<h2>Heading 2</h2>
Financial advisors are in the midst of a transition to working remote because of the novel coronavirus and social distancing. For sales professionals, nothing beats a face-to-face interaction. The keys to a successful sale relies on that individual or business knowing, liking, and trusting you. It&rsquo;s not easy to accomplish all three of those factors when you can&rsquo;t physically shake someone&rsquo;s hand or look them in the eye when they&rsquo;re talking about financial security 10, 20, 30+ years down the road.
What seems elusive is now attainable. Our 4 week bootcamp can help you create breakthrough production to reach that next level in your practice. <a style="color: #d1b42d;" href="www.taylormethod.com/bootcamp">Click Here to Learn About the 4 Week Bootcamp</a>.
Peace of mind and security is what we sell, which at this point is <a href="https://www.forbes.com/sites/advisor/2020/03/12/consumers-panic-shopping-for-life-insurance-in-the-face-of-coronavirus/#5f2b12a36a6f">heightened even more</a> with fears of the novel Coronavirus (COVID-19).
<h3>Heading 3</h3>
This is why we just can&rsquo;t stop the work we do. We must be &ldquo;out there&rdquo; even more to assist our prospective clients.
<ul>
<li>
But what can we do if we can&rsquo;t physically be &ldquo;out there&rdquo; to see people? Many companies across the world have incorporated a &ldquo;work from home&rdquo; model for years now.
</li>
<li>
Some companies, like Zapier, have a 100% virtual workforce. Other, much larger, Fortune 5000 companies have incorporated a &ldquo;work from wherever you want&rdquo; model, as long as the work gets done.
</li>
<li>
Some companies, like Zapier, have a 100% virtual workforce. Other, much larger, Fortune 5000 companies have incorporated a &ldquo;work from wherever you want&rdquo; model, as long as the work gets done.
</li>
<li>
Some companies, like Zapier, have a 100% virtual workforce. Other, much larger, Fortune 5000 companies have incorporated a &ldquo;work from wherever you want&rdquo; model, as long as the work gets done.
</li>
</ul>
To implement these models successfully, it requires discipline from your workers, but more importantly, total buy in from leadership and access to resources.
<ol>
<li dir="ltr" aria-level="1">
Come up with new thumbnail ideas
</li>
<li dir="ltr" aria-level="1">
Can you repurpose them in any way? Carousel idea?&nbsp;
</li>
</ol>
<h4>Heading 4</h4>
Personally, I&rsquo;ve been working virtually for over 8 years, so I know a thing or two about how to get things done when you&rsquo;re out &ldquo;on an island&rdquo; and your team is spread out all over the world. With colleagues as close as a few miles away and as far as Ukraine (I&rsquo;m in Los Angeles), keeping it all together requires the right balance of resources and leadership.
Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board.
<h5>Heading 5</h5>
Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board. Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board.
Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board.
<h6>Heading 6</h6>
Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board. Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board.
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Here are 3 things that will help advisors transition to &ldquo;working from home&rdquo; while we get through this indefinite quarantine (social distancing) happening across the board.

Here’s How Financial Advisors Can Transition to Working Remote (joke)

Any &ldquo;objection-free&rdquo; sales process starts with a thorough fact-finding conversation. As insurance and financial services professionals, we&rsquo;ve been trained to work by appointments and to chase the metric of at least 3 per day; anything less isn&rsquo;t successful. Not to say that way of thinking doesn&rsquo;t work, but is it the most efficient? I believe advisors should focus on having more conversations. You can have way more conversations than you can have appointments. Instead of thinking in terms of appointments, try thinking along the lines of, I must have as many informal fact-finding conversations as possible during my work day. In our ebook Your Roadmap to Success, we highlight 8 sample fact finders and provide you with a form to use as a checklist of questions to ask when trying to close a new client. You&rsquo;ll get access to: &ndash; A webinar training &ndash; You&rsquo;ll learn how to see previously hidden opportunities &ndash; Sample one-liners to use to start the conversation Those are just a few; our ebook shares more information and will streamline your closing process. It&rsquo;s the easiest way to get all the information you need to ensure an objection-free close. If you haven&rsquo;t yet, make sure you grab it here: <a href="https://www.thetaylormethod.com/ebook">Your Roadmap to Success: The Powerful 4-Step Guide to Growing Your Insurance and Financial Services Practice</a> Think about the imagery associated with appointments&hellip; What comes to mind when you hear that word? Your doctor or dentist? Yea, probably not something that excites you. People don&rsquo;t want to come see you for an appointment. That&rsquo;s why informal fact-finding conversations work so well; and not only when you have an appointment, you can turn everyday encounters into a prospecting conversation: &ndash; Parent-teacher conferences. &ndash; Standing in line at a coffee shop. &ndash; When a prospect calls to inquire about your services&hellip;don&rsquo;t just answer their question, turn it into a conversation. Are you starting to see the opportunities? They are endless. I&rsquo;m sure you can think of countless other scenarios that I haven&rsquo;t mentioned. We live in a world that has more opportunities than any time in history. It is one of the best times to be a financial advisor. &ndash; Eszylfie Taylor

How To Have an Objection Free Close…

Anthony Navarro had no sales experience when he started his career as a 21 year old. His eventual manager actually told him NO the first time he went in for an interview, and his persistence and drive began to grow each day thereafter!&nbsp;
For 4 straight months, he hounded this manager until he eventually was hired, and that same persistence got him promoted to manager half-way through his first year at one of the top financial services firms in the country.&nbsp;&nbsp;
<h2>THE FIRST 12 MONTHS</h2>
Anthony obviously did well for a first year advisor if they promoted him to manager, but he still was nowhere near where he wanted to be. He made $36,000 in first year commissions, though too many of those cases didn&rsquo;t take, fell off, or were declined.&nbsp;
It was the classic &ldquo;leading with product&rdquo; mentality and telling clients &ldquo;what they should get&rdquo; approach. His case sizes varied from $200/mo to $500/mo.&nbsp;
The one thing Anthony did extremely well was to have consistent activity. He was not afraid to hear &ldquo;NO&rdquo; and it didn&rsquo;t stop him from approaching the next prospect. Taylor Method or not, this is a critical aspect of the business for any financial advisor who is starting out &ndash; thick skin!&nbsp;
One way to attain thick skin is to have the right mindset about the work you do, which Anthony&nbsp; had from the beginning. He knows the work he does is noble and he truly believes that he can help people. It sounds so simple, but overcoming this belief conflict is not just important, it&rsquo;s required to succeed.&nbsp;

Taylor Method Helps Second Year Advisor Triple First Year Commissions in 3 Months

Johnathan Burgess is less than 2 years into the business as an Agent with American National, and was looking for a way to improve his life insurance production. Initially focused primarily on Property &amp; Casualty (P&amp;C), he understood the need and value of life insurance, but didn&rsquo;t have the language, process, or mindset to relay that need and value to his prospects. It was only when he heard Eszylfie Taylor speak at an event in Destin, Florida, that he knew he&rsquo;d found the missing link.
From the start of his career in November 2018 to the end of October 2019, Johnathan had done $35,000 in total life premiums. Since joining the Taylor Method, Johnathan has done nearly $60,000 in life premiums in just 1 &frac12; months! (and there&rsquo;s still all of December left!)
 &nbsp;
<h3>How He Did It</h3>
The biggest shift in mindset that Mr. Burgess had was the belief conflict. Things clicked for him when Eszylfie said &ldquo;Nobody&rsquo;s doing you a favor by meeting with you. You&rsquo;re doing THEM a favor.&rdquo;
What he means is, if you don&rsquo;t close that deal, you&rsquo;re not liquidating your business or firing your staff. You&rsquo;ll move on to the next client and do what you can to help them. Your clients, however, are the ones who might have to close down their business, sell their home, or find another job if calamity hits.
The next important piece of information for Johnathan was the <a href="https://www.taylormethod.com/training-materials/#determining-the-value-of-scheduled-appointments-2898">Value of Scheduled Appointments.</a> His number is $613, which means, every booked appointment, no matter if the meeting happens or not, is worth $613. &ldquo;How could you not dial for appointments?!&rdquo; Johnathan says.
Finally, the language! Mr. Taylor&rsquo;s &ldquo;objection-free sales process&rdquo; in combination with enough appointments and the right mindset was the true game changer.
<blockquote>
Says Mr. Burgess, &ldquo;I attribute ALL my success to it. I didn&rsquo;t have the language. Eszylfie has the language. He&rsquo;s helping me help other people. If you go into a meeting with sincere intentions and Eszylfie&rsquo;s language, there&rsquo;s no way you don&rsquo;t close.&rdquo;
</blockquote>
The language and process helped Johnathan get to the core of a client&rsquo;s needs, goals, and objectives. It allowed him to address objections before they happened!
There&rsquo;s no mention of a carrier or a specific product in any of the teachings, which makes these concepts transferable to any agent or advisor, from any part of the world!
 &nbsp;

How a 23-Year Old Agent Increased his Life Insurance Production 13x in Less Than 2 Months

If you&rsquo;ve been a financial advisor for long enough, you see the impact your work has on people by now. You see how it gives families peace of mind. How it helps business owners save money. How some clients are seemingly unaware of the concepts and ideas you shared and relieved that they had that discussion with you.&nbsp;
This is real life impact.&nbsp;
We&rsquo;re so close to the information we know that it&rsquo;s easy to think successful people also know it. This is a misconception. Ask yourself, &ldquo;What are they successful at?&rdquo; If it&rsquo;s not financial advising, then you can add value.&nbsp;
<h2>ADDING VALUE</h2>
This is where we make a living. It&rsquo;s up to us to be educators, analyzers, and solution finders.&nbsp;
When you first start out, you know 5% of what there is to this business. As you survive the early years, you become more knowledgeable with products and how they work.&nbsp;
Then you become good at product selling but are susceptible to being stuck at the same commission level for years.&nbsp;
Why is that?&nbsp;
<h4>Well, product selling is inherently flawed, because of 2 reasons:</h4>
1. You&rsquo;re going to get more objections
2. You&rsquo;re going to leave money on the table
On top of this, you&rsquo;re doing the client a disservice by not pointing out other gaps in their planning.&nbsp;
If these aren&rsquo;t reason enough to change the way you work, I don&rsquo;t know what is.&nbsp;
<h2>THE BEST ADVISORS</h2>
So what do the best financial advisors have in common?&nbsp;
1. They provide solutions as opposed to selling products
2. They have a strong process with language that is proven and repeatable
3. They have thick skin and a positive mindset &ndash; in other words, CONFIDENCE!
When you put these 3 things together, you&rsquo;re going to be an unstoppable financial advisor.&nbsp;
The first step to all this is building your confidence. The way you build confidence is by having a process you can get behind. Language you can easily remember and repeat. (Product knowledge is also important but more so the features and why they can be a solution to your clients problems. You don&rsquo;t need to memorize every detail!)
Beyond that, do joint work &ndash; A LOT of it! Find a mentor (we can help). Set goals and break them down to achievable milestones (i.e., daily).
&nbsp;

Three Things the Best Financial Advisors Have in Common

Winning in sports is the ultimate example of team building and leadership gone right.
Most of you watched Super Bowl LVI yesterday, which looks like it&rsquo;s going to end up being the most watched Super Bowl of all time. I&rsquo;m seeing an estimate of 117M viewers, though that&rsquo;s an unofficial number.&nbsp;
Not only was the Super Bowl in my hometown of Los Angeles this year, but the winning team, the Los Angeles Rams, had quite the &ldquo;all-in&rdquo; storyline this year, and I cannot help but see some correlations to how we advisors build teams and lead.
<h2>TALENT ALONE IS NOT ENOUGH</h2>
​Matthew Stafford, the winning quarterback, spent a decade in Detroit before being traded to the Rams and winning a Super Bowl in his first year here.
For context, he departed as the Detroit Lions&rsquo; all-time leader in completions (3,898) passing yards (45,109), passing touchdowns (282), and quarterback wins (74) &mdash; took the franchise to three playoff appearances in his tenure, but the team failed to win a playoff game, going 0-3.​​​​​
Now, this is not going to be a Detroit Lions smear campaign, but you can look up a decades worth of decision making and not working to keep or get the best talent to surround Stafford. Two Hall of Famers​ (Barry Sanders and Calvin Johnson) in Detroit basically decided to retire than to keep putting their bodies through a rigorous season knowing they didn&rsquo;t have what it took to win.
So how was Stafford able to win in his first year as a Los Angeles Ram?
<h3>Surrounding Talent​</h3>
It&rsquo;s rare you see a super star in any league carry a team to a championship with average talent around him/her.&nbsp;
Was this Super Bowl win always there for Stafford all those years in Detroit? Probably.
The fact that the Rams put players around him that are just as talented, or even more talented than him was crucial.&nbsp;
Why is this point important for us financial advisors building our own practice?
​Let&rsquo;s say you&rsquo;re a newer advisor, but a high performer and can produce, on your own, $300,000 a year, comfortably.
You&rsquo;re great at selling. That&rsquo;s what you do! Now how do you get from $300,00 a year to $600,00? We all know you can&rsquo;t just put in double the time, because you will eventually run out of time. And you cannot trade time for dollars. That is a recipe for failure.

Lessons in Team Building and Leadership from Super Bowl LVI Champion Los Angeles Rams

When it comes to prospecting, one of my favorite sayings is, you have to chase squirrels and rattlesnakes while you hunt buffalo&hellip;.
You&rsquo;re probably thinking, Eszylfie, what the heck does that mean? 
It&rsquo;s quite simple; squirrels are small deals, and buffalos are larger ones.
The positive side of landing a huge deal is clear, more <a href="blog/recent/how-to-start-selling-insurance/">money for your insurance business.</a> One deal can mean hitting your revenue goals for the entire month! However, getting fixated on closing a &ldquo;buffalo&rdquo; size deal can be detrimental to your business.
For one, closing one typically takes a lot of work, time and probably needs to be approved by several decision makers.
It can be a massive headache despite the potential reward. The keyword is &ldquo;potential.&rdquo; You could spend tons of time working a deal only to end up not closing it; which happens to even the most skilled salesperson. By spending tons of time chasing one deal that doesn&rsquo;t close you&rsquo;ve lost time that could have been spent closing other small deals to keep your business running.
Let&rsquo;s say; you do end up closing a few big deals, if you continue to make buffalo hunting your focus it will eventually catch up to you in the form of revenue peaks and valleys. There are just too many variables at play when it comes to closing a large deal; such as having to coordinate with their CPA&rsquo;s, lawyers, business partners, and not to mention the challenges you might face with underwriting and the approval process.
Small deals aren&rsquo;t as glamorous, but they are more likely to come in because it&rsquo;s easier to get a prospects buy in when there&rsquo;s typically only one decision maker. 
Small deals keep your business running because consistently closing prospects means you&rsquo;ve found your sweet spot; it also means that your process can be replicated and scaled up. Imagine where you would be if you had a track record of consistently closing deals?
I still have my ledger book from my first years in the business, and I&rsquo;ll pull it out to show advisors the $50 a month deals I used to write when I started out. It&rsquo;s what kept the lights on for me while I got better and could <a href="https://www.thetaylormethod.com/training-materials/#prospecting-up-2-2901">prospect UP</a> to reach the type of clients I desired.
As a financial advisor, if you focus solely on fewer large accounts and one of those disappears, the consequences can be devastating. That&rsquo;s why you should be pushing hard to catch squirrels and expose your business to as many people as possible while nurturing the smaller clients as well. Those squirrels will be your initial bread and butter, so make that your focus. 
Don&rsquo;t get me wrong; this article wasn&rsquo;t meant to dissuade you from pursuing large deals 100% of the time. It&rsquo;s OK to pursue them but take advantage of the easy pickings along the way.
Sales shouldn&rsquo;t be risky. If you&rsquo;re finding yourself putting everything on the line for one deal, you&rsquo;re doing it wrong. You can make an excellent living for yourself if you discover the lowest hanging fruit and replicate your closing process repeatedly.
&ndash; Eszylfie Taylor

When it comes to prospecting, one of my favorite sayings is, you have to chase squirrels and rattlesnakes while you hunt buffalo….

The Prospecting Strategy That Will Keep Your Business Running Smoothly

No matter where you&rsquo;re at in your career, your end game should be to create an endless stream of referrals. I&rsquo;ve had several experts help me over the years, and one of the biggest tips I received from them early in my career was to stop chasing cold leads. 
You might be rolling your eyes right now thinking this is high-level mumbo jumbo advice, but before you tune out, keep listening. Obviously, when you&rsquo;re just getting started, you need to hustle hard to get momentum; that will probably include reaching out to cold leads, which is understandable. However, you need to set yourself up to get leads without having to manually push buttons every day or else you&rsquo;ll hit a plateau.
Growing your practice can seem like a daunting feat or like you&rsquo;re spinning your wheels, but believe it or not, right now is one of the best times to be a financial advisor. The U.S. Bureau of Labor Statistics predicts the field will grow by 27% through 2022&mdash;nearly double the 14 percent growth rate projected for U.S. occupations on average. &nbsp;This translates into more than 60,000 new jobs in addition to the almost 225,000 that existed in 2012.
That&rsquo;s incredible growth and massive opportunity. It&rsquo;s also a reflection of how much demand there is for advisors. Ironically, even though it&rsquo;s an industry with a lot of demand, most advisors don&rsquo;t reap the monetary benefits; so how can you make sure you get a piece of the pie, level up financially and be on top?
In my previous referrals post, I talked about being direct and asking for referrals. Today I want to talk about building your network. You need to meet other experts in different industries because they can send you referrals. Warm leads are the best leads because their closing ratio is 60%. 
Partnering with other experts is key. A lot of firms want to provide certain services, but they don&rsquo;t have anyone in house. They&rsquo;d be more than happy to pass their lead to a trusted partner.
Maybe you&rsquo;ve been trying to network and create referral partnerships, but nothing has come through. The concept of networking is simple, but the execution can be tough because relationship building is a long game. At The<a href="blog/recent/how-to-start-selling-insurance/"> Taylor Method</a>, we realized this was a major problem for most advisors, and that&rsquo;s why we created The Taylor Method &ldquo;Ask The Experts&rdquo; network. It&rsquo;s a directory of trusted advisors that other industry experts can collaborate with. Our directory combined with <a href="training-materials/#creating-new-contacts-and-asking-for-referrals-2973" target="_blank" rel="noopener">powerful sales language is what I used to grow my practice organically to a Top of the Table level. </a>
Our &ldquo;Ask the Experts&rdquo; network includes live webinars where we bring industry leaders from a myriad of backgrounds to discuss their expertise and how you can leverage their service in your practice. If you are an expert not in the field of financial planning,<a href="resources/experts/" target="_blank" rel="noopener"> then I encourage you to join our network.</a> 
We help our experts offer a full-service experience to their customers while giving advisors the opportunity to get qualified leads.
&ndash; Eszylfie

No matter where you’re at in your career, as a financial advisor your end game should be to create an endless stream of referrals.

How To Easily Get More Referrals (HINT: You Can Do This TODAY)

One of the most common objections advisors get from prospects is the dreaded phrase, &ldquo;I&rsquo;ll call you later.&rdquo; A lot of financial advisors struggle with this one because they think their prospect isn&rsquo;t saying no, and so they don&rsquo;t know how to respond appropriately. They end up saying something along the lines of &ldquo;ok, thanks for your time.&rdquo;
That&rsquo;s not a good response. Most objections are a knee-jerk reaction from people who don&rsquo;t see the value in working with you. 
Check out this video where I discuss how to overcome &ldquo;I&rsquo;ll call you later&rdquo;: 
<iframe src="https://www.youtube.com/embed/Xh87eaYMARs" width="560" height="315" frameborder="0" allowfullscreen="allowfullscreen"></iframe>
Key points from the video:
Ask what &ldquo;later&rdquo; means, because it means something different to everyone. If you do that, you&rsquo;ll always book follow-up meetings. 
Asking what &ldquo;later&rdquo; means will also prevent you from bothering your prospect by following up too quickly. If their &ldquo;later&rdquo; means two months and you call them in two weeks, they probably won&rsquo;t be happy. 
On the other hand, you don&rsquo;t want to miss out on their business because you took too long to follow-up. Someone else&rsquo;s &ldquo;later&rdquo; could mean tomorrow, and if you wait a month, you could miss out.
Example responses to &ldquo;I&rsquo;ll call you later&rdquo;:
<hr>
<div class="_form_19">&nbsp;</div>

<script type="text/javascript" src="https://thetaylormethod19853.activehosted.com/f/embed.php?id=19"></script>

<hr>
<blockquote>
&ldquo;If I don&rsquo;t hear from you, what is a better time to follow-up?&rdquo; 
&ldquo;People tend to tell me &lsquo;I&rsquo;ll call you later&rsquo; because they are too polite to say they&rsquo;re just not interested. Is that the case here?&rdquo;
</blockquote>
If they say yes, then now you know. 
If they say no then schedule a follow-up, or find out what they need to make their decision.
At the end of the day, the best way to eliminate this objection up front is to assess their needs at the beginning of your conversation properly. It&rsquo;s important to find out why they called and what they&rsquo;re looking for as a solution. Be preemptive by saying something along the lines of,
<blockquote>
&ldquo;I&rsquo;m not trying to overload you with questions, but once I have an understanding of what your needs are, I&rsquo;ll be able to make sure we can offer the right solution. If we can&rsquo;t, I&rsquo;ll point you in the right direction of a company that can. Does that sound alright?&rdquo;
</blockquote>
It&rsquo;s a great way to be upfront with your client, and it shows them that you care about their needs. You always want to be in control of the <a href="blog/recent/how-to-start-selling-insurance/">insurance sales</a> process; not asking the right questions, and not knowing where you stand with your prospect or what the next steps are will lead to missed opportunities. 
Remember this, If you ask people what they want, they will tell you, and when you give it to them, they will buy. Selling is as simple as that. 
What strategies have you found helpful in regards to overcoming sales objections?

How To Address The Dreaded 3 Words “Call Me Later”

Financial advisors fall into 1 of 3 categories:
Sole practitioner (Independent Advisor), small business (Agency) owner, or they work for a large firm (carrier).
There&rsquo;s one thing that they all have in common&hellip;Their reputation.
It doesn&rsquo;t matter how you make a living as an advisor; your growth is heavily reliant on your reputation. It&rsquo;s your biggest <a href="blog/recent/how-to-start-selling-insurance/">sales</a> generator. I always say, when you do a good job, your client will tell 1 or 2 people, but if you do a bad job, they&rsquo;ll tell 10 people.
That&rsquo;s why today I want to talk to you about Yelp. It&rsquo;s the largest platform for consumers to get reviews about local businesses.
It&rsquo;s important because it&rsquo;s one of the best ways to spy on your competitors and find out what they&rsquo;re doing well and wrong. We checked out a few pages for financial advisors to see what their clients had to say and shared them below.
You&rsquo;ll see that there are only a few core elements needed to put yourself leaps and bounds over most advisors.
Example #1: Sole Practitioner 110 Reviews and 5-Stars
<img src="https://dxgndrh56husv.cloudfront.net/images/blog/Sole-Practitioner-1.png" alt="" width="1364" height="623" data-mce-id="__mcenew">
Core elements that contributed to a positive client experience:
The advisor took the time to understand their client&rsquo;s needs. Most likely he asked fact finding questions and actively listened to what they had to say; that was how he was able to come up with a custom plan.
He also took the time to teach and help them understand their financial situation. The less blind spots your clients have, the better.
Example #2: Firm 19 Reviews 5-Stars
<a href="https://www.thetaylormethod.com/wp-content/uploads/2017/08/Agency.png"><img class="alignnone size-full wp-image-5036" src="wp-content/uploads/2017/08/Agency.png" sizes="(max-width: 1362px) 100vw, 1362px" srcset="https://www.taylormethod.com/wp-content/uploads/2017/08/Agency.png 1362w, https://www.taylormethod.com/wp-content/uploads/2017/08/Agency-300x217.png 300w, https://www.taylormethod.com/wp-content/uploads/2017/08/Agency-768x555.png 768w, https://www.taylormethod.com/wp-content/uploads/2017/08/Agency-1024x741.png 1024w, https://www.taylormethod.com/wp-content/uploads/2017/08/Agency-180x130.png 180w" alt="agency" width="1362" height="985"></a>
Core elements that contributed to a positive client experience:
This client waited an entire year before writing a review, so the advisor provided a positive customer experience for a whole year! He was consistent, and that is key.
The client used the phrase &ldquo;held our hand,&rdquo; that speaks to the advisor&rsquo;s patience, and willingness to help his clients learn.
Tip: Take a look at the Yelp votes, it shows what reviews people found helpful. That&rsquo;s useful because it reinforces what is important for clients on the search for a financial advisor.
Example 3: Commercial Firm (State Farm) 14 Reviews 4-Stars
<a href="https://www.thetaylormethod.com/wp-content/uploads/2017/08/Statefarm.png"><img class="alignnone size-full wp-image-5037" src="wp-content/uploads/2017/08/Statefarm.png" sizes="(max-width: 1350px) 100vw, 1350px" srcset="https://www.taylormethod.com/wp-content/uploads/2017/08/Statefarm.png 1350w, https://www.taylormethod.com/wp-content/uploads/2017/08/Statefarm-300x116.png 300w, https://www.taylormethod.com/wp-content/uploads/2017/08/Statefarm-768x298.png 768w, https://www.taylormethod.com/wp-content/uploads/2017/08/Statefarm-1024x397.png 1024w, https://www.taylormethod.com/wp-content/uploads/2017/08/Statefarm-230x89.png 230w" alt="statefarm" width="1350" height="523"></a>
Core elements that contributed to a positive client experience:
The advisor was knowledgeable, helpful, and affordable. It&rsquo;s never bad to be affordable and still provide a 5-star experience.
The best part of this review is that they recommend where his expertise lies, in cars and houses. That&rsquo;s one of THE best ways to get qualified leads.
It&rsquo;s pretty simple to see what these reviews have in common and what clients want:
1. A trustworthy advisor 2. An advisor that will teach and help them understand their investments 3. A knowledgeable practitioner
Example #4: Bad Review
<a href="https://www.thetaylormethod.com/wp-content/uploads/2017/08/bad-review.png"><img class="alignnone size-full wp-image-5038" src="wp-content/uploads/2017/08/bad-review.png" sizes="(max-width: 1325px) 100vw, 1325px" srcset="https://www.taylormethod.com/wp-content/uploads/2017/08/bad-review.png 1325w, https://www.taylormethod.com/wp-content/uploads/2017/08/bad-review-300x193.png 300w, https://www.taylormethod.com/wp-content/uploads/2017/08/bad-review-768x494.png 768w, https://www.taylormethod.com/wp-content/uploads/2017/08/bad-review-1024x659.png 1024w, https://www.taylormethod.com/wp-content/uploads/2017/08/bad-review-202x130.png 202w" alt="bad-review" width="1325" height="853"></a>
Core elements that contributed to a NEGATIVE client experience:
Hidden fees and lack of communication of unexplained purchases. You can only excel as a financial advisor if people trust you. Be upfront with any additional fees. You never want to catch clients off guard.
Every once in awhile check the comment section of websites and blogs to keep tabs on what other advisors are doing. You&rsquo;ll get ideas on how you can improve your service. Do your best to provide a 5-star experience to all your clients. The growth of your business and reputation relies on it.

It doesn't matter how you make a living as an advisor; your growth is heavily reliant on your reputation.

One of The Best Places To Do Client Research…YELP!

I get this question a lot from people interested in becoming a financial advisor. There are a few major roadblocks that hinder most people when beginning their journey. I call them The Three Blocks, which are:
<ol class="ol1">
<li class="li1">Learning how to solve problems and not just sell products </li>
<li class="li1">Figuring out how to generate leads </li>
<li class="li1">Learning <a href="blog/recent/how-to-start-selling-insurance/">how to close deals</a></li>
</ol>
Interestingly enough, a lot of veteran advisors still struggle with these. That&rsquo;s why I&rsquo;m going to give you an overview of how you can break through those blocks and see how easy this business can be. 
If you&rsquo;re already an advisor and you&rsquo;re struggling, today&rsquo;s post is for you as well. It might spark an idea and help you overcome mental barriers that could be preventing you from leveling up; so read on. 
<h3 class="p1">Start Here</h3>
I recommend that if you&rsquo;re seriously interested in getting started, that you get a bachelor&rsquo;s degree. It&rsquo;s a requirement if you eventually want to get a professional certification such as a CFP or CFA.
Before attaining a certification focus on getting experience! Get your feet wet by taking an entry-level job with a bank or brokerage. 
Look for a training program to prep for your exam to get your license. Typically, the cheapest/quickest/easiest way to do this is to find a local agency that&rsquo;s hiring. Most of the time they&rsquo;re willing to pay for your classes and testing fees as part of your employment agreement.
<h3 class="p1">Solving Problems and Not Just Selling Products</h3>
The road to becoming a financial advisor can be stressful, but those that stick it out for the long haul can become quite successful (many advisors I&rsquo;ve worked with now make more than comfortable living and own flourishing practices). 
<h3 class="p1">Their secret?</h3>
Providing impeccable service. Achieving success as an advisor isn&rsquo;t just about learning the ropes and getting licensed (although that is a HUGE part of it). It&rsquo;s about ethically solving the problems of your clients and not just pushing a product for the sake of the sale. Do what&rsquo;s best for your customers, and that&rsquo;s how you excel. Only make recommendations that you truly stand behind.
<hr>
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<h3 class="p1">Generating Leads</h3>
Focus on creating and perfecting a funnel that drives you inbound leads; so you only spend time talking to people that have a genuine interest in what you&rsquo;re selling. Not everybody deserves to be your client. Perfecting your lead generation process can take a while because it&rsquo;s all about testing and iterating. Consider using a combination of both online and offline methods to generate leads. <a href="https://www.thetaylormethod.com/blog/practice-management/3-ways-financial-advisors-can-generate-leads-online/" target="_blank" rel="noopener">Take a look at this article we wrote about how insurance agents can generate leads online.</a> 
<h3 class="p1">Closing Deals</h3>
Fact finding is a skill and art form that you need to master; it&rsquo;s why the top financial advisors close larger cases. They can effectively understand their client&rsquo;s objectives, motivations, and expectations, which are key factors in framing comprehensive, integrated solutions. If you can ask the right probing questions, you should have no problem with the close.
Keep in mind that when it comes to insurance, people buy for one of two reasons:
Need&hellip;Or&hellip; Greed
It is important to determine which of the two your client needs to construct the proper solution. In my <a href="https://www.thetaylormethod.com/training-materials/" target="_blank" rel="noopener">need vs. greed video</a> I explain the difference in approach. However, closing deals requires tact and not just going for the emotional sale, because that can come off as pushy and&nbsp;disingenuous. It&rsquo;s important to understand the psychological triggers behind why people buy and combine that with listening to your prospect so you can provide a solution that will genuinely help them.

There are a few major roadblocks that hinder most people when beginning their journey to become a financial advisor. I call them The Three Blocks...

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