People try so hard to sell. But what I think financial advisors need to worry about is listening and educating.
Think about how powerful the relationships you have with clients that are built around you listening or really educating them. Can you recall any specific examples?
When Oscar Wilde said, “Be yourself; everyone else is already taken,” he could have been standing in front of a room full of advisors giving them business advice. So often, I speak with advisors, and they think they need to be selling this, or saying that. In actuality, I think you just need to be yourself.
Then you need to really listen to their client. Spend time getting to know who the client really is and what he/she wants to accomplish. It might take more time, but in the long run, it will be worth it. Then educate your client about how to reach her goals.
We offer many online classes on how the sales training for financial advisors is not selling so much as being yourself, listening to clients and showing accountants what value you are actually providing to clients.
Just be you.