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The Cool Way to Talk About Insurance with Barry Flagg

Here's the cool way for financial advisors to talk about insurance.

How do you talk about life insurance and sound cool? It’s really harder to do than you would think.

Any mention of insurance is typically enough to make clients want to run the other way. In this episode of the Sara Grillo podcast, we are joined by Barry Flagg, CFP®, CLU, ChFC, GFS. Listeners will learn:

  • How financial advisors can develop new business by asking clients about the last, largest, most-neglected, and worst-performing asset on their balance sheets
  • How to serve clients better by telling them the real story about their life insurance costs and relative value compared to other policies
  • How to outservice the competition with higher integrity, transparency, and clarity about insurance
  • How to use Prudent Investor principles to eliminate the competition still using misleading, inappropriate, and unreliable policy reviews
  • How to get more referrals by clearly associating your brand with the “clients’ best interests” movement

About Barry D. Flagg, CFP®, CLU, ChFC, GFS

Barry D. Flagg is the inventor and founder of Veralytic®, Inc., the only patented online publisher of life insurance pricing and performance research and product suitability ratings. Veralytic is the product of his unique background as both the oldest youngest CERTIFIED FINANCIAL PLANNER™* first schooled in the investment business, as well as a life insurance practitioner consistently ranked in the top 1% of the industry. His experience in both financial product analysis, life insurance sales and marketing, and his success in managing large life insurance portfolios for affluent individuals and growth companies, brings an unparalleled advantage to his presentations.

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Creating a LinkedIn Community that Rocks – Vid 6

This video will show you how to create your own community on LinkedIn in a way that rocks.Wouldn’t it be great if you had a way to be constantly in front of the people you want to do business with, in a way that allowed them to get to know you and have fun at the same time? Follow me and I’ll show you how to rock this with real life examples!
To access this post, you must purchase Membership Portal.
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How to Look Cool (not Sleazy) in LinkedIn Groups – Vid 4

LinkedIn Groups are a great opportunity to build your brand and become part of a community, but most of the garbage that gets posted into them gets ignored. Here’s how to be the exception and post cool content to LinkedIn Groups that will get attention and make you look cool (not like a sleazy salesperson).
To access this post, you must purchase Membership Portal.
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How to Not Screw Up Your Website with Dan Solin

Joinus for a webinar about how financial advisors can avoid screwing up their websites.

Advisors are notoriously wasting money on their websites. If your website is failing to generate leads for you, it is because the content is not jiving psychologically with prospects.

In this episode of the Sara Grillo podcast, listeners will learn:

  • [Frame 3:02] The empirical evidence on what attracts prospects to advisors and what they are looking for versus what advisors believe
  • [Frame 4:02] Why it is so hard to come across as competent and warm, friendly and relatable
  • [Frame 5:28] What all this means for advisors’ websites – what the true goal of a website should be
  • [Frame 6:05] How to visually set up your website – graphics, photos and imagery
  • [Frame 11:20] The false perception that advisors have to project perfection and be all-knowing.  This is at odds with how people really feel because we’re so imperfect. How do we visually present who we really are while at the same time showing credibility?
  • [Frame 14:50] What your website should say. What should the message be?
  • [Frame 15:22] How to create relatable content for your website
  • [Frame 19:24] People are not interested in other people; they care about themselves. How do you get people to say “tell me more about that?” when they read their website.
  • [Frame 30:50] How to get your content to stay with people after they leave your site.
  • [Frame 36:50] How to create videos for your website that will engage the reader and come across as authentic
  • [Frame 41:00] The value of humor and how to activate it on your website.

Please subscribe, rate, and review this podcast and make sure to tune in the next one!

About Dan Solin

Dan Solin is the New York Times bestselling author of the Smartest series of investing books and The Smartest Sales Book You’ll Ever Read. He blogs regularly for The Huffington Post and Advisor Perspectives.

Dan’s books have been enthusiastically endorsed by The New York Times, The Wall Street Journal, and Vanguard founder John Bogle. Kiplinger’s listed The Smartest Investment Book You’ll Ever Read on its top ten list of the best financial books ever written.

A former securities attorney, Dan graduated from Johns Hopkins University and the University of Pennsylvania Law School.

Dan is a sales coach to advisory firms throughout North America. He gives presentations to large groups, conducts workshops and engages in one-on-one coaching either in person or via teleconferencing platforms like Skype.

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How to Meet New Clients During the Holiday Season: Webinar Replay

The holidays is not typically thought of as the most opportune time for meeting new clients. In this webinar you’ll learn that the opposite is true – that high socialization and high activity times like this are in fact an open door for meeting new clients.

If you do it right, that is. In this replay of my webinar you’ll get informed about what to say and do so that you can load up that pipeline during the holiday season and kick off the new year with booming sales!

Listen to webinar replay here.

And if you like my ideas there’s more of them where they came from – consider joining my monthly membership here.

Sources cited in this show

  • (2013, August 15th). 10 Stats About Holiday Parties That Brands Should Know. Punch Bowl. Retrieved from https://www.punchbowl.com/trends/blog/post/10-stats-about-holiday-parties-that-brands-should-know
  • Grillo, Sara. (2018, November 15). What Not to Say at the Holiday Party. Advisor Perspectives. https://www.advisorperspectives.com/articles/2018/11/15/what-not-to-say-at-the-holiday-party

 

 

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December webinar: Revving up Technology in 2019

I’m teaming up with eMoney Advisor to present the ultimate guide for advisors who are looking to jump start 2019 with powerful technology decisions that put them ahead of the pack

Advisors, get your engines revving!

I’m teaming up with eMoney Advisor to present the ultimate guide for advisors who are looking to jump start 2019 with powerful technology decisions that put them ahead of the pack. Join me and eMoney’s Connor Sung, CFP on this December 19th webinar at 12:30 PM EST to learn:

  • How to outmarket the competition and attract new clients using meaningful online content in 2019
  • Challenges and opportunities for breakaway advisors
  • How to overcome the #1 challenge for independent advisors using 2019 technology
  • Financial planning best practices for the new year
  • How to make technology decisions that save time and reduce cost
  • How to maximize ROI on your technology decisions

Date: Wednesday, December 19th

Time: 12:30 PM EST

Location: Zoom conference line to be announced

Cost: Free

Register today! Click here.

 

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January webinar: How to Avoid Screwing Up Your Website

Joinus for a webinar about how financial advisors can avoid screwing up their websites.

Financial advisors are notoriously screwing up their websites. Join me and Dan Solin for this 30 minute free webinar if you want to hear about how to do it right.

Listeners will learn:

  • What the empirical evidence suggests attracts people to advisors and what they are looking for vs. what advisors believe clients are looking for
  • Why it is so hard to come across as competent and warm, friendly, and relatable at the same time
  • What all this means for advisors websites – what the true goal of a website should be
  • How to visually set up your website – graphics, photos, and imagery
  • The false perception that advisors have that they have to project perfection and be all knowing. This is at odds with how people really feel because we’re so imperfect. How do we visually present who we really are while at the same time showing credibility?
  • What your website should say. What should the message be?
  • If you want to create relatable content for your website, how do you do it?
  • People are not interested in other people; they care about themselves. How do you get people to say “tell me more about that?” when they read their website.
  • How to get your content to stay with people after they leave your site.
  • How to create videos for your website that will engage the reader and come across as authentic
  • The value of humor and how to activate it on your website.

Date: Tuesday, January 22nd

Time: 12:30 PM EST

Location: Zoom conference line to be announced

Cost: FREE

Click here to register!

 

 

 

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NYC event: Join the FlexGen!

The name of the game in 2019 is going to be meeting clients where they are. How can financial advisors adopt a more flexible business strategy to get ahead of the competition in 2019 and beyond?

eMoney Advisor and I will discuss this and more with industry standouts Pam Capalad and Lucas Winthrop who will share their experiences and wisdom about how they have succeeded as FlexGen advisors.

Join us in New York City’s Flatiron District on January 8th, 2019 and we’ll visit this topic together. Attendees will hear about:

  • The right way to go about digital interaction to make the client experience less intimidating and more exciting
  • Attracting up and coming markets like Gen X, Y, women, and minorities
  • Serving clients the way they want to receive it in 2019
  • Future proofing your firm by creating a dynamic work environment that attracts new advisors and clients

Date and time: Jan 8th, 2019 from 6 PM to 7:30 PM

Location: Coalition Space, 902 Broadway, New York, NY, 10010

Register here today as space is limited for this event!

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Real Talk: Are Keynote Speakers Worth It?

Are keynote speakers really worth it?

Let’s be real.

Getting a keynote speaker to come in and give a talk is such a hassle. Getting the right person, paying for transportation and their speaker fee, and coordinating the actual event – who needs the hassle? Above all, how do you know that the person is going to be able to really connect with your audience?

Honestly, why bother? After all, the cost of having a lousy keynote is pretty high.

Should you hire a keynote?

The reality is that keynote speakers aren’t right for every organization. But when you do find the right one, they can be pretty amazing.

Here’s what they can do for you, that you can’t do on your own as a company:

  • Great companies know that whoever has the best talent is going to win. Like anything else that you invest in, talent requires constant upkeep to stay fresh.
  • Great speakers are tasked with one thing: getting their audience to do something that they have not been willing or able to do thus far.

But how do you make sure you can make this happen and get the ROI on your keynote that you want?

Making It Worth It

While you may think that the success of the talk depends on what the speaker does that day, the performance of the talk has a great deal more to do with how the speaker is selected. For that reason, I offer an array of talks to fit the preferences of audiences that I serve, whether they be broker dealers, hybrid firms, pure RIA firms, CPAs, or operations professionals.

Websites That Slay

Let’s face it. There’s nothing worse than financial advisor websites. In this highly interactive joint presentation, Sara Grillo teams up with industry thought leader Dan Solin to present advisors with the formula for a total overhaul of their websites so they can become a website that slays the competition.

This presentation will include:

  • An interactive website contest, “Rank My Website” in which advisor’s websites are evaluated and ranked by the audience with prizes give out to the top entries
  • A game of “How Do You See This Without Jargon Or Cliché?” in which advisors will learn what the correct message should be for their websites, and how to express it
  • The opportunity for advisors to pre-influence the subject matter discussed by providing their feedback via survey prior to the show

This talk is not for those who prefer to sit back and snooze! Only companies that truly wish to gain the edge versus the competition should select this talk.

Getting That First Meeting with a Female Prospect

The fact that women are the gender of the future for advisors to focus on is well documented. There’s been a great deal of commentary from industry thought leaders about what women want and don’t want in an advisor.

What remains unaddressed, however, is the roadmap to the sale: the practical steps advisors can take and what they need to do in order to get in front of more qualified female clients. This talk will propose 5 specific marketing strategies for advisors to follow to get the first meeting with female clients.

Intended audience: female and male advisors of all types, broker/dealer, hybrid, RIA firm, independent, wirehouse, etc.

Jumping Onboard with New Ways to Get Paid in 2019

Financial advisor compensation is changing and there are now more ways to get paid as an advisor than ever before. Learn what your advisors need to do in order to open up a world of possibility for creating multiple stream of recurring revenue in ways that the industry has not yet adopted, and the technologies that are powering them.

How to Talk to COIs Without Sounding Tacky

Attorneys and accountants are some of the best possible referral sources for financial advisors, but very few are able to crack the code. This talk will cover how to crack in and get past the boundaries these COIs are putting up, why they are disconnecting from your marketing pitch, and how to communicate in a way that connects, empathizes, and allows them to see you as a valuable resources that can improve their business profitability rather than another advisor looking for a handout.

A Guide to Talking to the Next Generation Children of Your Clients So They (Actually) Listen

The fact that Generations X and Y are the next generation of wealth is well-documented. What remains to be explored, however, is how advisors can best design their practices to communicate and build relationships with the next generations of their clients’ families. If not, fee compression and roboadvisors pose a very large competitive threat. Using the right words (as opposed to the dry cliché and jargon), using digital communication methods, and rethinking branding elements such as your attire and office design play an important part in reaching this population and ensuring continuity in your practice.

This presentation is highly interactive and includes quiz questions involving volunteers from the audience where chocolate and prizes are awarded for correct answers and calisthenics are required for incorrect answers.

Workshop: The Toolkit for Building a Brand that is not a #FinancialCliche

The ability to differentiate yourself as a financial advisor matters now more than ever. Yet most advisor branding is a constant stream of jargon, cliché, and sameness.

In this three hour workshop, advisors will learn:

  • What qualifies as a valid brand vs. an invalid brand
  • How to design a LinkedIn page that expresses your brand and attracts attention
  • How to explain what you do without sounding like a cliché
  • 6 phrases not to use when you talk about what you do
  • Email and out of office messaging with style and personality
  • How style of dress, personal grooming, office design, and pets can be used to reflect your brand
  • Blogging, podcasting, and other content strategies that should be done in a cliché-free fashion, and how to achieve this

This presentation is highly interactive and includes quiz sessions involving volunteers from the audience. Chocolate and prizes are awarded for correct answers and calisthenics are required for incorrect answers. Humor is also highly utilized in delivery of this workshop.

Re-envisioning the Modern CPA Practice

Being a CPA isn’t as easy as it used to be. Infiltration from competitive pressures such as the gig economy, the do-it-yourself movement, and artificial intelligence have forced the traditional servicing model into a state of commoditization. This workshop will inform CPAs what they need to know in order to elevate their practices so that they can reap the demand for the advanced strategic and consultative advising that the market highly values.

Becoming a Technology Evangelist in the Age of Star Trek

Financial advising is entering the final frontier and the dawn of technology advancement has touched every facet of the industry, from the operations to service delivery, client communications, trading, prospecting, and beyond. How can operational professionals best equip the teams they support to maximize technological success in the age of Star Trek?

In this 45 minute talk designed specifically for home office operational professionals, we will cover:

  • The role of the operations professional as adopters of technology solutions
  • What it takes to be a technology evangelist within your firm
  • The “internal clients” of the operations professional are the advisors. How do you win their trust, help them overcome resistance to change, and by doing so best support their ease of adoption?
  • Embracing innovation as a friend as opposed to an enemy. How to help your team recognize the speed of rapid adoption of robadvisor and TAMP technologies in the industry and the fee compression that invariably will result unless it is matched by an equal embrace of technology by the advisor.
  • A four step process for becoming an evangelist