Tuesday, 29 December 2009 08:48
SIX PSYCHOLOGICAL NEEDS OF THE AFFLUENT AND WEALTHY
The Six Psychological Needs That Influence the Behaviors, Expectations, and Preferences of Affluent and Wealthy Individuals
1. The Need for SecurityTwo types of security issues that must be addressed in marketing, sales, and relationship strengthening activities are emotional security and economic security. To effectively address the emotional security issues with clients and prospects, it is essential that advisors convey that they can speak to them in confidence. Clients and prospects alike need to know and feel comfortable in discussing issues with advisors that are sensitive and perhaps ones that they may not feel comfortable sharing with anyone else. It is critically important that advisors guard and protect the privacy of their clients and prospects.
Even casual comments or gossip about other people can be seen as a breech of client privilege.
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Tuesday, 29 December 2009 08:41
Create Strategic Alliances to Be Seen As a Resource
To meet the ever-changing needs of prospects and clients, they want to see you as a resource for them. What does it mean to be a resource? It means that your clients and prospects see you as an advisor or a change agent – the person they can call when things change or need to be changed. You have available the things and people they need, when they need them. You are not just a product maven or simply focused on one process. To be a resource means that you are the individual that has access to knowledge about things, both financial and otherwise, that are important to the people in your market. It does not mean you are someone who is there to always sell them something.Why do people today want to work with someone who can be a resource for them? First, because it provides convenience. People today are looking for one-stop shopping. By being a resource for them, they can look to you for all their financial needs as well as advice in other areas of their business and life.
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Thursday, 17 December 2009 14:56
Never is Heard A Discouraging Word
There is no doubt that we live in a sea of cynicism, skepticism, uncertainty and negative input. We are constantly barraged with negative reactions and general indifference to things we consider important. In the business world, there is the constant battle of maintaining enthusiasm – regardless of the things that cross our paths. To be successful in today’s environment, you must be positive so you can encourage people to see you and buy from you. In our fast-paced world, buying decisions are made less on price and company and more on the helpful encouragement and attitude of the people in the organization.
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