☕ Advisor Sunday Brew: Are you overwhelming your prospects?



“Be persevering at the bottom, humble at the top.”


The First Sip


Hey Sunday Brewers! 

This edition is packed full of goodies, including:

  • 2 daily exercises to build mental resilience
  • How the “Focusing Effect” could transform your sales process
  • 7 of the top money-related Google searches of the year

But first…here’s something good happening in the world👇

When William Dunn looks back on his life, it’s not always pretty.

“I worked in a lot of bars as a bouncer, I got shot, struck by lightning, bit by a rattlesnake, and divorced,” he says very matter-of-factly.

But several years ago, he woke up and realized that if he wanted to keep living, something needed to change.

He wanted to start helping others.

Raised on his dad’s lobster boat, his fondest childhood memories were fishing with his dad…

So when Dunn found out that the unruly kid next door didn’t have a father in the picture, he started taking him fishing every weekend.

Gradually, the boy started to change for the better. 

His grades improved (and so did his respect toward his mom).

Dunn had a new vision: “It became clear that my life calling is to help other kids that are fatherless,” he said.

And for the past 16 years, he’s used his charity Take a Kid Fishing to help thousands of underprivileged kids.

Still, Dunn believes he’s the one that benefits most.

“It blesses me every day that I can wake up every morning at 54 years old and be able to take these kids out and show them life experience and show them that somebody loves them,” he said.


1 Caffeinated Neurohack


Researchers say the most powerful way to combat stress and anxiety is by building your mental strength and resilience.

Here are daily exercises that help:

🧠   Visualize Positive Outcomes  🧠

Your brain is a muscle – and muscles have to be trained. 

At the end of each day, list off every uncertain situation you’re currently facing in your life and then visualize the best possible outcome

This builds the muscle of expecting positive outcomes, which quells anxiety and may even give you the motivation to go out and achieve it.

🧠   Reach Out & Talk  🧠

When suffering some type of distress, withdrawal is natural. (Even animals exhibit this behavior when mourning.)

But research tells us that the best way to fight anxiety is by being in proximity to people who care about you.

Speaking your anxieties out loud forces you to fully form your ideas (rather than emotionally responding to incomplete thoughts inside your head).

  • Call a friend
  • Set a timer for 5 minutes
  • Talk it out.

Do this enough and withdrawal will no longer be your brain’s default setting to anxiety.

☕  TL;DR: Combat stress and anxiety with daily mental resilience exercises.


Marketing Psychology Quick Hit


The “Focusing Effect” says people put too much importance on just one aspect of something – everything else just overwhelms our mental processing power.

So when speaking with a prospect, don’t provide a huge list of benefits or features.

Focus on one single piece of information instead. 

Find out what’s most important to your prospect in the decision-making process and emphasize it over and over again.

It’s this one factor that will ultimately decide if they become a client.

☕  TL;DR: Prospects tend to focus on one piece of info when making a decision – identify it and emphasize it.


SHIFT Nation Conversations


Click here for some really good answers. Thoughts?!


Check out Bob! Absolutely crushing it…even with a bad cold!


Weekly Industry Catch-Up


🔹 Just Google it. Google released its annual “most searched for” list for 2021 and it looks like the theme was money. Noteworthy keywords included Mega Millions, AMC stock, stimulus check, GME, Dogecoin, and Ethereum price.

🔹 Mixed opinions. Controversial media personality Jim Cramer predicts a ‘Roaring 20s’ style boom over the next few years. Others say the economy is “dead” and a crash is coming. Hmm…

🔹 Sticker shock. With inflation rates soaring to the highest point in 31 years, 77% of Americans say it’s affecting their lives. Energy costs are up 30% on the year, gasoline is up 50%, and used cars are up 26.4%.


Keep learning,

Jeremiah D. Desmarais

CEO, Advisorist


#1 in ROI-Driven Training for Advisors

Jeremiah Desmarais

Jeremiah Desmarais

Jeremiah is the founder and CEO of Advisorist® and is a 23-time award winning financial marketer, a TED speaker and philanthropist. He’s been featured on Forbes, CNN, and Worth. His work has generated over $2 million insurance leads and helped advisors in over 51 countries generate over $300 million in sales commissions. He is the author of the best selling book, SHIFT.

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