Javelin Marketing Blog

Every manager has told you that prospecting is the life blood of your business.  We say don’t do it. Prospecting is the activity of a sales laborer and not a sales professional.  As a sales professional, your time is far too valuable for this clerical, time intensive activity.  
Understand that prospecting is the monotonous activity [...]

Most business owners think that to grow their business, it takes more money or more personnel.  But maybe another ingredient is more important, the ingredient of trust in business.
As an illustration of the importance of trust in business, consider the financial crisis.  It’s not a financial crisis or liquidity, it’s a crisis of trust.  One [...]

It’s important to understand the big picture and how to make money as a financial advisor.
Your goal is to have face to face meetings with prospects who meet two criteria:
1. The prospect has money in their control (i.e. not tied up in a 401k)
2. The prospect is interested in opportunities to do better with their money
If you [...]

Whenever you give investment recommendations, you assume an obligation to make sure that your selections are suitable for your clients. One factor that you probably consider is their tolerance for risk. How might clients react if their accounts lost 10%, 20%, or more? Would they understand that it was just a bump in the road [...]

In the last 12 months, the world has changed a lot.  Has your business changed or has your approach remained the same even when your prospects have different concerns?  This is the Achilles heel of most financial advisors—as the world changes and prospects have different concerns, advisors continue to:

Sell the same things
Say the same things
Do [...]

We have a number of free and useful items for any financial professional who seeks to attract clients and grow their business. These items are listed and updated each week at our blog Javelin Marketing Downloads.
Here is a list of items available now.  When you get to the blog, you can subscribe so that you [...]

The most underutilized marketing method by financial advisors is seminar marketing. While you may think that most financial advisors use seminar marketing, very few do. And those who do, use seminars incorrectly.
Most financial advisors “close” one new client at a time. Do you go to the bowling alley to knock down one pin at a [...]

Over the years, financial services professionals have gotten a little too hung up on the issues of fees vs. commissions.
Its not the way you charge that attracts clients.  Hopefully, they are attracted by your competence and rapport.  What is important is that you are able to help people in the way they would like to [...]

Years ago a colleague asked me how I sold more than he did.  I told him I did not sell more, I sold faster.
Most financial professionals, when seeking to increase their income look to increase the numerator of this fraction: 
Sales/Time
For example, if you generate $100,000 per year, you think about ways to increase that to $200,000 [...]

Read this post on the naming EIAs as securities under SEC rule 151a on our sister blog.
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