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Exclusive Workshop February 12th

Are you Creating an Allure on LinkedIn?
Or, is your profile saying the same bland old story as 99% of people like you, touting your credentials and experience while failing to create any Intrigue or Curiosity in the minds of those you wish to attract?
Join me for my Exclusive Workshop that is limited to only 10 participants via online conference call on at 12 PM EST on Tuesday, February 12th, 2019.
You’ll learn:
  • How to attract potential clients on LinkedIn by creating a profile that Allures, Intrigues, and Captivates them so they become attracted to you enough to hear what you have to say
  • What each part of your LinkedIn profile page (header, photo, summary, etc.) needs to do to attract people to you
  • What not to write if you don’t want to turn people off
  • How to motivate people to take action and contact you

Workshop REGISTRATION CLOSED

For more information about how to access similarly informative content, please contact me.
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Common Objections to Joining my Membership

Common objections to joining Sara Grillo's membership.

I’ve lately come to embrace the view that whenever someone objects to buying a service that I offer, I should pay attention to what they’re saying because they’re probably not the only ones thinking that way.

Here are my responses to the common questions that people tend to have when they are considering joining my membership. Maybe some of these have crossed your mind and if so I hope you find these answers useful!

Why is there a $100 sign up fee?

I hear you. People are often curious why there is a $100 fee for sign up due when you join the membership (monthly ongoing fee is $35/month).

This is because there is a significant amount of background work that goes into onboarding each member to the back end of the portal, LinkedIn group, webinar list, etc at inception so that everything runs smoothly. In addition, sometimes the members will require some help navigating the startup and accessing the content. I’ve created a FAQs document that they can use which addresses most issues, but sometimes there is more onboarding work that needs to be done.

You create free editorial content frequently (articles, podcasts, YouTube videos, webinars). Why should I pay for this membership when I get an email in my inbox from you each week for free?

Good point.

My membership provides you with:

  • Three short training videos. The videos are typically less than 10 minutes long and demonstrate steps to follow to attract new prospects online.
  • One exclusive interactive membership webinar in which I demonstrate the training video tactics via screen share and you can ask questions.
  • Access to coaching through my exclusive members-only LinkedIn group in which I will provide guidance and advice on the tactics I’ve demonstrated.

The membership content differs from my editorial content in a few important ways:

  • My videos demonstrate the actual steps you take in an easy to follow format and the replay is available on demand. You see the LinkedIn tactics demonstrated. In contrast, in my blogs and podcast I only describe these in general terms and no concrete steps are outlined. I may give an example but those are words only, not live, step by step instructions that are demonstrated with real life examples you can see.
  • In 2019, my editorial content is going to cut down a bit in volume and also it will be focused less on the nitty gritty of LinkedIn strategy and online branding and more upon my thought leadership and keynote speaking.
  • It’s not just articles; it’s coaching, too. While very few people take me up on this, you do get online coaching through the members LinkedIn group. You can also ask me questions on the members only webinar each month. While you’re not getting direct one on one phone time, you are getting access to my consultative advice which on an individual basis goes for $250/hour. So if you do the math on that, just because you’re getting the advice in a group setting, you’re saving a huge amount of money.

There are so many LinkedIn messaging programs. Why should I pick yours?

Yeah, I’m with you on that!

You’re probably saying this because you’ve checked out some of these artificial intelligence type LinkedIn messaging programs. They say they’ll send 100 messages from your LinkedIn ID to viable prospects every week or something like that, right?

Here’s what’s they’re missing (btw, I made a YouTube video summarizing the problem with social media AI services if you want to watch me instead):

  • After a certain number of unresponded to connection messages, LinkedIn (in the past) has put people into the “doghouse” where your ability to message new people without their emails is taken away. I can’t say for sure this is what they’ll do going forward but LinkedIn has recently taken many steps to eliminate spamming and it’s likely they’re not going to let people get away with mass messaging for too long.
  • When you are communicating one on one with another person, there is quite simply no shortcut to sincerity. If you want to get somebody to pay attention to you, you’ve got to pay attention to them first. In my membership I show you how to do this in a way that can build your pipeline over time.

Simply put, there’s no substitute for quality and authenticity. Although I’m a big fan of scalability, unfortunately with most of these LinkedIn messaging services you’ll just be paying to become part of the noise in their inbox that people want to ignore.

Authenticity wins. Without it, there’s no basis for growth and nothing to scale in the first place.

I already have LinkedIn Sales Navigator.

Great! My membership is extremely complementary with LinkedIn Navigator.  From Navigator you’ll be able to find people easily and that’s where my membership is really useful: knowing what to say, how to follow up, what to post to your feed, etc. so that you can get meetings with the people you find through searches.

There are so many LinkedIn training programs. Why should I pick yours?

In addition to the reasons stated in the response to the question above, the advantage is time efficiency.

My training videos are less than 10 minutes long and some are only 2-3 minutes long only. This was designed for busy people who don’t have a ton of time to spend on LinkedIn but still want to take action to get results.

Let’s be real: what financial advisor has time to sit around and be on social media all day?

What are the training videos about?

Here are the titles of the first 10 videos:

  • Getting Center of Influence Leads through LinkedIn Search
  • How to Not Screw Up Talking to a COI on LinkedIn
  • The Easiest Possible Way to Get a COI’s Attention on LinkedIn
  • How to Look Cool (Not Sleazy) in LinkedIn Groups
  • The Fun Way to Meet Prospects in LinkedIn Groups
  • Creating a LinkedIn Community That Rocks
  • December Bonus Video  – Proven Lead Generation
  • Rebranding Your LinkedIn Profile
  • The 1,2,3 Combo
  • 4 Killer Ideas for LinkedIn Content

A few sample links are included below.

How To Not Screw Up Talking To A COI On LinkedIn – Video 2

Rebranding Your LinkedIn Profile for Conversions

What results/ROI do people get?

I would never offer advice that I myself would not follow. I’ve used these techniques for years and my experiences, successes, and failures form the basis for this membership content. Using these techniques has brought me clients, speaking engagements, introductions to hard to meet people, and it’s all happened in a natural way that everyone was comfortable with.

Although the membership itself is at its nascency at the time of me writing this article, people are already getting these results. Some have reported getting meetings and referrals from COIs. Others have said that it has led them to expand their networks in ways they never thought and has been a great benefit as a result.

I can also tell you that in my overall work with advisors as a marketing coach (those who aren’t on my membership), many of them have had success using the techniques that I teach in my membership.

I’m not sure I can afford this. I want to make sure I keep total marketing costs down.

Right on. I love smart buyers and I myself am careful when it comes to spending.

If you would like a marketing budget sheet, I can send it to you. This will help you get a handle on your overall marketing costs for the year.

Having said that, this is arguably the best value out there that you can get for $35 a month. You’ll be guided through how to run a LinkedIn campaign to your target market from start to finish. If you bought this advice from me on an individual basis it would run you $250/hour.

This was created for the financial advisor who either:

  • is disciplined enough to drive the marketing effort themselves instead of hiring somebody else
  • can’t afford a huge marketing bill each month (bluntly put)

Let’s say you were to invest time in watching my videos, doing what the instructions say, and taking advantage of the opportunity to get coaching from my webinars or LinkedIn groups. All of the resources available to you through this membership are worth well over the $35 you’d pay each month (and of course the $100 sign up fee due at inception).

We’re too tightly regulated, especially when it comes to social media.

Let’s be real; financial advisor compliance at some shops is downright stifling.

The good news is that my whole approach to marketing is geared towards getting you away from how advisors typically behave (which compliance isn’t such a fan of) and more towards acting like a natural human being. And compliance usually has very few bones to pick with that, because we’re steering clear of the technical stuff.

I’m creating a new way of communicating and that applies to everything you do as an advisor, from social media to blogs, speaking engagements, the whole enchilada.

And if your social media compliance team has really got you on lock down, there’s still a great deal of value in knowing how to use LinkedIn as a research tool. I cover this in my first few videos. Some of these techniques don’t have to be executed through LinkedIn; you can use social media for the research and actually execute the communication through email.

Sara’s Upshot

Did I cover it all? If I’ve addressed your doubts, please go ahead and click here.

If not, I want to hear from you. What did I miss? Please go ahead and send me a message through my contact form and let me know what else is on your mind.

Thanks for reading and I hope you’ll join me as a guide through your LinkedIn journey!

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How to Slay on LinkedIn

How to Slay on LinkedIn

If you’re not getting the results you want on social media, maybe you should consider the tactics I covered in this webinar on Friday, January 18th, 2019.

Listen below for webinar replay.

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Membership FAQs

Welcome to my membership! Here are the common issues people sometimes have when they start out with my membership, and what to do to fix them.

 

How do I log on? / I can’t find my password

When you signed up you should have received a confirmation email with your username and password in it. The page where you should log in is here: https://saragrillo.com/login/

What to do:

  • Check your inbox for the confirmation email. It will go to the email address you used to sign up.
  • If you did not receive a confirmation email with your username and password, please check your Spam folder.
  • If you still can not locate your confirmation email, please kindly reach out to me at grilloinvest@gmail.com.

 

My password doesn’t work

Don’t worry!

The password was sent to you in the confirmation email when you signed up. As noted above, please kindly make sure you are using the correct log in URL, username, and password as provided in the confirmation email.

What to do:

  • If the password provided to you does not work, please kindly reach out to me at grilloinvest@gmail.com.
  • I will simply need to reset the password for you.
  • The new password will come to you at the email address you used to sign up.

 

I can not find or log on to the videos.

No worries! This is simple.

What to do:

  • The videos require a different password than your log on.
  • Use your username and password to log on to the membership page at https://saragrillo.com/login/
  • On the left, click “dashboard”.
  • Videos are located on your dashboard.
  • When you click on the page for each video, the password is displayed directly under the picture of the video screen.
  • Look below for a picture showing where to find the password:

If you are still having problems locating the passwords, please kindly reach out to me at grilloinvest@gmail.com.

How can I find all my membership content in one place?

It’s simple. Just log on and click this link.

I need to change my credit card information.

Easy to do! Please watch this video which will walk you through the steps to change your credit card information.

https://www.useloom.com/share/efd064882b054256a34309a33a52838b

If you’d rather read the instructions than watch a video, here is what to do:

  • Log on at https://saragrillo.com/login/
  • On the left side, click on where it says “my subscriptions.”
  • Where it says “actions” select “change payment.”
  • On the bottom where it says “credit card”, enter the new card info.
  • Click “change payment method” to update your payment info.

 

My payment got denied.

No problem! This could be perhaps due to outdated credit card information (if you changed your card, if your credit card expired). Other times it could just be a systems blip.

What to do:

  • Please confirm that your credit card information is up to date and that the card you have there is active and working.
  • Log on at https://saragrillo.com/login/
  • On the left side, click on where it says “my subscriptions.”
  • Click on where it says “payment methods.”
  • If your credit card information is up to date and correct, then the problem lies somewhere within the back end of the system. In that case, please kindly reach out to me at grilloinvest@gmail.com

 

Any other problems?

If anything else comes up, I’ll be there on the double! Just email grilloinvest@gmail.com.

Thanks for joining me!

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To Crack into Prospects, Try Cracking Them Up

Good humor is irresistible and rare, and the uniformly dry, boring cannon of financial marketing suffers from a lack of it. Humor is a lethal weapon. To connect better with your audience, refresh them, relieve tension in stressful situations and be more relatable and real to the people you want to impress, here are ways to infuse humor into your business, and some that you’re better off leaving out.

FINISH READING

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How to Tell If Your Office Set Up Is Killing Your Financial Advisor Lead Generation

As I’ve put forth in past blogs about fee compression, higher activity will expand the pipeline, boost financial advisor lead generation, and allow advisors who are willing to fight to prove their value in a market that is supposedly racing to the bottom. This is a brutal task so make it easier by doing everything you can to increase motivation, starting with how your office is set up.

Advisors Hate Telemarketing

To all the advisors who are reading this, tell me how many times you’ve called back after you had a meeting and somebody didn’t respond?

Probably two people will say they’ve ever done this.

There is an abysmal lack of follow up in sales, in general, and financial services is no exception. I find that when I follow up more than twice, the prospect is often awed by my action. I’ve closed so many sales because I had to grit to make the call one more time, despite being ignored.

Look, I’m not going to sugar coat it. Financial advisor lead generation over the phone is brutal bloody murder. But the people who do it consistently, in conjunction with other forms of marketing such as social media or blogging, and with some degree of skill can get amazing results. I made a nice business for myself calling young attorneys at Big Law firms in New York City.

The Bottom Line:

If you want a bigger pipeline, get on the phone and call some rich people up.

Yes, I know it’s painful and easier said than done. But the simple fact is that you can write all the blogs you want, but at some point somebody is going to have to get the prospect on the phone and get them to come in for a meeting.

If you want to get better sales results then make sure that every single factor is working in favor of supporting the people who are in the hardest role at your firm: the sales people. Here’s how to do it using your office design.

Nap Rooms

When I was pregnant with my first child, I was at a point in my career when my job involved heavy phone prospecting. I used to get so sleepy after lunch (every single day at 1:30 in the afternoon) that I literally couldn’t keep my eyes open.

No lie, I had to hold my head up with my hand and doze off sitting in my chair for 5 minutes at a time (and hope the bosses didn’t see me).

It made the whole thing so tiring. I would call nonstop for 15 minutes at a time and then stop for 2 minutes, and then start again. If you do that, it’s easier to get into a groove and you get less distracted. But it’s pretty exhausting mentally.

Takeaway for higher financial advisor lead generation:

Take a little corner of the conference room and put a yoga mat on the floor. Tell your employees to bring their own blanket and pillowcase and allow the salespeople to take a nap after lunch.

Games

Do you know how hard it is to heavily prospect over the phone all day? I mean, to really sit there and dial staring at the wall, getting hung up on, blown off, treated like a second class citizen, cursed at, and shamed, over and over and over again?

The easiest way to motivate people is to make their jobs fun. By incorporate games into the office, you can help them structure their day with work/play intervals that chop up a block of boring phone calls.

If you really want to get them cranking, I recommend having your phone marketers call for 20 minutes, take a 2 minute break, and then start on the next set. At the end of very two hours they get a 10 minute break to go play ping pong.

Takeaway for higher financial advisor lead generation:

If you make work fun for people they’re more likely to be productive. Try a video game center maybe. Google has slides, no kidding, it’s a slide like your kids play on at the playground. Whatever you need to do to introduce an element of fun, do it.

Try ping pong tables, board games, video games, or even a full fledged game area.

Healthy Food

 

Do you ever notice that you tend to eat bad food when you’re under stress? In a bad moment, people tend not to appreciate weight gain from eating the first piece of junk they can get their hands on at work. Usually it’s soda or potato chips. Make this a positive rather than negative experience for them.

Takeaway for higher financial advisor lead generation:

At the end of the day we’re all animals subject to the same basic needs. Once in a while, let’s say once a week, hire a chef to come in and prepare meals. Offer your salespeople healthy snacks (vegan, gluten-free, vegetarian, organic, etc.)

Phone Booths

When I used to phone prospect, I was in an open plan office environment and everyone heard my calls. It was pretty embarrassing when I’d get rejected.

Takeaway for higher financial advisor lead generation:

Not everyone has thick skin so create a place where salespeople can have a discrete conversation with a prospect. It can be as simple as a conference room with a comfortable chair and a computer terminal.

Or, you could integrate a phone booth, yes an actual phone booth, into the design. This will be of great use to your financial advisor lead generation but it will also help your team in general. With open plan offices, it can get a bit touchy when someone has to take a personal call. Take the awkwardness out of the equation and improve the comfort level of your entire team.

Sara’s Upshot

Creating a fun work environment for your team can motivate them to take more action over the phone and expand your pipeline, and a great office design can make a difference. Financial advisor lead generation to some extent is about the numbers and about taking action. Advisors who whine about competition from the roboadvisors or about fee compression can beat these challenges by taking action and filling up the pipeline.

The phone is still a lethal weapon if you have trained professionals who are willing to dial the call. It’s a painful process but if you are willing to take as much pain out of the experience for them as possible you may find they see it as not so bad after all.

Thanks for reading!

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