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‘Turning Your Clients into
Your Sales Force’
- The Persuader’s Referral Mastermind
for the financial services sector
How stiff is the competition in your marketplace?
The financial services sector is one of the most regulated industries in UK. To add to this the level of competition is very intense. Your competition is coming from Financial Planners, Independent Financial Advisors (IFA), Insurance brokers, Mortgage brokers, Accountants, Solicitors and even the High Street banks.
More and more financial services professionals are turning to referrals and word-of-mouth recommendations as a cost-effective and time-effective way of gaining quality business.
If you are getting recommended by clients or your network, how qualified are your referrals?
What is your prospect to client conversion rate?
What value are you creating for your client – transactional or lifetime?
Are you getting frustrated with clients who are determined to buy just the one product, e.g. a mortgage, a pension, etc? Therefore, it will come as no surprise that many financial services professionals have turned to becoming product vendors. On the other hand, the top 3% of high-fee earners in financial services have moved away from this model.
How can you transform your self from being a transactional salesperson into a trusted advisor?
How confident are you in asking your clients for referral or are you leaving money at the table?
63% of trained sales professionals do not ask for the sale either out of fear or because they don’t know how. Therefore, once again, leaving money at the table. Research has proven that over 87% of financial services professionals are not asking their clients for referrals – for the very same reason above: fear and not knowing how.
How much of your earnings are you letting slip through your fingers by not asking all your clients for referrals?
How successful are you at acquiring your dream clients?
Most financial services professionals would give an arm and a leg to get that million-pound dream client. Very few act on it. The reasons given are as wide and varied as there are financial advisors. The fact of the matter is many financial services professionals are not aware of that million-pound client as being attainable; whilst others have no idea as to who can refer them.
Would you like to work hard and get rich or
would you prefer to work less and earn more?
How powerful is your referral strategy?
In fact, have you got one? Or are you leaving it to chance by hoping that your network group will offer you everything you need in the next 12-18 months? The trusted advisor knows when their clients are receiving value from them in two ways. Firstly, they listen to their advice and, secondly, they give a multiple stream of referrals.
How much impact is your referral strategy
having on your business?
“Chatting after the formalities I learned that your inspirational speech was very well received by all and perceived as most relevant to the whole thrust of the presentation.
Personally I found your remarks stimulating and delivered with the very passion that you were encouraging your audience to embrace within their own business.”
John L Andrews,
Chairman, Advantage Business Angels
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Does your strategy turn you into a hunter, a worker or a farmer?
The hunter is an individual who proactively goes out to find new clients by using all the marketing weaponry available to them. This includes asking for referrals. Their end game is increased sales at any cost.
They are willing to jeopardise their relationships for their personal financial game. They take a scattergun approach to honing on their targets. Time is money for the hunter. He spends most of his time seeking new opportunities and some of it with his clients and very little with the people in his life who really matter.
The farmer on the other hand proactively plants his referral seeds wisely into well-cultivated soil. He then nurtures, nourishes and, in season, reaps his harvest. His aim is to earn the trust of his client so that his client is only too happy to help the farmer enjoy another great harvest in the next season.
The farmer will not entertain a relationship with all and sundry. He will hand-pick his clients and help their clients achieve their financial dream. The farmer invests a most of his time in nurturing his clients to give them the best he can offer. He also spends a lot of time on golf courses and being with his family.
The worker is someone who places a lot of time and energy into toiling his crops. He doesn’t care so much about planting new seeds every season. He thinks that there are plenty of crops to keep him happy. In fact, he thinks there are enough crops on his land to keep him and his family fed forever.
He wants the best for his clients and spends a lot of time in cultivating them. The worker spends a lot of time at work and little time with what matters most too him, including his family and social life.
“I think anyone who would like to improve their sales would benefit from attending this (GiS MAP) seminar”
Simon Zutshi,
Founder, Property Investors Network
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Have you identified what matters most to you?
By the end of this 12-month the Persuader’s Referral Mastermind, you will have discovered:
- How to identify your true purpose
- How to create a compelling vision of your success
- How to motivate your clients and your team to buy into your vision
- How to create a referral strategy that will transform your earnings dramatically
- How to become a trusted advisor
- How to create life-time value with your clients
- How to effectively motivate your internal and external clients
- How to become a financial coach
- How to multiply your commission and your fee-income by over 300%
- How to become more emotionally intelligent
- How to present more effectively to your clients
- How to speak in public with ease
- How to turn speaking opportunities into client opportunities
- How to manage your opportunities
- How to identify your Star prospective clients
- How to save money by recognising prospects who will steal your time
- How to understand buying psychology
- How to handle customer resistance and do away with objections
- How to gain your client trust
- How to effectively and ethically get your clients to pass you referrals – and keep them as clients!
- How to carve your niche and become the seen as the leading authority in your market
- How to be branded as the expert
- How to dominate your niche
- How to use language that will empower your client meetings
- How to be inspired and to inspire your team
“Harun, your energy and passion created an inspirational evening for the 120-strong audience. I could tell that the audience were keen to take action from what they heard because of the numbers of people who were taking notes as you spoke.”
Dalia Ahmed,
Commercial Manager, HSBC Bank Plc
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The key benefits you will reap from joining the Mastermind are:
- Eliminate time wastage by applying simple, yet highly effective sales strategies
- Save money on inappropriate expensive marketing campaigns that don’t work
- Guarantee you not only survive the competitive arena – you thrive
- Supercharge your fee-income and commissions and enjoy better profit margins
- Develop your competence and confidence in selling by natural methods
“My sales went from £5k per week to £9k per week”
Nomi Said,
Powerhouse
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How do you join this programme?
Simple. If you are serious about transforming yourself from a product vendor to a trusted advisor, then send an e-mail to harun.rabbani@gis-salesclub.com
and Harun Rabbani will contact you directly.
Or call Harun on 0121 2490697 or 07813 672342
Harun's standing ovations
Sometimes it is important to judge people by actions, not words. Harun has always been a great guy to talk to, to network with and work with. I have heard that he has also delivered some fantastic training to BRE members.
But when I personally needed him to deliver... and refer me to a MAJOR contact... he did exactly what he promised.
That's when you ultimately decide whether or not to give someone a strong testimonial. Thanks mate!
Andy Lopata,
MD, Business Referral Exchange (BRE)
Okay, I used to hate sales people. Harun showed me how to sell with integrity, with passion and with ease. His referral-based selling workshops are just enlightening. I am proud to work with this man.
David Hyner,
MD, Stretch Development
His knowledge of selling is strong. He too has more than a few battle scars and in his field many successes….
…His behaviour speaks louder than his words.
Marcus Cauchi, Sandler Sales Institute.
With it, on the pace, aware. Harun is someone I want to spend more time with.
Thomas Power,
Chairman, Ecademy
If you have ANYTHING to do with sales, influencing people, negotiating, or if you face any kind of challenging targets in your business life…make it one of your primary objectives to talk to Harun Rabbani – sooner rather than later. He will make you think about things in a totally different way…make you forget everything you thought you knew about selling and influencing people!
Inspiring…fascinating. An entrepreneur…a connector. And to top it all, a thoroughly nice bloke.
Steve Lane,
Ology
Harun is a great public speaker who puts people at ease but also manages to be inspirational and thought-provoking. He is a great sales trainer as he has ‘been there and done it’ himself. He turns selling into an art form.
Geoff Cox,
Chairman, Business Over Breakfast (BOB) Clubs
Harun is an inspiration to all who know him and work with him.
He’s a lovely lad.
Harun’s mum
How to connect with Harun:
By email: harun.rabbani@gis-salesclub.com
By telephone: 0121 2490697
By mobile: 07813 672342
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