In my years coaching financial advisors, I’ve found most training programs recycle the same conventional tactics. While these basics are important, real transformation requires going beyond the traditional playbook.
Through intensive testing and innovation, I’ve developed breakthrough coaching methods that get dramatically better results in less time. For advisors in Trenton, NJ looking to rapidly expand their practices, my cutting-edge sales training delivers.
Here are three examples of the unconventional yet highly effective strategies I teach:
The 80/20 Referral System
Research shows 80% of advisors’ new business comes from referrals. Yet most advisors spend less than 20% of their time focused here. I coach advisors to flip this around.
My 80/20 system maximizes referrals through targeting centers of influence, strategic networking, and processes to consistently ask for and track referrals. Results show this approach can triple an advisor’s referral business in months.
The Client Avatar Formula
Most advisors view prospects as broad categories like “retirees” or “young families.” This shotgun approach misses the mark.
My Client Avatar Formula helps advisors create a detailed, vivid “picture” of their ideal client. We identify demographics, behaviors, values, challenges and goals of the best-fit client.
With this crystal clear vision, advisors can craft tailored messaging and target marketing to attract these high-potential clients efficiently.
The SPIN Questioning Framework
Asking smart questions is the key to consultative sales. Most advisors rely on canned scripts that sound robotic.
Drawing from the latest research in psychology, I coach the SPIN approach: Strategic questions that uncover needs, Problems that highlight struggles, Implications that reveal consequences, and Need-payoff queries that show the path ahead.
This organic style of questioning unlocks insights and forges connections on a deeper level. Clients feel truly understood, leading to higher sales conversion.
Beyond these street-tested techniques, I’m constantly experimenting with new methods to stay ahead of the curve. For driven advisors not content with “good enough,” this is how competitive advantage is won.
Of course, while I emphasize bold new strategies, we also ensure advisors have a solid base across fundamental skills like:
– Building authentic rapport
– Crafting compelling value propositions
– Improving presentation delivery
– Generating qualified leads
– Optimizing sales productivity
My outside-the-box training works because it surrounds unconventional ideas with the core relationship-building and communication abilities that make an exceptional advisor.
This dual focus on pioneering techniques plus timeless human skills is the formula for rapid success. Advisors gain tools to immediately attract more clients, have richer sales conversations, and close more business.
For established advisors, injecting originality into their practice prevents stagnation and unlocks new levels of growth. The coaching process revitalizes their passion for helping clients.
For newer advisors, this training provides a strategic edge over the competition. They enter the field equipped with the latest breakthroughs, not just the basics.
The sales world moves incredibly fast today. Standing still means falling behind. Whether an industry veteran or just starting out, I can take your practice to the next level.
Don’t settle for recycled ideas and incremental gains. My name is Fred Ewig, contact me today to discuss how my unconventional yet proven coaching strategies can profoundly impact your financial advisory success and satisfaction. Let’s start mapping out your accelerated path ahead.
