☕ Advisor Sunday Brew: The FITD technique for more clients


“The key to success is to start before you are ready.”

Hey Sunday Brewers!

Grab a fresh cup of coffee (or tea) and ease into your Sunday with a caffeinated neurohack that will help you be more alert in the afternoons.

Plus, I’ll walk you through the psychology of the FITD Technique to improve your sales process.

And there’s a whole lot more, including this heartwarming (true) story


The First Sip


Benjamin Hulleberg has always known that he was adopted, but has been curious about who his biological mother is.

Holly Shearer has never forgotten the baby she placed up for adoption 20 years ago when she was just a teenager.

“I thought about him all the time,” Holly said recently. 

But when she eventually ran across the then 18-year-old’s social media profile, she wasn’t sure what to do.

“He had so much going on in his life. … The last thing I wanted to do is to throw a wrench in his life. So I just watched from a distance,” she recalls. 

After a couple of years of being hesitant, she finally worked up the courage to send him a “Happy Birthday” message this past November.

“When she texted me back and she actually explained who she was, it hit me like a load of bricks,” Benjamin recalls.

“I was crying. It was all very positive emotions…this is a day I had been waiting for the past 20 years of my life and to imagine that it was finally happening was outrageous. It was a lot to take in.”

Just two days later, the two agreed to meet at a nearby restaurant. 

They hugged and cried for five minutes and then spent the next few hours catching up on 20 years of lost time.

And as if this story wasn’t already incredible, there’s one more little wrinkle…

After talking, Holly and Benjamin discovered that they’ve been working at the same hospital for two years. 

For Benjamin, this whole experience has been nothing short of cathartic. 

“There was a little hole in me that I didn’t know about and finding them really filled that in. I feel very whole, I feel very complete. I feel like I’m finally ready to continue in my life.”


1 Caffeinated Neurohack


Do you ever get that dreaded afternoon crash?

You know what I’m talking about…

Heavy eyelids, low motivation, and an inability to focus.

But what if there was a way to avoid these slumps?

Researchers and nutritionists say it starts with what you eat.

Feed your brain junk and you’ll feel like junk.

But if you give it the right vitamins and nutrients, your mind performs like a well-oiled machine.

According to Harvard Medical School, the following foods are shown to elevate brain power, concentration, and alertness:

  • Green, leafy veggies such as spinach, kale, and collards
  • Fatty fish like salmon, cod, or canned light tuna
  • Berries – including strawberries and blueberries
  • Tea and coffee – preferably without any additives like sugar
  • Walnuts and other raw nuts (avoid the added salt)

Got any healthy snacks you use to stay charged up? 

My go-to is Raw Brazil Nuts around 2PM every day. (They’re nutritional powerhouses that are high in selenium, a mineral with potent antioxidant properties that help with brain function!)

☕  TL;DR: Put an end to the afternoon crash with these brain foods.


Marketing Psychology Quick Hit


Let’s say a neighbor knocks on your door and asks to borrow your lawn mower.

It’s a small and reasonable request, so you happily agree.

Then a week later, the same neighbor spots you in your garage and asks to borrow your car.

This is obviously a much larger request.

Will you agree?

Decades of research say that, because of your decision to lend the neighbor your lawnmower, you’re far more likely to agree to his request for the car.

This is called the “foot-in-the-door” technique, and it’s based on the principle of consistency.

It means that, if a large request is similar in nature to a previously-agreed-upon request, an individual is more likely to say yes.

Be on the lookout for ways to use this technique in your own marketing and sales efforts.

Don’t try to sell a life insurance policy or annuity right off the bat. Instead, get the prospect to sign up for your email list or agree to come to a webinar.

Let small victories set the table for larger wins!

☕  TL;DR: Use the FITD Technique to improve your sales process.


What’s New in SHIFT Nation?


Use this simple formula to turn more leads into clients!


Weekly Industry Catch-Up


🔹 Incoming. A poll of CFOs from top corporations indicates a recession will hit in the first half of 2023, with the DJIA falling as low as 30,000. That would represent a decline of 18% from its early-2022 high. Over 40% of CFOs say inflation is the biggest business risk of the year.

🔹 The future of shopping. Need further proof that the future of business is virtual? Amazon just rolled out a new virtual shopping tool that uses augmented reality to let you try on shoes with your smartphone.

🔹 Still bullish. Financial experts believe crypto is experiencing a “winter” not a collapse. Need proof? 33% of traditional hedge fund asset managers are now investing in digital assets. Plus, there are now 300+ hedge funds investing exclusively in crypto. 


Enjoy your Sunday,

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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