phil Stubbs. Even if we screwed up, one time I recall a Friday night stood outside a pub in Holborn as I rang directors of the company I worked for and got them to fix an issue, it was never a deal breaker. ABN had a big move that weekend and none of the voice circuits had been pre-provisioned – we solved it and no drama.

I was giving advice on data networks, when to be honest, my knowledge was limited – but I built a strong virtual account team around me that I had faith in and I encouraged them to develop their own relationships within ABN.

I was trusted and liked, not just as a person but also for my knowledge, openness and dependability. That speaks so much louder than what’s on a business card.

Looking back and comparing to what I do now – the similarities are easy to see. All that work I did at being ‘social’ can now be done online. I connect with people, I get introduced to people as my network grows. I share content, thoughts and views and I get asked for my opinion. Just like the 90’s without the late nights!

Using social media to sell is a must for us today. The buyer – seller relationship has evolved with the buyer now having the power. Social gives you the chance to get into your customer and prospects ‘inner circle’.

If you aren’t immersing yourself into the ‘social world’ of your clients and prospects then you don’t have the bond and level of relationship needed to win.

 

Original Article can be found here.