The Exponential Experience

Counter Intuitive Investing - New Series

wlloydw — Tue, 03 Nov 2009 00:09:36 +0000

8-Week Conference Call Workshop Series Did you have negative returns in 2008? Do you want to protect your client’s assets from future market volatility? Would you like to better manage the risk in your portfolios? Learn the Counter Intuitive Investing process that can help you avoid the large declines in stocks by using Relative Strength and [...]

Let’s Talk: Increased Volitility

wlloydw — Tue, 29 Sep 2009 14:00:04 +0000

Are you prepared for the increased volatility of the next decade. During my career 1984-1999 the market enjoyed an unprecedented rise. Despite the volatility of the single largest one-day decline in the history of the market and two other volatile years the sixteen year bull market was extraordinary. In 1995, I stated that the following [...]

Questions to Answer

wlloydw — Tue, 22 Sep 2009 13:15:06 +0000

- Were your accounts up last year? - Are you prepared for increased volatility in the markets? - Do you know where to go if stocks are unattractive? - Can you protect your portfolios during the next correction? …If you answered NO to any of these questions… Participate in the upcoming Conference Call Workshop. For sixteen years we had no [...]

Let’s Talk: Why Is A Relationship Important

wlloydw — Tue, 22 Sep 2009 13:01:58 +0000

Why is it necessary for businesses to have a Relationship Conversation with clients? Over the last decade confidence in professionals has declined. Lawyers and Accountants have lied in corporate scandals. Patients regularly double check what a doctors says against their own research done over the internet. Financial Advisors have failed to protect their clients assets [...]

New Conference Call Workshop - Register Now

wlloydw — Tue, 08 Sep 2009 14:10:33 +0000

Attract Clients 10-Week Workshop In the past this workshop was restricted to participants from a sponsoring firm. For the first time Lloyd Williams’ 2-Day Workshop is being offered to all financial advisors. The same workshop used by over fifty top financial service firms is now available to you and your entire team through ten 90-minute conference calls. Lloyd [...]

Let’s Talk: Partnering to Monitor Positive Change

wlloydw — Tue, 08 Sep 2009 14:06:09 +0000

We all desire positive change in our lives. As we discussed last week, positive change requires not just a desire or goal, but a next action. If you want to be a catalyst for positive change in the life of others you must partner with them in identifying their desire and next action. Then, with [...]

Let’s Talk: How to Make Certain Your Dreams Are Accomplished

wlloydw — Tue, 01 Sep 2009 10:00:24 +0000

Why are New Year’s Resolutions stated on January 1st and not accomplished by December 31st? There is one simple reason. The goal was established, but there was no next action. Any project, desired outcome, or goal must have a next physical action to make it a reality. You know what you and those around you [...]

Let’s Talk: What Do You Want To Do This Year

wlloydw — Tue, 25 Aug 2009 10:00:31 +0000

When you ask someone what they most want to do or accomplish in the next twelve months, it is easy for them to identify what they would like to be true. At the beginning of each year millions of people establish a set of New Year’s Resolutions. We all know what we want to be [...]

Let’s Talk: What’s Most Important to Clients

wlloydw — Tue, 18 Aug 2009 10:00:31 +0000

If you asked yourself and others the two questions from last week, you realized everyone has the same answer for number one. What do you first look at when you open your bank statement? When a person opens their personal bank statement, the first thing they look at is the BALANCE. As individuals we are [...]

Let’s Talk: Two Important Questions

wlloydw — Tue, 11 Aug 2009 13:44:23 +0000

The following two questions identify a unique distinction between clients and financial advisors: 1. What do you first look at when you open your bank statement? 2. Why is that item you look at important? Think about these two questions and ask others this week to gather their response. We will discuss the differences next week.

Let’s Talk: Lessons Advisors Learned From First Half of 2009

wlloydw — Tue, 04 Aug 2009 12:55:04 +0000

After talking with hundreds of advisors following the first half of 2009, several lessons were clear: 1. maintaining households and assets does not maintain revenue, unless you are 100% fee-based. 2. pipeline must include more potential revenue that you can loose through attrition or market loss. 3. introductions only come from advocacy, which is started with [...]

Let’s Talk: Risk of Referrals

wlloydw — Tue, 28 Jul 2009 10:00:03 +0000

Less than 5% of clients give referrals on a consistent basis. Why is this number so low despite our efforts to deliver great service to our clients? I believe it is because of the inherent risk of referrals. When your client endorses you to somebody else, they put themselves at risk to loose two relationships. [...]

Let’s Talk: Peeking Behind the Curtin

wlloydw — Tue, 21 Jul 2009 10:00:57 +0000

Have you ever wondered why the client is so concerned with understanding what you do? It is as if the client wants to peek behind the curtain, to see what is going on behind the scenes. The problem stems from the fact that we have spent most of our time in the client relationship focusing on [...]

Let’s Talk: Relationship Model

wlloydw — Tue, 14 Jul 2009 10:00:06 +0000

For years, experts have maintained that, before you can build trust, you need to build rapport. But these days, everyone knows the basics of marketing and selling—a strong handshake and straightforward eye contact, for example. These techniques are now so overused that the stronger the handshake and the longer the eye contact, the more uncomfortable [...]

Let’s Talk: Head, Heart, & Feet

wlloydw — Tue, 07 Jul 2009 13:39:54 +0000

Winning prospects’ trust doesn’t begin with building rapport—despite years of expert testimony to the contrary. To kick off solid relationships with prospective customers, you’ll need to focus on one thing: positioning yourself as trustworthy. Suppose a couple, after spending an hour in your office, leaves thinking exactly the same way they did when they arrived. [...]

Let’s Talk: The Aim of Marketing

wlloydw — Tue, 30 Jun 2009 15:17:18 +0000

Clients learn about us by what we do and not what we say. Our actions reflect what is most important to us. If our customer contact time is spent talking about our products, our services, and ourselves, the customer soon understands what is truly important to us and it is not the customer. As Peter [...]

Let’s Talk: The Failure of Mass Marketing

wlloydw — Tue, 23 Jun 2009 10:00:13 +0000

Though we would like to build deep relationships, mass marketing methods eliminate this possibility. The nature of mass marketing is pushing a product or service into the marketplace. In mass marketing we try to push ourselves into the life of our client. Resistance is created at the start. We are successful, only because our sales [...]

Let’s Talk: Marketing Redux

wlloydw — Tue, 16 Jun 2009 08:00:38 +0000

Since 2000, the customer has changed and no one has informed Corporate America. Clients do not act as quickly on recommendations and many in the sales professions complained that clients are harder to close. What was once easy was now becoming difficult. Top producers in every industry are finding business complicated and less enjoyable. The [...]

Is Your Inbox Overwhelming You

wlloydw — Mon, 15 Jun 2009 13:04:02 +0000

Imagine a Zero Inbox. Below are the steps to create one. 1. Open a new email. 2. Ask yourself, “What is it?” and “Is it actionable?” 3. If it’s NOT Actionable, then delete it, store it in a Reference email folder, or incubate it on Someday/Maybe if you think you’ll have action with it in the future. 4. [...]

Let’s Talk: Is Your Business At Risk

wlloydw — Tue, 09 Jun 2009 08:00:14 +0000

For the twenty-five year period, beginning in the mid 1970’s and ending in 1999, the financial markets basked in the sunshine of client trust. An entire generation lived constantly in a buy mode, dealing with whoever had the best story or the most exciting advertising. Solicitation was the game of the day. Sale techniques improved [...]