You truly are a wondrous person with much to offer. You’re a champion, after all. Now all you have to do is let your potential clients discover that for themselves. And how do people learn? They’re taught, that’s how. Part of your task as a professional salesperson is to act as an instructor and a lot of this instructing takes place in the presentation phase of selling.

The presentation phase for financial services addresses four basic, yet critical subjects. These are:

• Who we are
• What we’ve done
• What we’ll do for you
• The amount of investment required to accomplish your financial goals (more…)

Advantage #1 – Nearly everyone is a potential client. Unless you plan to specialize, such as working only with the affluent who have $10 million or more in net worth or some other niche, your pool of potential clients expands to nearly every adult on the planet. Think about it. Who doesn’t need knowledge and sound advice on keeping and growing their money? It doesn’t matter if their discretionary funds are only $50 or as much as $50,000 a month, everyone has a need for what you offer. Millions of people are seeking to earn, save, invest, and increase their fortunes. They need life insurance, debt consolidation services, long term care, annuities, 401K plans, full blown investment programs and other financial services. Most will have a continuing need for those services and so will their families as the children grow and are told “just call Bob/Sally. They’ve taken good care of us for a long time. They’ll treat you right.” Your legacy will grow with continual referrals from satisfied clients. (more…)