. Questions Great Financial Advisors Ask...

"QUESTION #180: DO YOU KNOW WHAT YOU SHOULD DO?

It's the questions you ask, not the presentations you make, that spell long-term success for clients and advisors alike. Advisors who use their client's success as their measurement of achievement can realize a dramatic boost in money under management, a significant increase in their average account size and clients for life who eagerly refer others. This is an extraordinary opportunity for Advisors to increase their income while helping their clients achieve their goals."

In this definitely powerful program, advisors learn to:
◦Recognize their clients' Investment Wiring, up close, beyond the façade.

◦Help clients weigh risk vs. RISK!!

◦Get clients to do what they ought to do, when they are not inclined to do it.

Questions Great Financial Advisors Ask... is about learning what it takes to advise clients, based on an in-depth understanding of their wiring, risk tolerance and vision for the future. Ask the right questions and gain clients for life!


Available with the companion book: Questions Great Financial Advisors Ask. Sub-topics include:

◦The Need for Advice

◦Clients are Thought Flooded

◦Beyond Asking

◦The Client's CFO

◦Defining Sales and Advice

◦Advisors Still Have to Sell

2. The Great Salesperson

"Doctors tell us what to do and we do it. Now that's selling! One of the best role models for selling and influencing others is the medical profession. Doctors have a system that not only trains them, but reinforces their credibility. We believe they know the answers. That's why we go to them. Learn their secrets and increase your income."


Your clients need you now more than ever. To best serve them, you need to step up and take a stand: never settle for "good enough", be lofty about your contribution, build your practice for the right people and remember the lessons that will help you jump ahead of the curve. Be The Doctor of Sales™!


Available with the companion audio CD set: The Great Salesperson: The Ultimate Guide to Influencing Others.


Sub-topics include:

◦Establishing Credibility

◦Upgrading Your Client List in Tough Times

◦Dealing with "Drop Dead" Objections

◦Determining Who Your Clients Really Are

◦Communicating Enthusiasm, Certainty and Commitment

◦The Rules of Selling

3. The New Face of a Leader

"The traditional sources of power have disappeared or diminished. Today's leaders must re-evaluate their style and master new sources of influence. Lasting success will come to those leaders who inspire new ways of thinking, being and acting."


In these times of fast history, people and problems are changing. That is why leadership must be transformed. Successful leaders must be willing to let go of what has worked in the past, open their systems and be pulled by the future. Alan ignites the spark that rekindles a leader's excitement for finding new solutions and inspiring teams along a fresh and fulfilling path to the future.


Available with the companion book: Taking Charge: Lessons In Leadership.


Sub-topics include:

◦Traditional Sources of Power

◦New Sources of Influence

◦Everyone's a "Volunteer"

◦Give Credit Away

◦Focus – Pick ONE

4. This Is Your Time

"Despite the challenges in the world – and to a considerable extent because of them –this is the time to renew and rededicate yourself to the important work. Look at a list of great U.S. Presidents. Now there is a list of peace and prosperity Presidents, right? Wrong! Greatness requires something significant to push against. This Is Your Time!"


Challenges and adversity should be the launching pad for future success. When we have the perspective to see opportunities and the self-esteem to keep our attitude up, we can forge ahead with vigour, passion and resolve.


Sub-topics include:

◦Making Problems Better, Not Worse

◦Being Lofty About Your Contribution

◦Taking Risks Again

◦Moving From Mistakes to Mastery

5. Thriving in Turbulent Times

"Thriving in turbulent times starts with an understanding that the problems we make are almost always worse than the problems we have. Our reaction to problems frequently creates more difficulty than the underlying problems themselves."


To sustain and enhance success, organizations must be able to move quickly and find fresh solutions. Alan passionately communicates innovative insights and inspires people to get on with the task at hand.,br>


Sub-topics include:

◦Reframing Challenges

◦Dealing With An Erosion Of Trust

◦Finding Good News In Bad

◦Breaking The Lure Of The Familiar

◦Understanding The "Truth" About Cycles

6. Shift Into High Gear

"Ride a bicycle downhill long enough and we think we're great athletes. Then we hit an uphill and realize we're out of shape. So we put it in low gear and plod up the hill. Do what bicycle racers do. They stay in low for most of a hill, but before the winners reach the top, they shift into high, pop out of their saddles and pump hard. That's how you win the race."


Alan focuses on finding the energy and motivation to "go hard" when external factors say "quit" or "just hang on." Extraordinary businesses are created by pushing hard when others quit. Winners stay positive, get creative and keep serving customers.