Presentations text content in SIX WORDS TO
Slide1
SIX WORDS TO LIVE BY
Slide2What does it mean?
Al Granum simplified success in our business
in
six words:
Be referred
Get facts
Practice CLU
Slide3What does “Be Referred” mean?
The best way to build a clientele is through referrals because: Referrals have a higher chance of success than a cold call.Asking for referrals allows you to qualify the individual – increasing the likelihood of being referred to someone who meets your ideal client profile. Asking for referrals enhances your relationship with your existing clients. It reinforces for them that you are someone they like, respect and trust (otherwise, they wouldn’t be referring you!) It decreases the time to develop trust with your new prospect.
Source:
Building a Financial Services Clientele
by O. Alfred Granum, Barry
Alberstein
, and Delia
Alberstein
10
th
edition
Slide4What does “Get Facts” mean?
Build a relationship with a potential client by asking good questions and listening. Al defined four objectives of a good factfinder:Get the facts – ask all your questions, give them time to answerDo some advanced suspecting – look for opportunities to feed names laterReach the inner person – get feelings as well as the factsBuild your prestige – demonstrate your professionalism
Source:
Building a Financial Services Clientele
by O. Alfred Granum, Barry
Alberstein
, and Delia
Alberstein
10
th
edition
Slide5What does “Practice CLU” mean?
The CLU pledge of The American College is
our industry’s
version of the Golden Rule:
In all my professional relationships, I pledge myself to the following rule of ethical conduct: I shall, in light of all conditions surrounding those I serve, which I shall make every conscientious effort to ascertain and understand, render that service which in the same circumstances I would apply to myself
.
Slide6Why did it work?
Simplified
our complex business and pushed all of the “noise” to the side
Provided
focus on the most important aspects of the business
Put the client at the center of a practice
Defined success
Slide7Others who agree
“Simplicity is the ultimate sophistication.”
―
Leonardo da Vinci
“If you can't explain it to a six year old, you don't understand it yourself.”
―
Albert
Einstein
“Any intelligent fool can make things bigger, more complex, and more violent. It takes a touch of genius — and a lot of courage to move in the opposite direction.”
―
E.F.
Schumacher
“Truth is ever to be found in the simplicity, and not in the multiplicity and confusion of things.”
―
Isaac
Newton
Slide8How can the six words help you?
They serve as a reminder to not get bogged down in the complexities of the business.
They create an opportunity to define the revenue- generating activities in your practice.
They help (especially on a bad day) to bring focus to what is most important.
Slide9Questions to Discuss
What complexities get in the way of running your practice?
How have you worked to simplify your practice?
Are Granum’s six words your words? If not, what are?
How do you demonstrate the CLU creed?
What is your key take-away from today’s discussion?
SIX WORDS TO
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