Javelin Marketing Blog

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It was before 9 am.  Aaron cold called a prospect and made a sale.  He felt pretty good about what just happened.  Thinking he needed a small reward, he headed over to Starbucks for a coffee and something to eat.  Aaron was exhibiting the same behavior that most people in sales exhibit–as soon as they [...]

Many financial  advisors believe, without ever thinking about it, that sales success is convincing the prospect to do business with you.  Accordingly, the goal is therefore to enroll people in conversations and the longer the conversation goes, the greater your chance of the close.  Naturally, you believe that if you talk to a lot of people, [...]

The financial advising business will get tougher because your prospects are getting smarter. Are you getting
smarter, too? Fifteen years ago, stockbrokers had an edge in that people had to call them for midday stock quotes. Financial professionals also had an edge, as they had product information and the prospect did not. That’s all changed. If [...]

The worst idea you can have is to think you can’t do business during the holidays, that financial services marketing is dead. The gentleman who brought me into the business as a stockbroker was a huge success. On the last trading day of December one year, his trades accounted for 4% of the New York [...]

As you already know, your clients don’t understand much about the markets or how the economy works.  Neither do most financial advisors.  You can pass the series 7 exam and have no more understanding of finance than when interest rates rise, bond values fall.   So it may be helpful if we all know what is [...]

Obtaining Professional Referrals — Beyond CPAs and Attorneys
From the day you started in this business, you probably heard that this business is built on referrals. Referrals may be the producer’s best source for new clients, but how do you get more high quality referrals than your existing clients can provide?
The best way to gain additional high quality referrals [...]

 
It amazes me that most financial advisors go through their career saying the same things as their competition, selling the same products an services and never setting themselves apart. Why would any client come to you if you are not different than your competition? If you don’t have an answer, it may be why your [...]

Most producers get referrals by asking their clients for the names of any acquaintances who may need their services. But when you get referrals this way, you call the acquaintance and:
• They don’t know who you are.
• They don’t know what you do.
• They don’t know why you’re calling.
• They don’t know how you got their [...]

“I’m dong the same seminar I’ve been doing for years and the attendance is really off,” complained the rep.  Implicit in his compliant was the expectation that if you keep doing the same things it keeps working.  Allow me to offer this definition of insanity:
“When  you keep doing the same things over and over expecting [...]