Sales. This word has a strange way of making people—especially financial advisors—cringe. Probably because when most of us think of sales, we immediately imagine a used car salesman—that slick-tongued guy who makes a living by overpromising and underdelivering.
But here's the thing. That's not what sales is really about. With the right tools, the art of selling transforms from sleazy to strategic. In this on-demand event, XYPN members Craig Joncas and Jeremy Walter will inspire you to embrace the "s" word.
Background and current role in finding clients
Sales pipeline development
Prepping for and holding the initial discovery call
Transitioning the conversation to talk about fees
Translating fee-for-service benefits without testimonials and the elevator pitch
Addressing hesitations or objections
Third party services for obtaining leads
Most challenging part to sales
KPIs for measuring success
Referral sources for gaining new clients
Using your website for lead generation
Resources from XYPN
Time allocation for sales activities
Working with Centers of Influence
Words of Wisdom
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