Javelin Marketing Blog

The advisor explained, “I don’t get it. I used to get 60 people to my seminar and I am doing the exact same thing and now I’m lucky to get 15 people. I guess seminars don’t work anymore.”
This type of lunacy is common. The old definition of lunacy is “doing the same thing and expecting [...]

In selling yourself and your financial services, it’s critical to realize that we live in a culture where prejudging is epidemic. Investors love to form opinions with almost none of the facts. Just listen to any economic prognosticator on television or your clients’ opinions about the stock market to see what I mean.
This [...]

Do you feel rejected when people don’t want what you are offering? Actually, when people do not want what you offer, they usually say “no” and you experience rejection. The sales process would be a lot more enjoyable and profitable if you never had to hear the word “no.” It is possible to avoid hearing [...]

Use the resources and ideas below and in a year’s time you can easily have a thousand
email addresses of investors in your area. Then, just use a dripping system like this financial advisor newsletter to email them each month and turn them into clients. You can stay in front of prospects for peanuts and have a [...]

I interviewed a sales candidate yesterday and he told me the two most important things about sales are listening and fulfilling your prospect’s needs. Most people in sales would agree that these are important aspects about sales and this conclusion is unfortunately wrong.
First, people never, ever buy what they need. Needs are not [...]

Everyone tells you to get client referrals, that it’s the easiest way to build your business. But how many financial advisors do you know who get an abundance of referrals? Not too many. And how many producers work hard at it, but end up with little results? They join the board of a non-profit, they [...]

Every financial advisor has had the experience of losing a sale. You’re left scratching your head knowing that your proposal was right on, and the prospect should now be a client. What went wrong? Although there can be many reasons that the sale did not close, in today’s post, I will talk about one element [...]

Many financial advisors would like more and better clients. But their effort to obtain new clients is often wasted and misplaced. Here are three concepts that can help you attract more and better clients:
Make yourself scarce. We live in a culture where people want what they cannot have. In order for people to want you, [...]

Do you ever get off the phone or leave an appointment thinking, “that prospect seemed really interested. He could become a really good client.” You feel good about the outlook with this client. Every time you do this, you train yourself for sales failure.
In fact, you have ended the visit or phone [...]

do not deal with Emailappenders–this company will not give you accurate lists and will then keep your money. read more | digg story
Annuity Leads for Financial Advisor Marketing
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