To me, a "great" presentation is one that is full of financial insights, economic indicators and a hundred and one way on how to create a market responsive financial portfolio - one that is designed to take advantage of what I believe is the evolving market trend
I see every presentation as an opportunity to demonstrate to prospects how knowledgeable I am in the field of financial advisory and expects them to give me their business on this basis
How wrong am I !!!, in my first month as a newly minted advisor, I got a big fat "ZERO" production result
Prospects don't care how much you know! they would only start listening if we, as financial advisors start "caring" about them! their current financial situation, things that matter to them, their financial goals and aspirations
a financial presentation is not an opportunity to showcase what we know, but an opportunity to get to know the prospect better and finding the most appropriate financial solutions given this understanding
a great presentation should be "client centric"!
I made the big switch in September, instead on focusing on various ways to plan for retirement, I spend most of the time talking to prospects, asking questions to understand their expectations of what constitute a comfortable retirement
instead of talking about how great my medical insurance is, I asked about their fears and concerns with regards to the rising cost of critical illness treatments and how ready are they to address this
in just a month I was able to produce the necessary quarterly business requirements to qualify for a gold medal, graduating to platinum in the succeeding quarter and MDRT by early December
This is the first lesson I learned being in the field as a financial advisor
its not about what we know, its all about what we know about the prospect! this is how we earn the privilege to give financial advice
all the best my friends!
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