If You Are A Financial Advisor or  Insurance Agent Looking To Get Meeting Booked Using Social Media…This Will Be An Important Article To Read Right Now

Before I show you one of the most powerful insights on how to use words to get meetings 

Let me show you how most advisors and agents are struggling to get meetings especially using social media platforms such as LinkedIn and Facebook

Most advisors think that they need to demonstrate “how much they know”, “how great their company is”, “the list of certifications they hold” and offer their generosity with “coffee or lunch” meetings
 
Well...let me break the BAD news (in reality it is GOOD news and something that you can take advantage of more today than ever before)
 
Your prospect DOESN’T care about any of that stuff
 
I know, it is hard to believe that, right
 
BUT…it is 100% true
 
And they only care about THEMSELVES
 
Look Humans are selfish and they are always trying to solve a PROBLEM
 
The Financial Advisors who don’t understand this ends up saying the following in their messages

“Glad we connected. I am a Financial Advisor offering holistic financial planning services. I would love to meet with you over a coffee and get to learn more about you and see how I may be able to help you”

OR
 

“Thanks for connecting. I am a certified financial advisor working for a [BIG COMPANY NAME] and I take pride in providing the best services and listening to my clients so I can find the best financial planning strategy.
 
Do you have time to grab a coffee sometime next week?”

OR
 

“Thanks for connecting. I am a financial advisor and I wanted to share this article. Here’s the link….If you or someone else you know need any help do let me know?
 

So, as you see, there is nothing totally wrong about the above messages (these are a real message sent by real advisors)
 
BUT, if you are sending this out today. You will not get any meeting from this unless you get lucky, which sometimes happens.
 
The question is “how can we get meetings consistently using a consistent message?”

Given people are looking to solve PROBLEMS
 
The first thing we need to do is understand what are these PROBLEMS
 
Then you need to DEFINE these PROBLEMS in the prospects language
 
This is key
 
So here’s an example:
 
No one wakes up saying 
 

“You know what, today I am going to find a Holistic Financial Planner”

That is not how real life and real people thinks
 
What they think is
 

“My friend who is 45 years already retired, I would love to be in his shoes but I don’t think I am there yet. I probably need to keep working hard and grow my portfolio...in next 10 year I may get there”
 

So, keeping this in mind, an advisor needs to begin the conversation and then if done correctly, it will lead to more meetings.
 
Why?
 
Because, you can help them solve the PROBLEMS they have in their mind (not what you think they need or anything like that)
 
Here’s one of the best marketing quote to live by

“If you can interject the CONVERSATION that a prospect is already having in their MIND, then you got them”

This is very true and we use this in our entire Advisor CONVERSATION Stream Method that I created and gave to my Advisor clients.
 
Here are couple of examples of such conversations:
 

“Hello John, Trust things are well at your end. I saw your post from the conference last week, it must have been fun.
 

I see you work with X company and wanted to ask you if you have assessed self-directed options (that may accelerate your plan) since your company allows employees to do so ?”

Now, in this little message there is a lot of psychology and “word science”

“Hello” (compared to “Hi” or “Hey”)  is proven to drive more responses by scientific research on real life data of multiple types of conversations.
 
Starting the discussion with something about the prospects makes them OPEN their mind to listen, since its about THEM and there is some EGO boosting psychology and also shows you have spent the time to read things about them and that shows you work hard and care. (you see how this works)
 
We then share some insight about THEM and POKE them a bit on something relevant to them and peak their interest with some CURIOSITY (self-directed option) and DESIRE (accelerate their retirement plan)
 
Now, we have sent these types of messages out to 1000s of people and they do get responses and meetings. Not 100% people will respond but enough will that will help you grow your business.