5 Tips to Choose the Best Financial Services Company 2016

Investing in numerous financial instruments is regarded as a good way of generating income every year. But it is sensible to get proper guidance from financial companies prior to taking any decision in financial and investment instruments such as mutual funds, stocks or bonds. These days, you can come across lots of professional companies offering financial services. They offer feasible and expert advice to people in matters of financial planning. You can use the following tips to choose the best financial company.

Look for a strong local presence

Before you enlist the services of a specific firm, you need to ensure that it has a strong presence in the city that you live in. Make sure that it has been practicing for many years. If it has been in practice for quite a few years, you can be more or less sure that its financial advisors have enough experience and knowledge. It is also important for you to take the vision, leadership, integrity and experience of the management team into account. This will ensure that you are going for a company with a proper direction and foundation.

Check whether it is a licensed operator

You should also make sure that the agency has got license from the concerned government as well as permits from relevant regulatory authorities in the nation. Ask for recommendations from friends and known ones in the city to verify the authenticity of the company. Go through reviews in trustworthy magazines or search for information about the firm in online blogs and discussion forums. You should also go through the company portfolio and find out about its present and past clients. You may call up a few of these clients and get their feedback about the services of the firm.

Look for one that offers multiple services

A good company usually offers a multitude of services to its clients. At anytime possible, you need to look for an agency which offers a plethora of services, such as auditing and tax consultation, investment banking, expert advisory services, asset management, research and advisory services, wealth management, business banking services, mutual funds investment and more. You can get a lot of convenience and huge cost advantages by availing varied services from one agency.

Trust your gut feeling

Above all, you should trust your own instincts and gut feeling. Talk to the company representative and financial advisors working in the agency. Do they seem interested to listen to what you have to say, or seem more eager to force their services on you? A good company never forces opinions but leaves the final decision on the clients, always. It only suggests and advices you about proper investments on the basis of the knowledge and past experience of its advisors.

Go through the contract properly

While choosing a financial services company, you should not sacrifice on the guarantees at any time. Always have a detailed contract that clearly underlines and details the expectations from your end, as well as that of the company. Go through the contract properly to avoid risks of hidden expenses in future.

5 Promotional Items for Financial Services Companies 2016

Each and every industry and company can benefit from promotional merchandising, and this includes companies in the sector ranging from travel agencies and hospitality right through to healthcare and construction. Financial services companies too can benefit from promotional merchandising, whether for their customers or their business associates.

The reality is, however, that financial services companies often have a higher class of clientele to meet the needs of, and therefore inexpensive plastic biros and key rings are not the type of item that they typically opt for. Instead, here are five excellent promotional items that are sure to go down well with any client of a financial services company.

The first item that is ideal for this kind of company is the premium gift pen, as this can provide a very classy alternative to a plastic and inexpensive everyday branded pen. These more sophisticated writing tools are still considered excellent gifts outside of the working environment, yet are still great staples when looking for high quality promotional gifts.

There are more expensive and less expensive options available, but quality is key when looking for promotional pens for financial services companies. Premium pens can also come in their own stylish presentation boxes, making them perfect for giving to loyal customers or associates on important occasions.

The second recommendation for a great promotional item for financial services companies is the leather wallet, as this is an exceptionally stylish and classy gift to give to associates or clients. This can be embossed with the logo of a company or a company slogan, yet can still be high enough quality to be appreciated and used by the recipient of the gift.

As with premium pens, a leather wallet is also perceived as a premium gift, and this will go down well with high paying and loyal customers. Giving promotional gifts of high quality will be a strong reflection of your company’s commitment to delivering quality also.

The next choice of excellent gifts to give to loyal customers or business associates of financial services companies are promotional umbrellas, particularly promotional umbrellas for golf. These items can be exceptionally stylish and very practical, and are ideal for the travelling businessman.

Promotional umbrellas tend to come in a range of styles and designs, but the most highly revered products for financial services companies include those with wooden grips and in classic colours that ooze class and sophistication.

Fourthly, an excellent choice of promotional item for a financial services company is a set of branded golf balls, as these are perfect for the businessman who enjoys a round of golf on his business trip. This also makes a particularly unique gift that not many companies use for promotional purposes; this is therefore an excellent choice for a company looking to stand out from the pack.

These can often be accompanied or even substituted by golf gift sets, which include other essentials for people who enjoy playing golf, whether they are well to do professional clients or business partners being thanked for their loyalty.

Finally, a fifth recommendation for an excellent promotional item for financial service companies is a high quality business card holder. These can come in a variety of designs and can be as luxury or as economical as the company prefers, and are also extremely practical. There is also plenty of opportunity to brand these to suit the company’s promotional endeavours.

From promotional umbrellas right through to business card holders, there is a promotional item for every financial services company looking to make an impact on their target audience. With a wealth of high quality and luxury items available to pick from, it has never been easier to find some that suit the aims of the company in question.

How to Go From Product Peddler to Professional As a Financial Advisor 2017

According to Neil Rackham, author of SPIN Selling, one of the hardest things for many traditional salespeople to do is stop acting like a seller and instead sees the world from the buyer’s perspective. Now, this doesn’t mean trying to manipulate the buyer by seeing things from their point of view. What it means is a shift in perspective. It means abandoning the old views of buyer vs. seller and in its place; you must share the buyer’s concerns. It means shifting your thinking in two respects.

* Shift from persuading to understanding
* Shift from a product focus to a buyer focus

Top salespeople see the world from the buyer’s point of view. This helps them understand the needs of the buyer. So instead of worrying about persuading, they seek to understand. This leads to a natural tendency to ask more questions thereby uncovering more needs. As a result, the top salespeople don’t talk prematurely about product. Their clients see them as sincere which breaks down many of the walls we face when trying to persuade clients before understanding their situation.

Think of a bridge that connects products to consumers. You are that bridge. As a result, you have to understand both — product and customer. Which end is the most important?

* Most salespeople are more comfortable and proficient at understanding their products than at understanding buyers.
* Very successful salespeople have adequate product knowledge, but superior knowledge of customers.
* Salespeople with the highest product knowledge don’t make the most sales.
* If forced to make a choice, buyers are more likely to deal with those who best understand their needs than with those who best understand products or services.

How do you achieve a better understanding of your clients?

* Keep up with business and industry trends that affect your clients.
* Read current business journals as well as product manuals.
* Have a real curiosity about what’s going on inside the buyer’s world and ask a lot of questions about changes in their lives as well as their hopes and dreams.

From Chapter 12 of SPIN Selling, “Sharpening Your Skills”

“Why do we never get an answer when we’re knocking at the door? – The Moody Blues

It could be because we are knocking on the wrong door. Or are we knocking too loudly? SPIN is an acronym for a type of questioning/profiling used by top salespeople. S stands for “Situation”; P for “Problem”; I for “Implication” and N for “Need-payoff.

First let’s take a look at “Situation” questions. These are the type of questions that are essential early in the sales process. If you are meeting the prospect for the first time, you obviously need together data. These are also the type of questions that most new salespeople feel comfortable using. They are typically non-threatening to the client, but there are some risks associated with a “laundry list” approach to profiling with such questions as, where do you work? Do you own a home? Do you have a checking account? The problem with this “checklist” style of questioning is that the prospect will become bored if you ask too many. The thing that separates the successful salesperson from the rest of the pack is how they listen to the answers to these questions and the way they limit the number of questions at a given time. As they gather information they move in the direction of a perceived problem.

If your client or prospect can’t understand the reasons behind the questions you are asking they will quickly grow bored and the likelihood of a sale or cross-sell opportunity quickly dies. Let’s look at the difference between Situation questions and Problem questions.

Situation Questions

Problem Questions

Do you have an investment account?

Have you been satisfied with the performance of your investments?

Do you have a checking account at another bank?

What checking account features does your other bank offer that keeps your business?

Do you own a home?

Are you satisfied with the rate on your home loan?

Are you interested in looking at alternatives to your CD?

What is the purpose of the funds in your CD account? Is it long-term or short-term?

Where are you employed? How long have you been there?

Does your employer offer a 401(k) or other retirement plan?

As you can see, the Situation questions will gather the facts. The Problem questions can gather the same type of information but move you into a relationship mode where the prospect sees you as a problem solver.

“One of the greatest pieces of economic wisdom is to know what you do not know.” – John Kenneth Galbraith

By now we should have a clear picture of how to uncover our clients’ problems by asking questions in a manner that will reveal them. As difficult as it may be at times, we also discovered that we shouldn’t offer solutions until we know what the problem is. This is accomplished through a combination of Situation questions and Problem questions. We can then develop the client’s need with Implication and Need-Payoff questions. If we employ this strategy with all of our clients then we should hear significantly fewer objections and close more sales.

If you find that you are hearing more objections than you like, there’s a good chance that you are offering solutions before you uncover the problem. Many times we are the ones causing all of the objections. A recent television commercial for a health care provider discussed the phenomena referred to as “the real purpose of the visit” or RPV. Doctors have to ask a lot of questions to uncover the RPV because patients just like clients and prospects will reluctantly give up the real problem they need help with. Just as a doctor could be liable for malpractice if he/she prescribes a medication without understanding the problem so can a financial advisor for offering a solution before understanding the need.

Think about the typical CD customer. Given the low interest rate environment we are experiencing it may seem surprising that more of our members with CDs are not flocking into the branches to meet with our Financial Consultants to take advantage of better investment alternatives. So when you call them in the course of your Block Time during the day you probably come away frustrated at their resistance to your great ideas.

Keep in mind; you are not going to sell anything over the phone. Your goal is to get an appointment. When it comes to people and their money they want to have a trusting relationship with the person giving them financial advice. So if you have not uncovered a need, you are not going to get an appointment. And let’s be realistic, there are some CD customers who just won’t budge in spite of the great job that you do. Let’s look at two ways to avoid unnecessary objections.

1. Objections early in the call. The research done by Neil Rackham, author of SPIN Selling, shows that customers usually do not object to questions unless you become rude or otherwise offensive. Most of the time objections arise from solutions that don’t fit the member’s needs. If you find that you are getting a lot of objections early in the call it means that instead of asking questions you have been offering solutions and features. Try to keep from offering solutions until you uncover the real need.

2. Objections about value. If your members don’t perceive the value of what you are suggesting then you will get objections. It’s a sign that you are not developing the need strongly enough. For example, the CD customer raises the concern about NCUA insurance. You immediately launch into a discussion about how their $300,000 won’t be 100% insured anyway and the NCUA could go out of business just like any insurance company. You tell them the fixed annuity is safe and pays more interest than their CD, blah, blah, blah. You notice that your prospect is even more determined and throws out a number of objections and you find your sale slipping away. What the member is really telling you is that you have not demonstrated value with your proposed solution. Their concern is safety because they need that money for long-term care.

A better approach would be to confirm their concern about safety. Then proceed to uncover the need for that CD money (long-term care) and discuss how your solution addresses both needs by demonstrating how your proposed solution addresses both needs. Cut down on the use of features and concentrate on the use of Problem, Implication, and Need-Payoff questions.

Four Stages of a Sales Call

1. Obtaining Commitment starts before the discussion, by setting objectives that will lead to a realistic commitment.
2. Obtaining Commitment is easiest if you’ve developed strong needs in the Investigating stage and have demonstrated the capability to meet them
3. Obtaining Commitment has three steps:

* Check that you’ve addressed key concerns
* Summarize the benefits
* Propose a realistic commitment

Key Traits Of A Reliable Financial Planner 2016

Financial planners generally offer advice to their clients on how to invest, save and grow their money by making the right financial decision. They can be quite helpful in helping you tackle the financial goals you might have such as those involving buying a house. An advisor can handle different financial matters to ensure you are in check when taking financial steps. However, to enjoy the very best of the financial services, you will need to find an advisor with the right traits.

1. Objectivity – The best financial advisor for you should give attention to the needs you have before offering the best recommendations possible to meet the goals you have set. He should however also be bold enough to tell you frankly when you are making a decision that is not very favorable depending on the current resources you have and other financial commitments you have.

2. Competence – It is another important trait if at all you are to enjoy good advice. Apart from being well-educated, your financial advisor should demonstrate some experience in handling financial matters. You can tell how competent your advisor is by the way he handles any questions you might have regarding money matters.

3. Clarity – This is in terms of being completely honest in telling you the planning services he will provide as well as the costs. A good planner will take the time to also explain to you about the risks possible with the financial recommendations and the conflicts of interest which are potential around the same matters. Honesty is of importance since it prepares you even for the worst and an advisor who values this should be a good choice for your needs.

4. Integrity – It is basically the one trait that will determine the kind of relationship you have with your planner. He should handle his responsibilities and duties with the seriousness they deserve to earn your trust through the demonstration of professionalism and ability to meet set goals. The principles should take a higher position in his life than the personal gains to create a healthy working partnership. This is important considering you might have the need to use the services on a long term basis.

5. Privacy – Financial matters are very private and as so they should remain even when working with a financial advisor. You will be required to divulge very relevant financial and personal information to the planner regularly. He should be professional enough to hold the information in confidence using it only when necessary during business conducts. A good planner should actually ask for your consent before using the information.

6. Compliance – Qualification and proper licensing is important even for a financial advisor. It is the only way he can offer you the services you deserve and fetch you expected results from your moves. Ensure therefore, that your planner has the right certifications and complies with the regulations from the right body. It is a good way of ensuring you remain financially safe throughout the services.

Let a Financial Advisor 2017 Guide You in Money Decisions As You Age

As you age, you begin to worry about money. Retirement only yields you so much income, and other assistance, like disability or Social Security, may not cover all your bills. Even if you have all the money you need, you don’t always know if you are investing it in the wisest way possible. A financial advisor helps you as you age, so you have control over the money you have saved.

Future Planning

Think about where you want your funds to go. Is it a retirement plan so you can quit working without worry? Is it saving for assisted living or medical expenses that are costing you lots of money? Or do you have funds invested and you don’t know what to do with the excess profit? A financial advisor sits down with you and discusses your plans for your earnings, then guides you to right decisions that can help you invest so you can live comfortably.

Right Now Investing

You may not have to worry so much about where your money is going, but still want to watch your limited earnings grow into better profit. A financial advisor is helpful in guiding you toward real estate investments, CDs, stocks, and bonds, and even savings accounts that gain interest over time. One of the best ways to take care of your money is to invest parts of it that you don’t need right away so you can watch your dollars grow over time.

Managing Expenses

Perhaps the best way a financial advisor can assist you is in handling your immediate debts. As you age, your bills are going to increase in some ways and decrease in others. For example, your home may be paid off, but you now have many medical expenses, including medications, to worry about paying. An expert walks you through your current debt and helps you find ways to spend your money wisely while still being able to set aside funds for things you will need in the future. They help you reduce debts by advising you to sell vehicles and other expensive items you no longer need and using the funds to invest in healthy ways.

Choosing A Professional

You need to look for a professional who has experience in helping retired or older people manage their money. Work with someone who can help you with your current income or earnings and who can explain things to you in an easy way. This way, you can confidently take charge of your finances and the future of your earnings without worry.

A financial advisor is beneficial in helping you with your expenses and saving for future needs. If you don’t know what to do with your income or worry about limited funds running out, choosing a professional to assist you is a great way to feel confident about the money you do have. Whether you need to save for the future or are worried, you aren’t managing your retirement correctly, the right expert can put you at ease and walk you through the right steps to take.