Javelin Marketing Blog

The tremendous benefit that accrues from status as a financial advisor is that you have no agenda, no product to sell, and no objective other than do what’s right for the prospect and the prospect can sense that. Because prospects do sense the difference between a financial sales person and financial advisor (no matter what [...]

Survival of Asset Gatherers Threatened
Here’s my conversation with a typical asset gatherer, a type of financial advisor heading toward extinction:
Me: what do you do?
Advisor: I’m an asset gatherer
Me: so you gather assets from clients and then place them with other professionals for micro management?
Advisor: correct
Me: so what value do you add?
Advisor: I select the right [...]

You’ve documented your goals and your activities are aligned with your goals. You’re reaching your weekly call and appointment goals. But still your income is not as large as you desire. So what’s missing?
I have observed thousands of financial advisers and notice that many overlook this critical variable—the failure to isolate ONLY ONE objective for [...]

People invest emotionally. For this reason, the way we structure our recommendations, the form, is often more important than the substance.
Have you ever noticed how many people treat their IRA money more conservatively than their regular money? Except for the tax difference, all dollars are green whether IRA or not and there is no reason [...]

The most widespread yet ignored problem shared by most financial advisors is the lack of focus. Interestingly, most advisors fail to see that this problem is at the root of all of their other problems.
For example, most advisors will tell you there are not enough hours in the day. They believe this time shortage is [...]

We’ve all heard of “mob” lynchings and “mob” psychology. These terms describe the behavior of crowds because crowd behavior is distinctly different than the additive behavior of the individuals. You can use this difference to get clients. Specifically, the fact that people are followers and a few leaders can influence them, allows you to build [...]

Sales professionals perform only professional activities and no clerical or administrative activities. In the financial advising business, there are three professional activities:
a) Communicate with prospects about having them become clients;
i) You should not be doing the work of prospecting.You are to get involved with
a prospect only when a prospect has indicated interest and the financial
resources [...]

Few people in the financial services industry ever become seven-digit earners but there are thousands that attain this sales success, which means it is possible for all. In fact, the financial services industry offers more opportunity for large earnings than possibly any other industry. So why do so few get there?
It’s the same reason that [...]

Perhaps you’ve been in the business for a few years and you’re doing okay, but you can’t seem to find that magical formula that will make you a million-dollar producer? If you only had more clients, that would do it, right? However, time is a precious commodity; there is a limit to how many clients [...]

As self-reliant Americans, it’s almost un-American to admit we do better with help from another. But we bear the dismal results of this resistance with under-performance—less income than we should have, less enjoyment from our work, less time with our families. Those that get help enjoy greater results in all areas.
Every successful financial advisor I [...]