Five Little Things For Your Monday: November 30, 2020

It’s the last Five Little Things article of the month and the last day of November, and we don’t know about you, but we are excited to start the last month of 2020. Get the week started right with five of our favorite articles on everything from growing your firm when busy, how to better connect on LinkedIn, gaining more referrals and how to use video to virtually sell.

1. Unprecedented Doesn’t Mean Impossible via SEI

Throughout 2020, we have heard the word “unprecedented’ more times than we can count. We learned that businesses were able to switch business models and the way that they communicate with leads and clients in just a matter of days or weeks, so imagine what else we could do? It’s exciting that many businesses were able to pivot and excel so quickly, but it also makes you wonder why it took so long? When it comes to looking towards the future, some things that we need to do are:

• Rethink what you sell and how you market it
• Reimagine your work
• Rethink how you do your training and your education

For tips on how to challenge everything that we have done in the past and continue to move forward, check out the entire article.

2. Growing when you get busy via Shauna Mace

When you are trying to grow your business, you are going to get very busy, but it will change from trying to grow as much to the client work that is at hand. However, the need for growth is cyclical, and develop next steps.

The more clients that you have, the less development work that you will need to do until you need more clients, and then the sales cycle will start again. In order to maintain consistent growth, however, you need to ensure that you are putting in the work and then when you know that you are going to be getting busy again with growth, you can put in the correct about of effort. The framework below can help and check the entire article to find out more.

3. Two Sentence Financial Advisor LinkedIn Scripts, Rebuttals and Client Messages via The Sara Grillo Podcast

In this podcast from Sara Grillo, financial advisors will learn how to apply “The Two Sentence Rule” when it comes to writing scripts, rebuttals and client messages on LinkedIn. This is a great rule for helping financial advisors to better communicate with clients when prospecting and networking on this useful platform.

4. Referrals from Centers of Influence-the Becoming Referable podcast via The Client Driven Practice

Many advisors acknowledge the potential of working with other professionals, many say they aren’t getting enough in return. In this week’s podcast episode, you can learn how to leverage relationships with centers of influence in order to drive much more significant growth. While there are challenges that come with generating referrals from centers of influence when you shift and adapt your approach, the partnership for both can be great.

5. Virtual selling tips: 8 video sales call secrets from the pros via iMPACT

Even when it’s positive, change can be disruptive, and with the COVID-19 pandemic, businesses have certainly had to go through a lot of change. So, when it comes to “virtual selling,” many people are still not quite on board with this. So, when it comes to getting started, here are 8 sales call secrets to give your business a boost.

1. Prepare well and deliver a great customer experience
2. Accept that virtual selling isn’t that bad at all
3. Set your intentions and have a powerful setup
4. Not only accept but embrace that virtual selling isn’t going anywhere
5. Get the most out of LinkedIn
6. Attend to your look
7. Schedule your calls for earlier in the day when people are fresh
8. Improve your discovery questions

It’s all about learning as we go and getting better little by little, but figure out how you can adapt to virtual selling and excel at it!