Bob Cobb

Catalyst-Using the Market Meltdown and your Clients' Mindset as the Launching Pad for your next Production Quantum Leap

During difficult markets many advisors adopt a defense mindset, suggesting clients to hold on, remember that they have invested for the long term and seek to keep portfolios intact. Clients often become paralyzed and find themselves seeking answers. In this module we discuss 6 powerful strategies an advisor must master to powerfully and positively separate themselves from the competition and position themselves as an investment visionary in the only place that is really matters…the minds of your clients, prospects and bank partners. Integrate these strategies into your practice and you might just find yourself hoping this market isn't over too soon.

In times of market uncertainty a powerful thing happens in the mind of your cllents…confusion uncertainty and desire to search for answers.

In this module, we will cover: • Minimal Baseline Expectations-When your bankers are sitting in front of your ideal client, how do they position investments in the mind of the prospect? Here we teach techniques to elicit and access their current strategy, and give advisors the tools necessary to expand their internal brand.

• Eliciting the bankers' map of the world- What is your banker's current view of referrals to investments? Often the issues that prevent them from referring more frequently are easy to answer, but if you can't get them to talk about it, you can't answer the objection. Too many bankers pay lip service to the concept of cross-selling and referrals but never follow through--here is how to engage them.

• Overcoming Objections- If you ask your bank partners if they cross-sell, they will probably say, "I try to cross-sell every customer". In this section we demonstrate why their strategy is fatally flawed and what to do about it

• Selling the Vision- Once you understand their issues we show you how to re-frame the whole process in a way that will have them wanting to refer and in fact, feeling they are doing a disservice to the client if they do not.

• Laying out a Strategy- We will teach you a specific questioning strategy that utilizes "hyper-open ended questions" that when combined with humbling disclaimers will have them engaging significantly more prospects.

• Developing the Habit- Whatever your bank partners are doing today, they can do in their sleep--which unfortunately is how many people prefer to go through the day. Once they buy into the vision, follow these steps to install the new habit.

• Shape the Behavior- Now that they have a new strategy and habit you are in a position to move them well beyond "the next level" to the highest level you desire to achieve