Episode 60

full
Published on:

27th Oct 2022

Personalize your prospecting process

We’re talking about sales this week because it’s an essential part of hitting your financial goals in your business – and because we all need to become masters at the art of selling if we want our businesses to thrive. I’ve learned that prospecting is a great way to make sales easy and organic in a service-based business. But I didn’t always know the best ways to build great referrals through prospecting. I’m sharing my best tips with you on this episode so that you can start using them as you build your sales goals for next year.

Highlights:

1:36 - I’m passionate about prospecting because it helped me start and grow my business. Those initial clients who said yes to working with me gave me the confidence to leave my corporate role and go into business for myself.

4:22 - When you take the time to pause and explore your beliefs, you give yourself the opportunity to unpack any limiting ones that are holding you back from what you want to achieve.

8:16 - If I am asking for a referral, it is my job to make it easy for the person I am asking to think of a person to refer.

12:34 - If you ask for an introduction, you are more likely to be teed up when you go to reach out to connect with your referrals.

Connect with Kristin

Instagram

Website

Breakout Plan

Personalize Your Prospecting Process

Next Episode All Episodes Previous Episode

Listen for free

Show artwork for Elite Achievement

About the Podcast

Elite Achievement
A leadership and execution podcast for financial advisors and firm leaders
Elite Achievement with Kristin Burke

You’re a financial advisor. Your calendar is booked with back-to-back client meetings. You have a vision to grow your firm. You’re not sure if you have the right team in place. You’re holding on to work you know you should be delegating. You want to spend more time doing complex planning and working with your best clients, but you’re still trying to deliver for every client in your book.

At the end of the day, you’re still the one driving the revenue.

Or…

You’re leading a team of financial advisors or a firm. You’re responsible for growth, but don’t produce the results yourself. They come through the people you recruit, develop, and retain. And many of them aren’t traditional employees, which means you’re leading as much through influence as you are through expectations and accountability.

Your calendar is full, but your time doesn’t always feel well spent. You start the day with a plan, and it quickly shifts as people come to you with questions, challenges, and decisions that need your input.

You’re constantly balancing competing priorities. Attracting and bringing in new talent. Launching and developing new financial advisors. Supporting career advisors as they continue to grow. Having difficult conversations when someone isn’t performing. Protecting the culture and keeping everyone aligned to the vision.

At the end of the day, you’re still accountable for the results.

Different roles. Same challenges.

How do you create clarity around your vision and get others aligned to it?

How do you focus on the right priorities when everything feels important?

How do you develop people and hold a high standard of performance?

How do you lead effectively while still driving results?

This is the work of Elite Achievement.

A leadership and execution podcast for financial advisors and firm leaders who are building and scaling a firm and being challenged to lead at a higher level as success becomes less about your individual effort and more about how you lead.

Kristin Burke brings over 20 years of industry experience and works closely with financial advisors and firm leaders as they build firms, develop people, and navigate the challenges that come with growth.

Elite Achievement is about setting a bold vision, executing consistently, and becoming the kind of leader capable of building a legacy.