Articles & Downloads
Articles
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The 6 Ps - A Guide for Understanding & Marketing Managed Money
This article is a quick reference guide for understanding and marketing managed money and mutual funds. It will help you get comfortable with the essential elements of any story.
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89.8 KB
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The Psychological Interview
These 12 questions will help you build great relationships and can be used in almost any profiling scenario. The answers will reveal much about the kind of person they are and how best you can work with them. Don't use these in rigid order from 1-12, but instead let them guide you through a natural and relaxed discovery process. Also...read about Active Listening before you implement this interview.
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7.1 MB
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Lifeboat Drill
Lifeboat Drill is a sample script that will walk you through the most important conversation you could have with your top clients right now. It's timely and displays your ability to think professionally and proactively. It will not only strengthen your existing relationships but it could help you gather new assets and set the stage for tremendous referrals.
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442.3 KB
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Come Fly with Me!
A translation of the standard pre-flight briefing for investors.
Download 1.2 MB
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AARP Seminar Marketing Guide
This booklet was published by AARP as a guide for financial professionals who do seminars for senior audiences. It's filled with a lot of great advice and ideas.Download
600 KB
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The Debt Crisis Ahead by Harry Dent
This report will help you understand the enormity of the debt problem we face in America today. All professional financial advisors must be aware of these facts because they will have a tremendous on every recommendation you make to your clients. And it's not all scary news. People who prepare properly can thrive in this environment. PLUS - you will get an exclusive discount code to use for H.S. Dent research!
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528.6 KB
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Peek-A-Boo
A true story that helped me realize what's important in my life.Download 451.2 KB
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The Dollar Bill Opening
Try this at your next seminar. It's a simple but powerful way to grab peoples' attention and differentiate yourself in that critical first minute of the event.Download
740.8 KB
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Making the Case To Buy an Annuity
A March 8th, 2011 Wall Street Journal article that talks about the benefits of annuities as a retirement planning vehicle.Download
3.2 MB
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The Coming Debt Cancer
A great article from the Wall Street Journal's Geral Seib entitled, "As Budget Battle Rages On, a Quiet Cancer Grows." Every financial professional needs to read this.Download
4.7 MB
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Boomer Retirement: Headwinds for U.S. Equity Markets?
A great article by the San Francisco Fed on the impact of retiring Baby Boomers on stock prices. Thanks to Rodney Johnson from HS Dent for making this available.Download
4.8 MB
Summary Sheets
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Active Listening
Active listening is a powerful skill that will dramatically enhance the quality of your client relationships and differentiate you from your competition. It's easy to learn but requires regular practice to master. This one-pager will get you started and keep you on the right track.Download
1.5 MB
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Cold Call Counterpunches and Do/Don't Checklist
On the surface, cold calling may seem like a simple task, but it can be a complex mental game filled with conflicting emotions. Many advisors fight an internal, call-by-call battle the result of which is diminished effectiveness and reduced enjoyment. You can start turning that around right now.
Download
2.4 MB
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The Rule of 2
A simple list of activity goals to help drive your business success.Download
721.4 KB
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Frank's Bio with picture
This guy is impressive! Who is he?Download 733.3 KB
Marketing Ideas
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I Am an Independent Advisor
A little piece we handed out at the LPL conference which drew a few laughs. Just some thoughts to live by.
Download 1 MB
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The Personal Profile Interview
The PPI is an advanced marketing tool designed for advisors looking to brand themselves powerfully in the minds of their target audience. It's not for everyone but if you have an interesting story to tell and want to reach people in a highly professional way...it might be for you.
Download 7.6 MB
Notebook Pages
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The Conviction Pyramid
Building Conviction is a 3-step process. This worksheet will get you started.
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976.2 KB
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Referral Intelligence File, Guide Info & Letter
Start your professional referral plan by identifying the critical links in your client's world. Also a listing and explanation of the basic contents of the all-important Referral Guide...plus a sample referral letter!
Download
1.4 MB
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The Passion Workbook
Passion is the engine that drives your business. Unleash this limitless power inside you and start having some fun!
Download
3.3 MB
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NEW Referral Workbook
This workbook is designed to help you implement the ten steps we discuss in my book, Referrals The Professional Way. It includes pages you can copy and fill out like the Referral Intelligence File and many other items.Download
8.3 MB
Other
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Advisor Self-Analysis
To succeed in the NEW Financial Services Industry, an advisor must possess 10 Critical Skills. This self-analysis will help you figure out where you are on that curve.
Download
42.7 KB
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Referrals: The Professional Way - Chapter 1
This will give you a small taste of my newest book, Referrals: The Professional Way. I think it's time for a new approach to referrals -- one that makes top clients comfortable and that befits your stature as a true professional. Take a look!
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474.8 KB
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NEW Seminar Appointment Slides
These slides are designed to help you increase the number and quality of appointments you generate from your seminars and events. They are discussed in detail in my book Seminars The Emotional Dynamic and on the audio CD, Seminar Closing Techniques. They can be added to the end of any presentation. If you have any questions, please contact me at 800-231-5272.
Download
468.5 KB