Over the weekend I was scrolling through my Linkedin account and was rudely awakened by some posts that I personally considered yucky.
Posts from people, some who have over 100’s of thousands of followers, talking at 5,000 miles an hour on their iphone videos about sales. These people, most of whom were from a background in software or insurance sales, were going on and on using terms that made me cringe.
Do the following terms make you cringe too?
"Setting” appointments
Your “reps”
“Crushing numbers”
Getting a deal “booked”
If you’re just as grossly turned off as me about some of the terms above, YOU ARE NOT ALONE. Unfortunately, this is exactly the reason why every time I survey a group of wealth managers about how they feel about the word “sales”, 99% of them say “We hate it and think it’s disgusting”.
But what seems to happen is that that disgust has turned into resistance around any efforts of business development, and many advisors refuse to go down any avenue that has to do with “sales”, given their preconceived notions of what it looks like. And yes, I agree with you, the images out there would turn me off too. They have and they did.
The good news is that the MAJORITY of sales training or sales ideas out there DO NOT apply to the investment community. Investors who are thinking about giving away their entire life savings to a financial advisor are not procurement officers, or heads of product, or Chief Technology Officers of large companies who can be “sold” to. The are seriously looking to see who they can connect with most. Who they feel has their back and can take care of them and their legacy.
Thus the importance of Consultative “Sales”. I hate to even use the word sales, but let’s face it, it’s actually a balance sheet line item. It is new revenue, it is new assets. It is new investors feeling comfortable with you.
So, if you want to grow but don’t want THAT, don’t fret. You don’t have to and it doesn’t apply to our discerning, highly examined, highly confidential industry. As long as you learn how to become a better consultant through consultative selling, how to develop better “right brain” acumen in connecting with your ideal client, how to have more empathy and powerful questions that can showcase your knowledge towards someone’s situation, you will be able to grow your practice. It’s that easy.
Financial advisor communication training is a key element in building trust and fostering long-term relationships with clients. The ability to effectively communicate complex financial concepts in simple terms is essential for financial advisors, ensuring that clients feel informed, valued, and understood. Through specialized communication training programs, financial advisors can develop the skills to listen actively, ask insightful questions, and respond empathetically to client concerns. This helps strengthen the advisor-client relationship, making it easier to provide tailored financial solutions that meet the unique needs of each individual.
Investing in communication training for financial advisors not only enhances client satisfaction but also drives business growth. Advisors who master clear and confident communication can better address objections, present opportunities, and manage expectations. By honing these skills, advisors can differentiate themselves in a competitive market, increase client retention, and expand their client base. Financial services firms that prioritize communication training empower their advisors to build stronger connections with clients, ensuring long-term success and stability in the financial advisory industry.
Bespoke training programs for financial advisors are the key to unlocking exceptional sales performance. By tailoring training to the specific needs and goals of each advisor, financial firms can ensure that their teams are equipped with the knowledge, skills, and strategies necessary to thrive in the competitive financial landscape. A personalized approach to training allows advisors to focus on their strengths while addressing any gaps in their skillset. This targeted development ensures that they can adapt to changing market conditions, meet client expectations, and ultimately drive revenue growth for their firms.
A bespoke training program offers more than just generic sales techniques—it is designed to address the unique challenges that financial advisors face in their particular niche or market segment. Whether focusing on investment strategies, portfolio management, client relationship building, or navigating complex financial regulations, these customized programs provide advisors with the specific tools and resources they need to succeed. This level of personalization enhances engagement and ensures that training is not only relevant but also impactful in driving measurable results.
Moreover, bespoke training programs provide flexibility for financial advisors to learn at their own pace, making the process more efficient and effective. With hands-on training, live workshops, and access to digital resources, financial advisors can reinforce learning and apply new concepts directly to their day-to-day interactions with clients. This format promotes a deeper understanding of the content and helps advisors integrate best practices into their workflow, boosting confidence and performance in real-world scenarios.
Select Advisors Institute specializes in developing bespoke training programs specifically for financial advisors. With an understanding of the unique demands of the financial services industry, Select Advisors Institute customizes its training programs to meet the specific needs of each individual or team. By combining expert insights with practical, actionable training, Select Advisors Institute empowers financial advisors to enhance their sales techniques, optimize client relationships, and ultimately achieve greater success in their careers. Partnering with Select Advisors Institute ensures that financial firms provide their advisors with the most effective and relevant training available, leading to sustained growth and performance excellence.
Effective communication is at the heart of every successful financial advisor-client relationship. Financial advisor communication training is essential for equipping advisors with the skills necessary to convey complex financial concepts in a clear, relatable way. Whether communicating with existing clients or prospects, the ability to listen actively and ask the right questions is paramount. Advisors who can tailor their communication style to meet the specific needs of each client will build stronger, more trust-based relationships. In addition, by honing communication skills, financial advisors are better able to understand their clients' concerns and objectives, allowing for more personalized financial planning.
Another critical aspect of financial advisor communication training is mastering the art of persuasion. Financial advisors must be able to persuade clients and prospects to take action, whether it's adopting a specific investment strategy, securing an insurance policy, or making an estate plan. Through communication training, advisors can learn how to present financial solutions in a compelling way while addressing any objections or concerns. This helps to build confidence in the advisor's recommendations and fosters long-term relationships with clients. By utilizing persuasive language, clear data, and actionable advice, advisors can guide clients towards making informed decisions that align with their financial goals.
The rise of digital communication tools also underscores the importance of communication training for financial advisors. Advisors must now be proficient in using email, video conferencing, and social media to engage with clients, especially in a post-pandemic world where virtual meetings have become the norm. Financial advisor communication training should focus on adapting traditional communication skills to these new digital formats. Learning how to build rapport virtually, manage online presentations, and maintain clear communication through text-based messages are crucial skills for modern financial advisors. Integrating these tools into an advisor’s communication strategy ensures they remain accessible and responsive to clients, regardless of their location.
Select Advisors Institute offers tailored communication training programs designed specifically for financial advisors. With a focus on refining both verbal and written communication, Select Advisors Institute empowers advisors to build stronger connections with their clients and enhance their overall service offering. Through a combination of expert-led training and real-world application, advisors can develop the skills needed to explain complex financial concepts, improve their persuasion techniques, and navigate the digital communication landscape with confidence. As a result, financial advisors who undergo this training are better equipped to build lasting client relationships, improve client retention, and ultimately achieve greater success in their practice.
Whether you're looking for a sales trainer to help you close more opportunities, generate leads, brand or rebrand your firm, or get in front of more leads in a digital way, Amy Parvaneh can be your go-to coach and trainer to establish and grow your wealth management business.