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Camp Connelly is designed specifically for you - the Financial Advisor. With more than forty years in the business Don Connelly has done it all. Now, he’s sharing his wisdom, insight and experience with you. Learn to overcome objections, stay motivated and win clients efficiently and effectively.
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June 2008
Sales Idea: Similarities Don't Sell. Differences Do.
Be Different.
According to Wikipedia, FINRA oversees the activities of more than 5050 brokerage firms, approximately 172,050 branch offices, and more than 663,050 registered securities representatives. To stand out in that crowd, you better be different.
We Know the Differences. But They Don't.
You and I know that Merrill Lynch is not Smith Barney. Wachovia is not WAMU. Raymond James is not Cadaret Grant. But you and I are in the business; the person on the street has no idea. To him or her, we all look alike. Ask someone to describe a financial advisor. They will probably say it's a guy in a blue suit, white shirt and power tie. Or, it's a well-dressed woman carrying a briefcase. We're all selling the same products, at the same price, to the same people. To the typical investor, our products are mass-produced and can be bought anywhere. There is a perception that stocks, bonds, funds, and annuities are commodities.
There are three rules of selling commodity products and you will be best served by sticking to those rules.
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