A financial advisor’s job is no easy task; the success rate in the industry is only about 12%. As such, in order to achieve success and be part of the winners’ circle, one needs to be ready to devise and adopt methods that have been proven effective and which will propel to the top of your game.
What are some of the tried and tested selling techniques that a financial advisor can implement to not only grow their clientele but to also maintain a strong working relationship that benefits both parties?
1) A VISIBLE ONLINE PLATFORM
To succeed as a financial advisor, it is pertinent to create a visible online platform that will properly market your brand. An online presence exposes you to the world. We are in an era of technology and Robo-advising, and advisors need to suit up so as not to struggle.
Some ways you can improve your visibility online include:
- Having your website indexed which will increase organic traffic to your business site via search engines.
- Getting your business on local directories. This will ensure that your prospective clients will be able to find you easily and that the information listed to them is verified and up-to-date. In Singapore, the top business directories are Yellow Pages Singapore, Yelp, Street Directory and Zipleaf Sg.
- Using social media to reach your target audience and build your brand. In addition to searching your business site for information on you, customers now comb social media platforms as well. Social media allows for full engagement with your audience in a timely manner; it is also where you can let your authority on the industry and your knowledge in the field be known to potential clients.
2) BE INFORMED
Advisors need to be equipped with correct information to stay afloat in light of the latest developments in the financial circle. Be versed about different financial products. So as to guide their clientele, financial advisors need to be able to direct them to a database that contains accurate and useful information. This is to prevent them from making choices based on a misunderstanding or misinformation.
It is not uncommon for an investor to get saddled by numerous information most of which are usually false. Therefore, an advisor must be cautious enough to discern which one is in favor of his or her clients.
3) PROJECT A PROFESSIONAL IMAGE
You can develop a great interpersonal relationship whilst still creating a professional atmosphere between you and your clients. While a good relationship breeds trust, projecting a professional image maintains this relationship. Don’t coerce your clients into making decisions, instead, advise them. Ensure that no conflict of interest crops up in the course of a business relationship.
While financial advisors always have to stay rational and logical, most clients are driven by their emotions. Therefore, advisors must be able to relate with the clients on an emotional level. This includes explaining the consequences of an investment or any related decision to the understanding of the client.
4) FOCUS ON ALL ASPECTS OF YOUR CLIENT’S LIFE
Discard the notion that only the financial aspect of your client’s life concerns you as a financial advisor. You cannot be more wrong. Clients seek advice not just on money matters but on every aspect of their lives. Educate yourself about the science of human behavior, emotions, and psychology. This way, you can cater to their needs better. Following up with clients and potential clients is a no brainer and can be done via different methods.
5) DON’T USE JARGON
Financial jargon confuse clients. In order to pass your message across to clients and project a better image of your brand, it is better to communicate with them with the use of easy to understand expressions rather than through the use of technical terminologies.
6) MAINTAINING RELATIONSHIP WITH YOUR CLIENTS
Developing a cordial relationship with clients is the most vital ingredient to a financial advisor’s business. Clients are the bedrock of your brand and it is important that you are able to retain their trust as a very vital part of the advisor-client relationship is based on that. This trust can only be built when you develop a good relationship with your clients.
Ensure that your clients’ minds are not easily swayed by the slight change in the investment market. Meeting and maintaining their expectations will help in the long run as clients will stay loyal to advisors who put them on the right track. Advisors should be able to show their clients how much they add value to the investment. One of the ways that they can do this is by helping clients maintain long term perspectives in their investments so that they don’t go off track with any slight change in the market.
It is important to continually grow your business and expand your capabilities. Be aware that this is not an easy battle. You will be faced with competition in the form of large firms, self-service technologies, and a fickle market that is bound to cause uneasiness in the minds of clients. There are occasional ups and downs in this line of business, but remember that it is important to stay motivated and dedicated.
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