Tweet

Talking Turkey

Written by: Donald F. Pooley

Article Overview: Public speaking can become the best source of new potential clients for the financial advisor.

Talking Turkey

Public speaking can become the best source of new potential clients for the financial advisor.
Think about it. You want to see and meet people who can use your service. You want them to meet you under the best of conditions . So, where better than at one of their club or association meetings, lunches, or other functions?
Your introducer will present you to the audience in a most favourable light. He'll tell them what a great success you are. The listeners will take what you have to say, fit it or not, to their needs, and some of them will call you to help them to attain their goals.
But you might say, "I would sooner be eulogized than be the eulogizer." Yes, the truth is, one of the most feared tasks anyone can face is speaking to a group.
Yet, if you are successful in the field of advising and planning on a one-to-one basis, it is a small step to use your one-on-one discussion as a presentation to many. To overcome your fear of facing many people, try talking just a few less than many, and build up the numbers, as you grow more confident.
You WILL grow more confident each time you're at the podium.
Then, you'll want to meet a group of business people in a certain field. Think of some one in that, or a related field who may be able to introduce you to an association or a regular gathering of that group.
Offer to speak to them on successful financial planning, or life insurance, or estate planning (whatever is your zone of expertise) with a view to helping them achieve their goals.
Think about it. Historically, it takes about two to three one-on-one interviews, to make a client. So, if you can speak to ten willing listeners at one sitting, or standing, you could get as many as five new clients, assuming your presentation fits your audience.
Remember, as you chose your audiences; you can't help but succeed in gaining new clients .
The best way is to start on a personal speaking tour. Decide on the kind of people with whom you want to do business. Then find their groups, associations, professions, etc. and make it your business to get in front of as many of them as you can at one time, to tell your wonderful story.
Find a friend or client in your chosen areas and enlist his or her help to get you there.
If you want to fill your "people to see" file, JUST DO IT!
During his nearly 40 years in the life insurance busness, Norman Gilbert, CLU, CHFC, CFP, achieved Life Membership in the MDRT, qualified twice for the Top of the Table, and four times for the Court of the Table, so, obviously he knows how to prospect successfully.

Related Articles
  2011 Springer Turkey Challenge Feeds 10,000 in Sacramento Community This Holiday Season
  The Turkeys We Send To D.C.
  A Turkey Vulture?
  Sales Training – How Top Salespeople Can Stuff Their Sales Funnel
  Duncan Hines Quotes

Article Tags:



Related Forum Posts
Book: Talking From 9 to 5 - Book: Talking From 9 to 5: How women's and men's conersational styles affect who gets heard, who gets credit, and what gets done at work Deborah Tannen, PhD 1994 You say something at a meeeting, it is ignored, then someone else says the same thing and everyone embraces it as a marvelous idea. You devote yourself to a project but don't get credit for the results. You work around the clock to avoid a crisis, but your efforts are not recognized because no one notices a crisis that never occurs. YOu give what you think are clear instructions, but the job is not done, or is done wrong. ... Work is a special world because as we talk to get our jobs done, we are also being evaluated. How we get others to do what we want, and how we accept or avoid responsibility for mistakes, display or challenge authority, reveal or conceal what we don't know -- all affect how we are regarded and rewarded. TOC 1. Women and Men Talking on the Job 2. "I'm sorry, I'm not apologizing": Conversational rituals 3. "Why don't you say what you mean?" Indirectness at work 4. Marked: Women in the workplace 5. The glass ceiling 6. "She's the boss": Women and authority 7. Talking up close: Status and connection 8. What's sex got to do with it 9. Who gets heard? Talking at meetings References Index
Re: Underground Restaurant - Turkey too is going to build an uderground hotel in Istanbul. They say that it will be the fist undergound hotel in the world, but I learnt that there are already such hotels in Florida, Dubai etc.
Social Media Marketing Category... - I agree that a social media marketing category would be useful and added my vote. I would include "bookmarking" sites in the mix as well. Such a category would be useful for several reasons: 1. Talking about SMM, its purpose and networking strategies and tips. 2. Discussion of the various SMM sites. 3. New about new sites and developments. 4. Helping to build each others SMM networks.
Re: 7 Strange Japanese Inventions - Wait a minute, the "Japanese smile" is itself a kind of mask! So now we have a mask behind a mask with a smile (or grimace or hideous grin) on the face of it (the mask). Talking of masks and faces, have you read the novel The Face Of Another by Japanese novelist Kobo Abe? It is all about how a man loses his face in a lab accident, and has a life-like face mask made... an exploration of face and identity...
Re: What Franchisors Want From Franchisees - In my experience one of the things franchisors look for is the professionalism of a candidate. I have run across quite a few times where I had a candidate looking a certain franchise and the other person that was looking at the same territory made their decision first and my client was left without a territory. That being said, my client did make their decision, it was just a day too late, but we didn't know that at the time, so the franchisor went to the drawing board and without overloading the market figured out a way to create 2 territories by moving the 1 territory over and establishing another one. Both franchisees were happy and the franchisor got a 2fer. Talking with the franchisor afterward they told me one of the main reasons they did that was because of the responsiveness of my candidate. They say this was very professional and it wasn't just the $$ that made them create the additional territory, although I am sure that played a part, but they really worked with all of the existing franchise owners and the new one and my candidate to get this done.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Making the Most of Your Trade Show Experience

The Substance Abusing Employee

The Biggest Domain Name Myth

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.