🍒 Cherry Interesting

We've all heard the tale of a young George Washington chopping down that cherry tree. 

America's first president sure did have a love for the fruit, too.

Recently, archeologists dug up dozens of bottles of preserved cherries and berries from Washington's Mount Vernon estate.

How old is the preserved fruit? Researchers say the bottles are from sometime prior to 1775.

Would you snack on some 250 year old cherries? We're OK with the fresh stuff!

- Team Advisorist

In Today’s Issue 👇️ 

• Not-so-well-known traits of top reps

• How to answer clients who ask about advisory fees

• This week’s top headlines

💪 5 Underdog Traits of Top Sales Reps

Confidence. Intelligence. Street smarts. Drive.

Yeah, yeah. We know top sales reps usually have all or most of these well-known traits. 

But what about those traits that are commonly overlooked? Sure, they might not be the flashy kind, but they can help you rise to the top. ⏫

Here's a list of five under-the-radar traits exhibited by the best and brightest.

📖 Story time: The ability to tell an engaging, authentic story is one of the top selling skills to master. You have to be clear and concise, but also add in a dash of emotion to hook your prospect. 

Pro tip: Pepper in some references to case studies and research to help drive your point home. Add in personal anecdotes and analogies to make it more real and less salesy. 

🏃 Right away: Top sales reps are super-responsive. They're proactive in anticipating problems and don't shy away from troubleshooting when there's an issue. 

Pro tip: Respond to prospects and clients as soon as possible, even when you don't know the answer. A quick note letting them know you're working to figure things out provides reassurance.

🧢 Thinking cap: In what's known as "tri-modal thinking," a person combines analytical, social, and conceptual thinking. This special blend allows top sales reps to connect with their clients and prospects, equip them with valuable knowledge, and think about the big picture.

Pro tip: When presenting a complicated topic, don't leave out emotion and humanness. Use layman's terms and touch on how it'll impact their everyday life.

🧐 Curiouser and curiouser: Relationship building is all about trust. Top reps know you build it with a healthy sense of curiosity. They ask a ton of questions and their active listening game is always on point.

Pro tip: Put a formal discovery process in place when prospecting. Uncover as much information as possible so you can come up with tailored solutions and serve the client over the long run. 

😎 Roll with it: There's no one-size-fits-all solution. There's also no way to predict what the markets will do or which major world event will impact us financially. The best sales reps are extremely adaptable and think on their feet.

Pro tip: Have processes in place, but don't be inflexible. Go off script whenever the situation calls. Custom-made solutions always trump a cookie-cutter approach.

Headline Roundup

🏠 Affecting Your Clients

• Financial Challenges Hit Harder for Widowed Women [INN]

• The Four-Day Workweek is Closer Than You Think [MW]

• Vanguard Will Now Charge $100 to Close an Account [MW]

📈 Markets & Economy 

• Home Prices Fall in Pandemic Boom Towns [Y!]

• Gas Prices Set to Tumble 10% Ahead of the Fourth of July [FOX]

• JPMorgan Ignites $40 Billion Rush Into Indian Bonds [B]

💼 Industry Roundup 

• Citi Sees AI Displacing More Finance Jobs Than Any Other Sector [FA]

• IRS to Crack Down on Tax-Dodging Asset Shifts [TA]

• Whole Life Down as Life Insurance Sales Slump in Q1 [INN]

🤑 Getting What You Pay For

It's common for clients to ask about the fees they pay. As with other purchases, they want to know what their hard-earned dollars get them.

However, it can be an awkward question to answer if their inquiry catches you off guard. 

Fortunately, the benefits your clients get are more than plenty. There's a good chance you take for granted many of the services you provide, as they're second nature. 

Here's a short list of benefits for clients who ask where their fees go:

👉 A dedicated point of contact: Sure, people can DIY their financial planning, but they won't have a go-to expert they can call at any time. They'll likely sit in a call queue waiting to get a live person.

Unlike a big robo-advisor, you're accessible and reachable.  

👉 A tailor-made financial plan: Advisors build real relationships with their clients, choosing the right solutions for wherever they may be in life. 

Working with you means your clients can count on their financial plans to adapt and grow along with them. 

👉 Someone to track progress: Clients have goals of making money, preserving money, or both. To do this, you have to take an active approach to investing.

As a financial advisor, you stay on top of your client's goals on their behalf and let them know what needs to happen for them to stay on target. 

👉 A long-term game plan: Getting to retirement is a huge milestone. That 1% fee clients pay helps ensure they make it there. 

Advisors also provide valuable estate planning resources, ensuring a client's last wishes make sense and are carried out.

👉 A professional Rolodex: As a financial advisor, you're likely plugged into a network of professionals in many areas. When clients work with you, they also get access to your contacts.

Finding a new lawyer or tax accountant is much easier when you can get a referral…especially when the professional comes pre-vetted!

See? You provide more value than you thought you did. Go ahead, pat yourself on the back. 🤩

🤖 Tech Tip

Got an iPhone? Forget business cards. 

Keep all your notes and details about those you meet right in your Contacts. Here's how 👇

• Tap the Phone icon.

• Go to Contacts and select a contact entry.

• Tap Edit.

• Fill in fields like birthday, URL, email, and social profile. There's also a Notes area to write whatever you want.

✌️Good Vibes

Back in 2019, something frightened a Donkey named Diesel. He ran away from his owners and into the woods of Northern California. 

The family spent years searching for Diesel, but were unable to locate him. 

Recently, some hunters in the area were shocked to find a healthy, adult donkey hanging out with a herd of elk. It was Diesel!

The news spread and eventually reached Diesel's owners. They were happy to find out he was doing just fine, and plan on letting him spend the rest of his days in the wild.

He really is out there living his best life. 🤩🫏

Sharing looks good on you.

When you copy that link at the bottom and share it with a few financial planning colleagues, you look like the smartest advisor in the room by keeping them informed.

Plus, you earn rewards. Sweet.