☕ Advisor Sunday Brew: How to make prospects hang on your every word

 

 

“Be not afraid of growing slowly, be afraid only of standing still.”

 

The First Sip

 

 

Hey Sunday Brewers! 

Ever accidentally thrown something away and regretted it

Looking for ways to stay more alert at your desk?

Curious how to prevent a prospect’s eyes from glazing over when walking them through a 7-step financial plan?

Well, pour a fresh cup of your favorite brew…

Because we’re serving up the GOODS!

Last Wednesday, a couple from Oberlin, Ohio was cleaning out their grandmother’s house when they made a big mistake.

An expensive mistake.

A $25,000 mistake.

As they were cleaning out the house, they went through the kitchen and bagged up everything that looked like trash.

That included what was in the refrigerator and freezer.

Everything inside was put in a trash bag, tossed in the trash can, and wheeled out to the curb for the garbage truck.

But a little while after they finished, they got a call from grandma.

“Hey! There’s an envelope in the freezer with $25,000 in it. Don’t lose that!”

Uh-oh…too late.

As soon as the couple got that phone call, they immediately sprung into action.

They called up Republic Services – which has dozens of trucks and deals with more than 4,500 tons of waste each week.

And after several frantic calls and lots of back and forth between company dispatchers and drivers…

They tracked the truck down.

Thankfully, the driver hadn’t made it to the landfill yet.

So they got him to pull over at a recycling center and dump everything out.

And with the help of 10 workers combing through bag after bag, they eventually found what they were looking for.

Dan Schoewe, the worker who found the cash, said that it didn’t take long once they started looking.Couldn’t believe it only took 10 minutes! The couple was so happy,” he recalls. “They were tearing up!”

 

1 Caffeinated Neurohack

 

 

Good posture obviously plays a key role in maintaining a healthy spine and reducing back pain…

…but the benefits go far beyond physical health.

Did you know that having good posture is actually proven to keep you alert and focused in the office?

According to multiple studies, those who suffer from poor posture are shown to have lower energy levels than those who have good posture.

The reason why is quite simple…

When the body is in a prone position – like lying down or slouching over – key systems within the body slow down.

This includes your heart rate, breathing, and adrenaline levels.

Contrast that with when the body is sitting upright and alert.

Your systems recognize that it’s time to work.

In response, your heart rate remains slightly elevated, adrenaline levels are higher, and you feel a flood of increased energy. 

So if it’s been a few years since you had a mother or teacher remind you to sit up straight, I’ll go ahead and be the bad guy 😉

Sit up straight and pull those shoulders back!

Better yet….invest in a standing desk and stay hyper-alert throughout the day!

☕  TL;DR: Improve your posture at your desk and you’ll stay more energized and alert.

 

Marketing Psychology Quick Hit

 

 

If you were with us for this week’s edition of the Virtual Advisor Power Hour, then you certainly remember Doug and Barbara Frye’s rich, detailed analogies.

They threw out a couple of them that had me totally locked in.

From the concept of advisors being farmers to the one about 20% of a house consisting of the foundation…

…I (like many of you) walked away with a totally new appreciation for these concepts.

And it reminded me of just how important analogies can be in marketing.

In fact, if you study some of the biggest brands out there, you’ll find that they’re almost religious in their application of analogies. 

And if it’s good enough for them, it’s good enough for us as advisors

By using analogies when explaining complex financial concepts to prospective clients… 

You can demystify the complex and help people get a better grasp.

In doing so, you’re more likely to win their trust and business.

Analogies don’t have to be super complex.

They can be as simple as…

➡️  Comparing investing to highway driving. Do you drive 100mph and blast heavy metal down the highway, or do you travel right around the speed limit and play some classic tunes?

➡️  Portfolio risk. While one massive picture window looks great in the living room, all it takes is one rock to break the entire thing. But a window with 9 panes only requires you to replace a small portion when the rock hits.

I’m not saying these 👆 are the best…

(I’m sure you can do better)

But do you see how well they work?

Try implementing more analogies into your marketing/meetings and watch as people become more engaged.

☕  TL;DR: Use more analogies in your marketing…they’re proven to create better comprehension and engagement.

 

SHIFT Nation Conversations

 

Every single day, 3,114+ advisors gather together in our private Facebook Community to share wins, give feedback, and offer ideas.

Not a member yet? Join for FREE here.

Also, be sure to check out some of the conversations happening in the group right now…

 

 

 

FREE LEAD SWAG

 

Would you like a professionally designed PDF you can customize to get Social Security leads… 

Absolutely free?

We spent $768 hiring a writer, an editor, a graphic designer, and a PDF creation expert to create The 5 Facts About Social Security Benefits guide for 2021.

Head on over to our LinkedIn page and comment on this post to let us know. We’ll send over a copy for you to use as you please!

 

Weekly Industry Catch-Up

 

 

🔹 Stacks of cash. Brand new reports show U.S. households and small businesses have stashed away nearly $17 trillion in cash – which is a record number that exceeds the $16 trillion in fiscal action global governments have undertaken during the pandemic.

🔹 February flashback. Roughly 7 months removed from the height of the meme stock craze, Reddit darlings like GME, AMC, and CLOV are heating up once again. It begs the question, could they still go to the moon? 🚀

 

Enjoy your Sunday,

Jeremiah D. Desmarais

CEO, Advisorist

www.advisorist.com

#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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