Advisor Training Systems, LLC

Advisor Training Systems, LLC We Teach Financial Advisors How To Close Large Annuity & AUM Cases 100% Virtually Over The Phone & Internet...

MarketWatch
10/28/2018

MarketWatch

"One of the most important charts about the economy this century" -- and what it means for market volatility https://on.mktw.net/2D0QJUu

MarketWatch
03/09/2018

MarketWatch

"One of the most important charts about the economy this century" -- and what it means for market volatility http://on.mktw.net/2FMQ1bX

Timeline Photos
03/10/2017

Timeline Photos

2 Little Words to Close More Sales
03/09/2017
2 Little Words to Close More Sales

2 Little Words to Close More Sales

Are your prospects ready to buy? Eliminate the surprise factor and find out well before the close. Here's how.

Timeline Photos
03/09/2017

Timeline Photos

SEC chief rips into fiduciary rule
03/03/2017
SEC chief rips into fiduciary rule

SEC chief rips into fiduciary rule

"To me, that rule, it was about one thing and it was about enabling trial lawyers to increase profits,” acting Chairman Michael Piwowar says.

Timeline Photos
02/09/2017

Timeline Photos

What does it sound like when a Procrastination Habit meets a Perfectionism Complex? "Someday, I'm going to be AWESOME!"Y...
02/09/2017

What does it sound like when a Procrastination Habit meets a Perfectionism Complex?

"Someday, I'm going to be AWESOME!"

You might laugh (and yes it is a little funny to hear) but that one-liner represents a profound dichotomy that holds so many financial advisors (and sales people) captive from ever reaching their true potential.

So let's take a second and unpack this reality to see what we can take away and implement from it...

One of the psychological plagues in the financial services industry is the internal, mental warfare that we sabotage ourselves with whenever we give into thinking that we don't know enough, aren't good enough, and may not have the tools, skills, and knowledge we need to attract and close the type of ideal clients that we wish our file cabinets were filled with.

But when our mind dwells on these thoughts for more than a fleeting second, it can quickly turn in to a habitual thought pattern that leaves us paralyzed from taking the very action needed to move forward and achieve the mastery of those areas necessary to create the reality we so long to have.

It all starts with mindset; and in cultivating a belief system that you can do anything and be anything you want to be, so long as you are willing to take the specific steps necessary to move (daily) towards that end goal.

Two of my favorite all time quotes go something like this:

"Life begins at the end of your comfort zone."

AND

"Everything you want is just on the other side of your fears."

If you've allowed yourself to entertain a "perfectionist" mentality, it could very well be holding you hostage from taking the action you need to truly grow as both an individual and a professional, because of the fear of failure that naturally accompanies such a faulty belief system.

If you find yourself waiting to begin that next marketing project, waiting to try out that new sales script, waiting to pursue that next license or educational opportunity/certification, or waiting to step out in faith and stretch your abilities beyond your current comfort zone; that is a good indicator that your fear of failure, and your desire to execute things "perfectly" could be the main belief system that is "running the show" and holding you back.

It's been said that the secret to success is in your daily routine. So if you find yourself stagnating in your career, or are frustrated with your current progress or lack thereof; I encourage you to carefully examine the subtle but dominate thoughts that you're allowing yourself to entertain on a daily basis:

Are you waiting until the "perfect time" to take action?

Stop waiting!

Take action!

Give yourself permission to delete the fear of failure from your thinking!

Because if you're not failing, you're really not growing!

Commit to doing the small things on a daily basis that will challenge you and stretch you to always become a slightly better version of the person you were yesterday.

Read everything you can get your hands on, practice and role play your sales scripts, record your calls, challenge yourself to learn and understand advanced financial planning concepts that can solve your client's biggest needs...

But above all, give yourself permission to fail and permission to grow. Be patient and be kind to yourself along the way, and in time you will be amazed at the growth you will achieve!

Paul Spurlock
Advisor Training Systems, LLC

Donald Trump plans to undo Dodd-Frank law, fiduciary rule
02/03/2017
Donald Trump plans to undo Dodd-Frank law, fiduciary rule

Donald Trump plans to undo Dodd-Frank law, fiduciary rule

President Donald Trump on Friday plans to sign an executive action to scale back the 2010 Dodd-Frank financial-overhaul law, in a sweeping plan to dismantle much of the regulatory system put in place after the financial crisis.

good reminders...
01/31/2017
Why your potential client went MIA

good reminders...

You have a strong onboarding process and the consultation went well, but the prospect has disappeared. What went wrong? Possibly one of these five marketing pitfalls.

6-Month DOL Rule Delay Expected Within Days
01/28/2017
6-Month DOL Rule Delay Expected Within Days

6-Month DOL Rule Delay Expected Within Days

While the Department of Labor fiduciary rule may be delayed, the risk of failure to comply are too great for firms to ignore the rule, two analysts say. At any rate, a future fiduciary standard is likely in some form.

Dow cracks 20,000 milestone intraday for the first time
01/26/2017
Dow cracks 20,000 milestone intraday for the first time

Dow cracks 20,000 milestone intraday for the first time

The Dow Jones Industrial Average on Wednesday hit the psychologically significant threshold of 20,000 in intraday trade, representing a milestone for the blue-chip gauge and highlighting a relatively speedy path higher for the stock market in the wake of Donald Trump’s election win in November.

My how things change!  (Article from 2014) How does the saying go? "Those who say it can't be done shouldn't interrupt t...
01/24/2017
Virtual Advisor? Just Say No

My how things change! (Article from 2014)

How does the saying go? "Those who say it can't be done shouldn't interrupt those doing it!"

When you learn the simple process of building trust with a client even through the distance, and communicating how you are a credible problem-solver with the knowledge and insight they need to solve their biggest retirement concerns and bring about the transformation they've been searching for; clients and prospects will happily entrust their life savings to you even without ever meeting you face to face, and you will successfully roll millions of dollars of assets without ever having to meet them in person.

They key is having the training and guidance you need to install that process into your practice now, so you are positioned to thrive in this new age of ever-increasing digital expansion!

Digital tools are one thing, Dave Grant says -- but he has grave doubts about the future of totally remote financial planning relationships.

Even if the DOL fiduciary rule dies, is delayed, or modified by the new administration, you can be sure that more time-c...
01/24/2017
SEC could step up if DoL fiduciary rule is overturned, FINRA CEO says

Even if the DOL fiduciary rule dies, is delayed, or modified by the new administration, you can be sure that more time-consuming regulation will be coming either way...

All the more reason to install an effective and AUTOMATED marketing, prospecting, and client qualification process into your financial advisory practice in 2017 and beyond....

The brokerage industry’s watchdog would also want to play an active role in the design of a possible SEC fiduciary regulation, Robert Cook says.

View Webinar Now!discover.advisortrainingsystems.com/welcome/
01/19/2017

View Webinar Now!

discover.advisortrainingsystems.com/welcome/

12 Selling Tips Using Basic Psychology
01/16/2017
12 Selling Tips Using Basic Psychology

12 Selling Tips Using Basic Psychology

People are highly complex and often mysterious, so we all struggle to understand how to sell to them. However, as long as you're motivated to sell, here are a several selling tips that work based on basic human psychology.

Financial Advisors:Are you banging your head against the wall trying to generate a stronger response from your prospecti...
01/16/2017

Financial Advisors:

Are you banging your head against the wall trying to generate a stronger response from your prospecting efforts and stand out in the marketplace?

Is your time stretched to its limits trying to fit in all the prospecting efforts and new prospect discovery meetings every week but you are not converting the percentage you need to hit your own financial goals each month?

The problem could be a "Marketplace Sophistication" issue...

The fact is, if you get the Marketplace Sophistication piece of the puzzle wrong, the rest of your marketing and advertising efforts can quickly fail. It may be time to rethink your hook or big idea offer when it comes to what your prospects will actually respond to.
See, as prospects become more and more used to hearing the same types of messages in the marketplace, they naturally become less impressed, less responsive, and less interested overall.
30 years ago you could say "Take this pill and you will lose weight." But a simple message like that is far too "immature" for today's marketplace, because consumers have already been exposed to that message thousands of times.

The same goes in the financial advisory industry. Advertising simplistic messages about lifetime income, being a fiduciary, a bonus rate annuity, or a tactically managed portfolio may no longer be resonating with your audience the way you hope, or the way it might have done just a short 3-7 years ago.

An immature marketing message, one that is centered around an idea that prospects have already heard many many times before, is the main reason why you could be having the frustrations you're having.

Consumers now days are sophisticated, and are looking for greater education, greater detail, greater customization, and a greater relationship experience.

So what can you do about it right now?

Well there are two very simple steps that we teach our students to follow:

FIRST, It's time to come up with a NEW Big Idea or "Hook." This means developing a marketing message that hasn't been used and worn out yet. How? Well for starters, by selling solutions and transformation, vs products. And also, by using the following 4 Components of a successful hook. See, the "hook" is simply the marketing "angle" you're using to grab a prospect's attention and stand out in the marketplace.

And here are the 4 Components and how they can be used as an example:

1. Target Identification - "If you've recently retired...."
2. Clarity of Situation - "And are worried your portfolio may not generate enough income..."
3. New Idea - "...there is a little known income-laddering process..."
4. Big Promise - "That can produce predictable raises in your income stream every few years throughout your lifetime without depleting your principal!"

Sounds like a customized SOLUTION doesn't it?

SECOND, because of the consumer's need for education, detail, and relationship/trust building; the question then becomes:
"How do I have TIME to nurture every new prospect through that kind of a process before they are ready to make a decision?"
Well, the answer is AUTOMATION!

Creating a simple video or email series that communicates the 4 Components we just listed above, identifies their problem, speaks to their unique fears, educates and inspires them that there is hope for a solution, and that YOU are the source and expertise of that solution -- gives you the ability to replicate your efforts hundreds of times over on a monthly basis in a way that you would never have the individual "man hours" to ever execute on your own -- manually.
It IS the future of the industry!

So If you're a frustrated advisor who is beyond sick to death of not having enough qualified prospects to meet with and close on a monthly basis, have already tried a ton of options (all of which have fallen FAR short of what you hoped they'd do for you based on the money and effort you invested), and you need a way to attract, engage, and close affluent prospects -- prospects who are actually seeking you out on a 24/7 automated basis even while you sleep -- then swing by our website and check out the new webinar we just recorded called "The Virtual Advisor Acceleration System." -- notice the 4 Components at work just then? Sorry we couldn't help ourselves. :)

Hope to see you there!!

http://discover.advisortrainingsystems.com/welcome/

Paul Spurlock
Advisor Training Systems, LLC

As a Financial Advisor/Consultant, one of the greatest services that you can do for your clients is to be aware of, and ...
01/15/2017
Status quo bias - Wikipedia

As a Financial Advisor/Consultant, one of the greatest services that you can do for your clients is to be aware of, and be prepared to help them through, the natural human tendency of "Status Quo Bias."

The truth is, in a lot of situations, change is very difficult for many people to digest, even when their current situation is causing them pain and frustration. We've all heard the phrase, "When the pain of the same is GREATER than the pain of change, then change will occur." But this reality is not always an obvious one to a client, who in many cases will even subconsciously rationalize away the difficulties of their current "undesirable" situation simply out of their fear of change.

When coupled with another psychological tendency, "Loss Aversion," these elements can cause a client to unknowingly allow significant time to pass while living in a state of denial. Why? Because it's an attempted justification to reduce the anxiety of change. It's an effort to convince themselves that they are "FINE." After all, if they are "fine", then they must not be in the sort of desperate need that it would require in order to actually take action and CHANGE their situation for the better. Anxiety avoided! (In their mind.)

Therefore, as an advisor, one of the most foundational components of value that you offer to a client is the experience and insight you possess to gently and ethically guide them into decisions that are truly in the best interest of their needs, including the needs of their "future selves;" and to help them overcome the fear of change and the Status Quo Bias that could be keeping them from reaching their desired outcome.

How do you do this? By patiently educating, asking the right probing and trust-building questions, and most importantly, by giving them the clarity and vision they need in order to feel comfortable taking that next proactive step.

So as you engage with your clients and prospects, be mindful of the multidimensional nature of the decision-making process. Naturally, there are the factual and logical reasons for change that you can and should help them explore. But more often than not, it is the mental and emotional barriers that must be addressed and satisfied before meaningful change can occur.

Below is a link to the Wikipedia Definition of "Status Quo Bias." It's really worth a quick read!

Status quo bias is an emotional bias; a preference for the current state of affairs. The current baseline (or status quo) is taken as a reference point, and any change from that baseline is perceived as a loss. Status quo bias should be distinguished from a rational preference for the status quo ant...

What is your financial planning niche?
01/09/2017
The Biggest Financial Advisor Marketing Trap Of All

What is your financial planning niche?

When financial advisors aren't happy with their marketing growth, the tendency is to cast the net wider, when in reality the goal should be to focus in a niche!

Would You Like To Attract, Engage, and Close Large Annuity and AUM Cases 100% Virtually Right Over The Phone and Interne...
01/09/2017

Would You Like To Attract, Engage, and Close Large Annuity and AUM Cases 100% Virtually Right Over The Phone and Internet?

Check out this brand new webinar and see the exact formula for how a 7-Figure Virtual Advisor has quietly generated over 9,000 consumer leads and millions of dollars in commissions and fees, all 100% virtually, since 2007.

Click This Link To View The Webinar Now...
http://discover.advisortrainingsystems.com/virtual-advisor-acceleration-system/

Address

Box 91568
Raleigh, NC
27675

Opening Hours

Monday 09:00 - 17:00
Tuesday 09:00 - 17:00
Wednesday 09:00 - 17:00
Thursday 09:00 - 17:00
Friday 09:00 - 17:00

Telephone

(919) 780-8395

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