MILLION DOLLAR
PRODUCER
Be Sure to Download Our Report for Financial
Advisors and Life Insurance Agents
"How To Producers Generate Their Own Leads"
5
Introduction 7
AChange in Your Paradigm 9
Change in Mindset 13
Million-Dollar Producers are Sales Professionals 14
The Fear 16
Hire a Service Assistant 17
Automate Your Marketing 18
Million-Dollar Producers Have Other People
Bring Them Business 19
Hosts Who Can Bring You Business 22
Unlikely Hosts 23
Million-Dollar Producers Specialize 24
The Unique Selling Proposition and Target Market 24
Focus 26
The Unique Selling Proposition 28
6
Your Biography 29
Million-Dollar Producers Have a Programmed
Revenue Stream 30
Big Producers Work On Their Business,
Not In Their Business 32
Million-Dollar Producers Develop Their
People (Sales) Skills 33
Make Your Initial Interview Different
Than Anything They've Ever Seen 34
The Second Meeting 37
Ultimate Credibility 39
Action List 41
The financial advising business will get tougher. Why? Because your prospects are getting smarter. Are you getting smarter, too? Fifteen years ago, stockbrokers had an edge in that people had to call them for midday quotes. Financial professionals also had an edge, as they had product information and the prospect did not. That's all changed. If all you've got is product information, your days are numbered.
The broader your knowledge base, the more you stay one step ahead of your prospects. As they get smarter, so must you. If you stay wedded to selling only one product, don't be surprised if it gets harder to do business. People want advice. Not product advice, but rather, financial advice. Start giving it and start charging for it! (Addressed later.)
This is the millennium of self-learning. Those advisors who continually expand their knowledge base and apply what they've learned will win. Sadly, those who tread in one place will lose.
This book was written to help you establish and clarify your own unique approach, allowing you to distinguish yourself from every other advisor in town.
So let's get started.
Resources for financial services professionals:
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A Change in Your Paradigm
To be a million-dollar-plus producer, you must think like an owner 100% of the time and not like an employee. Most advisors are caught somewhere in the middle. You realize you are in your own business, but you don't act like it. A business has structure, procedures, employees who do the work, and a way to consistently generate business. As the owner, your job is to design and manage this business, not to do the work.
But I know that if I were to come to your office on Monday, and you were the typical successful $300,000 to
$500,000 producer, I would see little structure, a lack of written procedures, and a lack of adequate staffing. I would also witness you reacting to calls and to the market, and I'd see a lot of low-level activity on your part that does not produce revenue.
Most advisors are stuck at a low level of…
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