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Ep 10: Join “Team Text Message”

If you’re not texting your clients, here’s why you should join “Team Text Message.” In this interview with Jonathan Maddock of Redtail Technology, I cover the reasons why your clients are expecting this from you (across all age groups and demographics) , texting do’s and do not’s, and the rules you should follow when texting with clients.

In this message you will learn:

[1:13]  What percentage of people are texting vs. what financial advisors are doing.

[3:04] When a financial advisor should text vs. using email or calling.

[7:04] Why you want to be an early adopter of text messaging.

[9:00] Text messaging as a way to improve prospecting success.

[13:01] How text messaging can help improve satisfaction levels for millennial clients. How advisors can use text messaging to scale their practice and ensure that they retain the clients who will be the next generation of wealth.

[19:30] The digital experience and why it’s not just for millennials

[21:26] Rules of texting (including no-nos that you shouldn’t do)

Please subscribe, rate, and review!

 

Sources mentioned in this podcast:

JD Power. (2018, March 29th). Millennial Investor Loyalty Hinges on Advisor Relationship, Not Technology, J.D. Power Finds. Retrieved from http://www.jdpower.com/press-releases/jd-power-2018-us-full-service-investor-satisfaction-study.

Maddock, Jonathan. (2018, July 2nd). Advisor Perspectives. The Surprising Data on Text-Message Usage by Advisors and Clients. Retrieved from https://www.advisorperspectives.com/articles/2018/07/02/the-surprising-data-on-text-message-usage-by-advisors-and-clients-1.

Skinner, Liz. (2017, August 16th).  Advisers turning to text messages to communicate with clients. Investment News. Retrieved from http://www.investmentnews.com/article/20170816/FREE/170819953/advisers-turning-to-text-messages-to-communicate-with-clients.

Smith, Aaron. (2015, April 1st). U.S. Smartphone Use in 2015. Pew Research Center. Retrieved from http://www.pewinternet.org/2015/04/01/us-smartphone-use-in-2015/

Burke, Kenneth. (2016, May 24th). 73 Texting Statistics That Answer All Your Questions. Text Request. Retrieved from https://www.textrequest.com/blog/texting-statistics-answer-questions/.

 

 

 

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Ep 9: Communicating to Influence with Steve Sanduski

As financial advice becomes more automated, how do you justify your (higher-priced) value as a human being? Join me and my guest, the great Steve Sanduski of Belay Advisor, as we discuss how to communicate with your clients in a way that increases influence.

We’ll talk about the increasing role that robadvisors are playing in the delivery service, how we see this changing in the future, and what advisors can do to find that vital sliver of services where they provide unbelievable value. We’ll also talk about achieving emotional closeness with the client and how vulnerability, sincerity, and storytelling can help accomplish that.

Show Notes

This episode will teach you:

[2:10] Too many advisors look, act, and talk the same. How can advisors differentiate themselves? You can have all the communication that you want, but if it’s the same message as everyone else, you’ll fail to set yourself apart.

[4:16] Why repelling people by taking a strong position on a particular topic is totally fine.

[7:07] If you’re a financial advisor, how many clients do you really need to make a nice business?

[8:55] Fee compression and embracing technology solutions to improve, not reduce, margins. How do you implement this technology within your business model?

[11:09] Why you’re not competing with the roboadvisors

[12:00] Where the real value is delivered in the advisor-client relationship

[14:04] Let’s say that technology can handle 25% of what a financial advisor has historically done. If it’s 25% today, it’s going to be 35%, 50%, etc. That number is going to get larger and larger. The piece of work that an advisor can deliver, the real value. Is going to get smaller over time. But the value that a consumer will place on that shrinking piece of value is going to continue to expand over time. You have to focus in on that sliver of value that you can provide that no technology will ever make obsolete and be the absolute best you can be.

[15:32] Example of the sliver of value

[17:20] Leveraging your humanness. What can the human brain do that no machine can do?

[18:30] The loss of the community and breakdown in family structure and how that has disconnected us as a society emotionally. What should advisors know about how to influence and reach people emotionally in this disconnected world?

[21:48] Getting your clients together and connecting them, creating your own community within your practice.

[25:00] Why love isn’t enough. Loving your clients doesn’t necessarily bring connection. Storytelling has the power to change someone else’s thinking. Influence doesn’t happen by overpowering people with facts. Start with a story. That story needs to be emotional, it needs to have a point, and a truth to it. When you share that story and the person connects and opens up, then they become open to hearing your facts.

[30:00] Showing emotional vulnerability as a way to bring clients closer and make them more open to you.

[31:52] Three actionable things you can do to increase your ability to influence through communication.

Please subscribe, rate and review!

 

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Ep 8: Knock Out Networking with Michael Goldberg

Episode 8 is my funniest podcast so far. Today we have Michael Goldberg as my guest. Michael is the CEO of Knock Out Networking, which helps financial advisors and brokers make more “knock out”?connections. He’s also a repeat TedX speaker and an avid boxer. You should see his right hook!

Show Notes

Summer is notoriously slow for business and typically not a great time for financial advisors and brokers to win new clients. The reality is that it’s all in what you make of it. The summer slowdown is a misconception – it doesn’t have to be this way!

Here’s how to leverage the summer slowdown to your advantage, bring people’s guards down, and kick up the pace of your business development flurry of jabs and uppercuts that will make you a networking champion.

Ring the bell – ding ding ding! Let’s begin with Round One.

This episode will teach you:

  • [5:36] Avoiding being a snoozefest: how being fun and/or funny brings the best out of other people
  • [6:11] If there’s no connection, the best elevator pitch in the world is not going to do anything. How can you give people the right feeling when you meet them? Beginning the conversation in a way that promotes trust.
  • [7:42] The physical effects on someone’s body when they laugh and why it makes it easier to connect.
  • [10:53] Example of how to open up a conversation with someone you meet at a networking event
  • [12:20] How to take the conversation from social mode into a business conversation
  • [14:00] How to know when to ring the bell and end the round – the gracious way to end the conversation
  • [18:33] How to follow up with someone you met at a networking function on social media such as LinkedIn. What you should do and why you should do it within 24-48 hours.
  • [19:18] How to prep the person for follow up so that you’ll have higher probability of success reconnecting after the conversation is over. Connections do have a shelf life.
  • [20:40] An easy way to use social media to make sure you don’t forget what the conversation was about without having to go through lengthy documentation.
  • [23:20] Five action steps for successful summer networking

Thanks for listening and please subscribe, rate, and review!

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Ep 7: Thinking Bigger with Jeffrey Hayzlett

In Episode Seven of the Sara Grillo Podcast I interview global business celebrity Jeffrey Hayzlett. Jeffrey is Chairman & CEO of C-Suite Network, an author, keynote speaker, and podcast host, as well as a former judge on Celebrity Apprentice and Fortune 100 Executive.

There are several important things that financial advisors will learn from this episode about not being your own worst enemy when it comes to brand building, practice management, and entrepreneurship.

Reasons Financial Advisors Should Listen to Jeffrey Hayzlett

One, Jeffrey was the CMO of Kodak. I thought that financial advisors could benefit from hearing the wisdom of someone who has marketed one of the biggest brands in the world.  His message about thinking bigger and creating a brand that actively implements your thinking is one that I think many advisors need to hear.

Two, Jeffrey what I call a “Baby Boomillenial”, a Baby Boomer with Millennial characteristics. He loves technology, is a heavy user of technology, and has a great vision for what the future of financial advising will be given innovations in the digital realm that he sees taking hold.

Third, Jeffrey is a cool, funny guy and a very nice person, and also a very candid person. He tells it like it is, and as someone who ascribes to the same philosophy I see great value in the truth.

This is extremely valuable advice from a proven, verified marketing success both within a world class corporation and as an entrepreneur. These words are very valuable for advisors to hear.

What You’ll Learn in Episode Seven of The Sara Grillo Podcast

[2:46]

Kodak failed to embrace the next wave of the future, the digital camera, even decades earlier when a Kodak engineer brought the idea to management. The danger of believing your own story and letting the hubris of your own success and your own story blind you.

  • “We are [this].”
  • “We do  [this].”
  • “I’ve been in business 20 years.”
  • “People want [this].”

Jeffrey says he doesn’t assume anything. “I don’t know what I don’t know, “ he says.

Being aware of what you aren’t aware of and being humble has led opportunities to present themselves to him. He’s found more opportunity for making money, saving money, or not losing money, this way. You never know what the world will be like in the future.

[5:46]

I know a million people have ideas. An idea without implementation is nothing but air. A lot of people fail because they just can never get it off the ground. Or they start watering it down because they can’t say, no, we’re not going to accept anything less than this.

[7:39]

What Jeffrey sees as the massive upheaval of change about to happen to the financial advisor industry; the technological disruption that advisors need to know about and how they should adapt their service delivery in response in order to survive.

[11:26]

As a visibly successful executive, Jeffrey is the target of financial advisor sales pitches regularly. Here’s what his honest response is to these messages (“Coffee? Are you frickin’ nuts?”) and what he suggests that advisors say instead. Trust, competence, and reliability and how they are perceived in the eyes of the successful executive.

[16:35]

Jeffrey identifies the one thing that advisors should do in order to saddle up and take action in the spirit of thinking bigger and taking more effective action to market their firms.

About Jeffrey Hayzlett

Jeffrey Hayzlett is a primetime television host of C-Suite with Jeffrey Hayzlett and Executive Perspectives on C-Suite TV, and business podcast host of All Business with Jeffrey Hayzlett on C-Suite Radio.

He is a global business celebrity, speaker, best-selling author, and CEO & Chairman of C-Suite Network, home of the world’s most trusted network of C-Suite leaders. Hayzlett is a well-traveled public speaker, former Fortune 100 CMO, and author of three best-selling business books: Think Big, Act Bigger: The Rewards of Being Relentless, Running the Gauntlet and The Mirror Test.

Hayzlett is one of the most compelling figures in business today and an inductee into the NSA’s Speaker Hall of Fame.

As a leading business expert, Hayzlett is frequently cited in Forbes, SUCCESS, Mashable, Marketing Week and Chief Executive, among many others. He shares his executive insight and commentary on television networks like Bloomberg, MSNBC, Fox Business, and C-Suite TV. Hayzlett is a former Bloomberg contributing editor and primetime host, and has appeared as a guest celebrity judge on NBC’s Celebrity Apprentice with Donald Trump for three seasons.

He is a turnaround architect of the highest order, a maverick marketer and c-suite executive who delivers scalable campaigns, embraces traditional modes of customer engagement, and possesses a remarkable cachet of mentorship, corporate governance, and brand building.

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Ep 6: What’s Wrong With My Website?

In this episode, I interview Kirk Deis of Treehouse 51 and The Bug Squasher where he tells financial advisors what they should be doing to generate more leads from their websites. We cover how to get the website you want without reinventing the wheel, show up on Google, hire the right website person when everyone claims to be an “expert”, know if your website is working or not, and simplify the process of remediating issues that come up with your website.

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Episode 5: How To Dress Casual And Still Impress Rich People

Today I interview Antonio Aspuru, menswear specialist, who will provide financial advisors with fashion tips that answer the question of how to dress casual and still impress rich people, and much more.

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Episode 4: How To Connect With Big Shots On LinkedIn

Financial advisors are skeptical that leads can be gained from social media. It can be a source of leads, but I see so many financial advisors using awful pick up lines. In this episode I’ll go over what you should and shouldn’t be doing when you reach out to Big Shots on LinkedIn. I’ll also explain to you a magic extra step that you can take to improve results dramatically.

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Episode 3: How to Close Online Leads

In my experience, most financial advisors handle online leads poorly after they go through all the trouble to get them. I’m going to discuss how an online lead is different from one you receive through word of mouth or referral. I will then talk about what you should say to move the buyer to the next step which is getting them on the phone.

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Episode 2: What To Do If Your Social Media Stinks

Most financial advisors are skeptical that social media can effectively drive leads. Some even believe it’s not possible. In this podcast, I’ll describe exactly how you should do it and outline a clear plan of action to take so that you can get leads from social media.