Javelin Marketing Blog

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 [...]

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 [...]

Good luck. The new financial advisor will need to be MUCH smarter than the advisor from 10 or 20 years ago and will need to be a MUCH better marketer.
The financial advising business will get tougher. Why?Because your prospects are getting smarter. Are you getting smarter, too? Fifteen years ago, stockbrokers had an edge in [...]

The title of this article is bad. It emphasizes what you want, but if you want to win specific new clients and win at business development, the focus needs to be on them. While this sounds simple enough, most professionals conduct their marketing without an understanding of their potential clients. We assume we know what [...]

Why Your Prospects and Clients Resist Estate Panning
Insurance professionals are often unsuccessful in having their clients take action on estate planning. For insurance professionals, estate planning is about the narrow issue of selling a life policy to pay estate taxes. For the prospect, estate planning is about the broader issue of protecting their assets. So [...]

You have a slow month and you feel bad. Your manager indicates that if you did this or that, you would have done better. These reactions are misplaced because they assume that you can control your sales results. You cannot. You can only control your sales activities.
You cannot make a client buy, [...]

There’s a ridiculous notion in the advisor community that keeping your clients happy is the way to get referrals. While happy clients are a necessary condition to get referrals, it is not a sufficient condition. Sure, your clients must be satisfied with your advice and service, but that’s not enough to have them send you [...]

If you’re honest with yourself, you know that of everyone you present to, less than 50% buy. The poor close ratio is due top your sales presentation not “clicking” with the prospect. You are committed to making your clients’ futures better, but if you present that benefit, you will lose sales.
Americans do not relate well [...]

Eighty years ago Henry Ford uncovered the efficiency of product standardization and the assembly line. The product was so standardized it gave rise to the joke that a customer could have a car in any color—so long as it was black. Even though this winning formula for efficiency and profitability is decades old, most financial [...]