“Your client doesn’t care how much you
know until they know how much you care.”
– Damon Richards
Welcome to The Sunday Brew!
In this week’s email:
- Why advisors are selling MORE annuities than ever in 2023
- ChatGPT vs. Advisor: The showdown we’ve all been waiting for
- SBOs are more likely to phone _____ than an advisor
- 3 techniques & scripts for overcoming sales objections
- And a whole lot more….
The Best Thing I Saw All Week
A 6-year-old Philadelphia boy is restoring faith in the next generation after a touching act of kindness during a school field trip to the zoo last week.
Kaiden Montague was busy checking out the lions and tigers when clouds suddenly moved in.
As the rain began to fall, he noticed two girls crouching down – cold and wet.
So he quickly took off his jacket and held it over them to protect them from the rain.
“It was really cold and I helped them,” said Kaiden. “I put my rain jacket over them because I care about others, too.”
Kaiden’s teacher, Samantha Hotz, saw it happen and took a picture to send to his mom Kiara.
“You raised a gentleman,” the text read – bringing tears to Kiara’s eyes.
“I’m proud that he’s been making good decisions without me even being there,” said Kiara.
On Monday, Kaiden received another surprise when he was presented with a certificate.
“She made this and put the nice, kind words, “Thank you for thinking of others instead of just you,'” Kaiden said as he showed off his certificate.
Markets 📈
📈 US payroll gains (+253k) beat even the most optimistic forecasts (Article)
👍 Annuities are breaking records in 2023…and MORE demand is coming (Article)
😬 Why the Fed might regret the most recent interest rate hike (Article)
😨 US home listings plummet 21% as high rates spook sellers (Article)
🛑 House bill would expand accredited Investor pool to include YOUR clients (Article)
Mindset 🧠
🤖 ChatGPT vs. Advisor: Which one offers better advice? (Article)
🤙 Why are SBOs more likely to phone a friend than an advisor? (Article)
💰 What would you do with a million-dollar windfall? Perception vs. Reality (Article)
🧠 New psych study shows how advisors can keep prospects engaged (Article)
🤫 Silencing your notifications at home could make you a better…advisor? (Article)
Deep Dive 🔎
Sales objections and sales rebuttals are common.
If you’re aggressively prospecting, you experience them on a daily basis.
While there are plenty of legitimate reasons for a prospect to say “no,” you shouldn’t take the first “no” at face value.
Basic sales 101 stuff, right?
Well, I’ve found that many advisors DO take the first “no” at face value.
But if you’re willing to press in a bit, you can find some missing $$$ on the back end of these convos.
When it comes to sales rebuttals, there are 3 techniques that work well for insurance and financial advisors.
I wrote an entire blog post about it.
Enjoy your Sunday,
Jeremiah D. Desmarais
CEO, Advisorist
#1 in ROI-Driven Training for Advisors
