Most advisors do NOT have a good sales process (which is why nearly 100% of those I talk with are interested in learning better sales techniques).
When I read Higher Profits Selling by Bruce Robbins, a book that teaches advisors how to sell, I was blown away! Actually, I was a bit embarrassed.
Why? If you’ve read my newsletters, white papers, or any of my books, you may come away thinking that I have a high opinion of my skills as an advisor and of how I deal with clients.
In other words, I think I’m a pretty good salesman! After reading Bruce’s book, I learned I’m not half as good as I could be if I implemented the sales techniques taught in the book.
Download a Section of the Book for FREE!
Understanding the Consumer
Click on the following for this free download:
www.advisorshare.com/higher-profits-selling
Where can you buy the book?
You can buy it on Amazon by clicking here (it’s worth every penny!)
I MAKE ZERO IF YOU BUY THIS BOOK!
I feel so strongly that this book will help advisors; I just wanted to make them aware of the book and encourage them to buy it. I make NO money from book sales!
One of my favorite parts of the book is when Bruce explains the four types of consumers advisors have to deal with.
-Analytical
-Amiable
-Driver
-Expressive
Depending on which of the above your potential client (lead) is, you MUST communicate with them differently if you are going to connect with them and pick them up as clients.
In the free download, you can read the section of the book on dealing with Analytical clients and Amicable clients (so 2 of the 4 listed above).
Communicating with leads/clients
When reading Bruce’s book, it became clear to me that my communication skills are lacking in several areas, which I’m sure cost me several clients I could have onboarded over the years.
My goal with potential new clients (leads) is to get them to see me as the expert and trust that I will do a better job for them than anyone else. Usually that works, and I onboard the lead as a client. Those that don’t buy in, I cut loose and move on. But after reading Bruce’s book, if I had used his sales techniques, I’m 100% positive I would have picked up more clients.
Table of Contents
Introduction
Lesson 1 – Effective Learning
Lesson 2 – Building Confidence
Lesson 3 – Power Vocabulary
Lesson 4 – System Overview
Lesson 5 – Basic Communication
Lesson 6 – The Essence of Time
Lesson 7 – Starting the Selling Process
Lesson 8 – Limiting Emotional Factors
Lesson 9 – Goal Setting and Reaching
Lesson 10 – Advanced Communication
Lesson 11 – Prescriptive Presentation
Roccy’s 9-Step Sales Process (with download)
Early this year, I wrote a newsletter on the 9-step sales process I use, and I teach advisors to use. To review and even co-opt parts or all of it as your own, click on the following (there are two downloads, the Word version you can edit as your own, and a fillable PDF):
https://advisorshare.com/9-step-sales-process
Over 350 advisors already signed up to download this piece, but I’d like to see that number push 500!
Happy and Safe New Year’s
I hope everyone has a happy and safe New Year, and I’m very excited about what’s coming in 2026!
