InvestmentNews Would Not Let You See This:
Winning new Financial Advisory clients inevitably involves persuasion. It’s critical to get YES instead of NO from prospects and referral sources while building trust and rapport. Winning clients takes time unless it’s hot referrals. Even then rejection is a possibility during the “sales cycle”. This article reveals breakthrough research to overcome rejection and addresses 4 key factors:
- Impact of rejection on the Financial Advisory industry
- Value of more client YESES to you and your team
- Top 4 rejection categories and how to rebut
- Mental exercise to overcome common rejection phrases
Past persuasion and leadership training didn’t have the benefits from knowing the “typology of rejection”. Until now, rejection categories weren’t defined, much less explained how to triumph over. Sociological and business studies conducted over a decade by C-Level Global, LLC, a company founded and run by CEO, David Rose, defined rejection categories for the first time ever. Now persuasion science explains how to find and win clients using the 15 categories of rejection. This science can be learned in the book, Overcoming The 15 Categories of Rejection, which has been taught in lectures and training sessions. “This is a game-changing knowledge for persuasion and leadership success”, says Dr. Jeffrey Sager, Dean of Marketing with University of North Texas.
What is rejection doing to the Financial Advisory industry?
According to research from Cruelli Associates in a recent Investment News article, last year close to 30,000 of the 36,000 new advisors “trainees” (those with less than three years of experience) in the financial advice industry washed out. That’s about 85%… ouch. Rejection chewed them up and spit them out.
What does rejection cost to Financial Advisors individually?
According to US News, in 2014 the median annual salary for Financial Advisors was $81,060 with the lowest paid earning less than $35,500 and the highest-paid earning more than $187,199 which doesn’t include some substantial bonuses some advisors receive. Handling rejections determines financial success.
Overcoming the top 4 of the 15 rejection categories which affect Financial Advisor’s success:
Likability – The amount of ways to be rejected based on likability is vast and when it comes to handling people’s intimate financial details, likability is ranked #1. Unfortunately, most advisors do not realize how they fail in this