Start Before You Feel Ready

After speaking with our group, Sir Richard Branson sat on a panel with industry experts to talk about the future of business.

As everyone around him was filling the air with business buzzwords and talking about complex ideas for mapping out our future, Branson was saying things like: “Screw it, just get on and do it.”

As I looked up at that panel, I realized that the person who sounded the most simplistic was also the only one who was a billionaire. Which prompted me to wonder, “What’s the difference between Branson and everyone else in the room?”

Branson doesn’t merely say things like, “Screw it, just get on and do it.” He actually lives his life that way.

Anatomy of a Verbal Business Card

Some tips to improve your Verbal Business Card

Your Verbal Business Card

By Bryan Daly

 

What do YOU do?

Your best opportunities for making connections with a new contact lie in letting the other person do more of the talking.

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Verbal Business Card

 

Your Verbal Business Card: Do you have one prepared for?

1. The Elevator Speech

2. The 30-Second Commercial

3. “What do you do?”

4. The 3 or 5 Minute Presentation

 

The Elevator Speech

“What Do You Do?”

Introduce your business without coming on too strong.

Introduce yourself in a way that people will want to ask you for more information.

Keep it short!!!

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Use POWER VERBS

• Think of verbs like teach, create, design, reorganize, manage, develop, establish, boost, generate. Use one of these verbs to describe what you do. It makes you more of an innovator and an expert in your profession.

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NUMBERS HOOK

Numbers hook attention.

• People love numbers…numbers sound like statistics, and statistics are real.

• Numbers carry remarkable credibility that descriptive words don’t.

• Numbers can generate a little anxiety.

• We judge ourselves by numbers all our lives. Age, weight, income — we’re all either on the right or the wrong side of 30.

• Numbers create urgency, and urgency prompts action.

 

Write your NUMBERS HOOK

• What kind of results do you produce.

• How many? In how much time? How often?

• These percentages are extremely useful to drop into the conversation.

• They make your results that much more believable.

For example, “I’ve developed five ways  to _____  within ___ months.”

 

SOLVE A DEEP NEED

• This is the most important part of the 30-second message.

• This is where you speak of the value you offer your clients.

• Tie that value to the deepest needs people have — more money, better relationships, or better health.

• Tell me your greatest success stories!

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What is unique about YOU?

• What is your Unique Selling Proposition (USP)?

• Things you do well… better than anyone else.

When And How To Use A Memory Hook

The best memory hook is one that you can use in many contexts.

• It should work in a pure word-of-mouth setting, as when you are attending a meeting of a networking group.

• It should work on your business card, on your letterhead, your calendars, your giveaway pens (another reason to keep it short), even your print ads.

• Of course, networking opportunities are one of the most cost-effective forms of advertising.

• The problem is, that most people don’t know how to stand out in the crowd at these of events.

• memory hooks have a distinct edge over their competition..

 

Example: For a Pest Control Business

• Bugs…They can run but they ONLY Die Tired

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Prepare, Practice, & Master

• It is critical to prepare PRACTICE and master a ‘verbal business card’ to create interest with your response.

• Remember, you have only 10-30 seconds to grab their attention

The 30-Second Commercial

Once someone has indicated some interest, give them a brief description of what you do and peak interest even more.

 

 

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Anatomy of a 30 second presentation

Give examples of ways you have helped others- how and why it was valuable to them. Be as specific as possible

Answer the following:

  • Who are you looking for?
  • What kinds of referrals?- Be specific
  • What can you do for them?
  • …can do it in time or cost?
  • When do you do what you do?
  • Any Free services? consult?
  • Why should they come to you? Any outside credibility
  • How many years? of experience –
  • Where do you do what you do?
  • USE a “Did you know?” (gets attention)

People like to learn new things

 

Practice it, Practice it, Practice it.

Anatomy of a 30 second presentation

1.    Intro My name _______ and I’m with ______

2.    Memory Hook

Good hooks are memorable, descriptive and short.

Be creative.

Use words that paint pictures.

Help people to visualize what a good referral is for you

A good memory hook does not have to be funny but it helps

_______________________________________________

3.    The Body

Ideally, you should deliver a different from time to time.

Focus on one service, discuss the benefits rather than the service

Itself.  Also what is a   good referral for you.

___________________________________________________

4.    The summation.  In one or two short sentences, reiterate what you have just said, stating the reasons to act now!

5.    The Closing.  State one more time your name and the name of your company

 

Bryan Daly Profile NEW
Bryan Daly

How to BREAK THE ICE when Meeting New People

How to BREAK THE ICE

by Bryan Daly

Break the ice

A simple way to feel comfortable meeting new people.

Many times we are not sure how to open a conversation so we avoid one.

Have you ever felt awkward in social  situations, networking events? This is a great way to warm up to others.  This is a simple method that I have used for years and I have made many  new friends this way.

Start with a warm, firm, friendly greeting and a smile. Firm but never squeeze a handshake too hard. Make it about them not you. Treat them like a you would if they were a guest in your home.

We want to NETWORK not sell.

The difference is selling serves a relationship and networking builds a relationship.

Learn about others so you can help THEM -“Givers ALWAYS Gain.”

This works well in many social functions as well.

Think of the acronym FORM

“Always in good F.O.R.M.”

Family

Occupation

Recreation

Message (what is important to them)

Family

Do you live nearby? Do you have family in the area?

Are you originally from _____? How long have you lived here?

What do you like the most about ____?

Occupation

How did you get started in the ____ business?

What do you like most about your profession?

What is the strangest or funniest thing you have seen?

What is a good referral for you?

Do you have a business card?

Recreation– Golf etc.

What do you like to do? Any hobbies Spare

Message- Say positive things about the group and brag about OTHERS

 

TEN FEEL GOOD QUESTIONS
from Bob Burg (BobBurg.com)

1. How did you get started in the ____ business?

2. What do you enjoy most about what you do?

3. What separates your company from the competition?

4. What advice would you give someone just starting out in the ___ business?

5. What one thing would you do with your business if you knew you could not fail?

6. What significant changes have you seen in your business over the years?

7. What do you seen as the coming trends in the _____ business?

8. What was the funniest experience you have had in your business?

9. What ways have you found to be the most productive to promoting your business?

10. What one sentence would you like people to use in describing your business

Always a Great question

What is a good referral for you?

The dually-licensed advisor

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It takes two: The dual-licensed advisor

Quick quiz: Name the two products about which financial advisors field the most unsolicited inquiries from investors.
Hint: One requires an insurance license to sell and the other, a securities license.

The products that prompt the most unsolicited inquiries, as reported by the Boston research firm Cerulli Associates in a 2013 study, are annuities, which require at least a state life insurance license to sell, and Roth IRAs, for which salespeople must have a securities lic.

The frequency with which advisors get unsolicited inquiries about both insurance products and securities provokes some unsolicited advice from Scottsdale, Ariz.-based wealth manager Anil Vazirani, LUTCF, IAR, QFA, to his advisor peers: If you don’t already have dual licenses to sell both insurance and securities, get them — pronto.

Having both “is not a luxury. I think it’s a necessity if you’re looking to stay in business and grow long term,” says Vazirani, president and CEO of Secured Financial Solutions, LLC, who owns a Series 65 securities license along with a state life and health insurance license.

Having the licenses required to recommend and sell both life insurance products and securities is in the best interests of client and advisor alike It will change how you serve your clients and it will change your business for the better.”

Dually licensing is something “every advisor needs to consider,” asserts Rosemary Caligiuri, president and founder of the Harvest Group Financial Services, a wealth management firm in Langhorne, Pa. “It’s about best serving the client and being able to address all their financial needs.

The additional income that dual licenses provide for the advisor is secondary.”
Secondary, perhaps, but difficult to ignore.

Registered advisors must put their clients’ best interests above their own, in pure financial terms.

The ROI (return on investment) associated with being dually licensed to sell both insurance and securities is potentially huge. Just ask Caligiuri, who became insurance licensed in 1989 and securities-licensed shortly thereafter, having quickly “tired of losing annuity sales to stock brokers who were talking my clients out of needed risk-management insurance products, like life insurance and annuities.

“In a nutshell,” says Caligiuri, who holds a securities license, “[being dually licensed] has rewarded my practice with local recognition, industry respect and a resulting income that I could never have imagined.”

Likewise, Vazirani estimates his firm’s income has doubled since he got his Series 65 in 2008. He and his business partner now manage an annuity portfolio of some $400 million (a large portion of which is tied to fixed-indexed contracts) across some 500 clients, he says, along with another $10 million in assets under management. “When I was an insurance-only advisor, I was just trying to push annuities, and I lost a lot of clients that way,” he recalls. “Now I don’t lose those assets.
Having both those licenses allows me to capture funds I would not have captured with just an insurance license.”

The bottom line and beyond

Being dually licensed pays off for advisors and their clients in tangible and intangible ways. Most importantly, says David Schlossberg, AIF, RFC, senior partner at Assured Concepts Group, Ltd., in East Dundee, Ill., it gives an advisor “that experience, that knowledge, to serve more people in an unbiased way. If I didn’t have one license or the other, I might feel the need to sell rather than consult. Now I feel more free to consult. The holistic, consultative approach adds value for the client. That’s added value that we get paid for, directly and indirectly. It’s an approach that helps add and retain clients, and it definitely helps close deals, too.”

As with Caligiuri and Vazirani, Schlossberg started as an advisor with only insurance licenses, but eventually realized having just those wasn’t going to be enough to meet the demands of his clients, and to fulfill his vision of building a multifaceted financial/retirement/estate planning practice with investment management expertise. “I had clients whom I’d built relationships with, business owners who trusted me, and when they started asking me questions related to their 401(k)s, I told them, ‘Let me see what it takes to get the licenses I need to help you with your investments,’ ” he recounts. “I promptly went through the process to get my securities licenses. It didn’t take long for me to fall in love with the securities side.”
Schlossberg has built a holistic-leaning planning practice with about 110 clients, close to half of which own some type of life insurance product, he estimates.

Besides the roughly $40 million in investment assets he manages personally for clients (the AUM for his practice approaches $75 million), Schlossberg also relies heavily on life insurance (particularly in estate planning and business succession contexts), long-term-care insurance and annuities. The ability to offer one-stop-shopping with a single advisor is something clients appreciate, he notes.

Versatility in demand
But convenience is only a small part of the service proposition an advisor who’s dually licensed to sell both insurance products and securities can deliver to clients and prospects. Earning and maintaining (through continuing education) dual licenses gives advisors the versatile skillset and product mix that clients today demand, observes Caligiuri. “The knowledge base we need to have is extensive. [Being dual-licensed for insurance and securities] demands that we know more, and since you know more, you can do more for a client. The competitive edge to help the client achieve their goals is huge.”

Nowadays, clients—and baby boomers in particular—are more sophisticated in their financial and insurance needs, and more diligent in researching ways to fill those needs, she says. “They search for advisors [who are licensed to handle both securities and insurance]. They want to know what my designations are, and they want to know somebody can handle all the issues they need addressed.”

Having those dual licenses on the wall gives an advisor more credibility in the eyes of clients and prospects, maintains Vazirani. “I think people take my recommendations more seriously now with a securities license. Having a Series 65 puts an advisor in a strong position to sit with a consumer and offer them complete, unbiased advice. They perceive your credibility and your service as stronger.”

As much as having a securities license has stoked the growth of his practice and his passion for investment management, Schlossberg says his insurance aptitude (he’s been insurance-licensed since 1980 and securities-licensed since the late 1990s) still proves invaluable. “Just telling people we can review their portfolio of insurance contracts adds value. Today lots of my clients are calling me for advice. If I weren’t able to help them with that, somebody else would be giving them advice, and I’m not going to know if that advice is good, bad or indifferent.”

For a securities-focused advisor, the ability to review client insurance portfolios is valuable—to the client, and potentially, to the advisor, as a competitive differentiator and a gateway to discuss commissioned products such as life insurance and fixed annuities.

Having dual licenses also protects advisors should new policies change the regulatory status of a bread-and-butter product, such as a fixed-indexed annuity, which someday could be deemed a security and thus require a securities license to sell, notes Vazirani.

Indeed, having built a modest insurance practice into a flourishing five-star wealth management firm with upward of 1,000 clients, $300 million in annuity contracts under management and $150 million in other assets under management, Caligiuri says all she and her practice have invested to secure and maintain dual licenses for insurance and securities has been “time and money well spent.”

“First and foremost, it is an investment for our clients. It’s also an investment in our expertise as advisors, and an investment in the expertise of our staff.”
From pure, bottom-line ROI potential to the intangibles of client service and competitive differentiation, it’s hard to argue against the wisdom of such as investment.