Bernard Ho Consulting Group Pte. Ltd: Recent Episodes
https://bernardhopodcast.files.wordpress.com/2016/05/112016updatedimportanceofcommunication.mp3 What to expect in the podcast:
- How to ensure efficient communication?
- Is it the responsibility of the sender or the receiver to understand the message?
- Asking questions the right way in accordance to prospect’s personality trait.
- WIIFM-What’s In It For Me; What is in for the referrals that was introduced? Value Added Services.
- The idea of setting a goal and how to achieve it.
https://bernardhopodcast.files.wordpress.com/2016/04/wednesdaytraining_march022016understandingtheprocessedited1.wav What to expect in the podcast:
- The must-do’s in this business.
- The importance of following the correct process and system.
- Understanding the logic behind the sales business.
- The difference between aggressive and irritating approach.
https://bernardhopodcast.files.wordpress.com/2016/04/160216-how-to-react-and-handle-prospects-change-of-needs-edied.wav What to expect in the podcast:
- Identifying the real race in the business.
- Are we aiming for a precision spot?
- How to react to prospect change of needs.
- Tonality of voice and questions to be asked in order to identify reason and need for the change from the initial request.
https://bernardhopodcast.files.wordpress.com/2016/04/160211-training-edited-hitting-the-hot-button.wav What to expect in the podcast:
- Practicing the five important things before an opening appointment.
- How to identify prospect’s need and how to communicate the solutions.
- The importance of asking relevant questions to highlight the urgency of prospect’s pain aka needs.
- How to get rid of fear of discomfort in our everyday Agenda.
https://bernardhopodcast.files.wordpress.com/2016/04/2016_03_22editeduploadedon12042016brandingofbusinessandopeningtargets1.wav What to expect in the podcast:
- How do you allow clients to recognise your business?
- How do you market your business?
- Monthly and weekly target breakdowns for opening and closing sales in order to maintain consistency.
https://bernardhopodcast.files.wordpress.com/2015/12/tuesdaybriefing_bybernard-ho_august252015-edited.mp3 What to expect in the podcast:
- Focusing on the enjoyment part of your job rather than the times when you’re struggling.
- Identifying why u got into the business.
- WISE: Correct interpretation of the life experience. If working is for your own happiness, it’ll be shortlived. It must always be something greater than you (ie: a cause, or for someone else).
- Identifying the resources you have that you are willing to invest/sacrifice in order to get what you want.
https://bernardhopodcast.files.wordpress.com/2015/12/wednesdaybriefing_april232014-edited.mp3 What to expect in the podcast:
- Avoiding phantom appointments.
- Importance of justification with full disclosure & implications.
- Having good appointments with clients from cold-cases.
- Knowing what is controllable.
- Never do premature selling.
https://bernardhopodcast.files.wordpress.com/2015/12/tuesdaybriefing_bybernard-ho_august042015-edited.mp3 What to expect in the podcast:
- Lay all the cards on the table and let them choose what they want.
- Let them know the blind spots they might miss but ultimately its their choice.
- Agreement is not equivalent to acceptance.
- Ensure that clients are able to disagree with u comfortably in appointments.
https://bernardhopodcast.files.wordpress.com/2015/12/thursdaytraining_by-bernard-ho_november262015.mp3 What to expect in the podcast:
- Encouraging people to open up as to why they want to buy the products later.
- Importance of education of products to the clients.
- Importance of clear communication in understanding the clients’ train of thought.
- Always give your best in the service of your consultation.
- Distributing short term and long term contingency.
https://bernardhopodcast.files.wordpress.com/2015/12/wednesdaytraining_closingappointment_by-bernard-ho_november252015.mp3 What to expect in the podcast:
- Using the appropriate words for various profiles.
- Importance of preparation.
- Importance of summarizing the products that will match the clients’ needs.
https://bernardhopodcast.files.wordpress.com/2015/11/tuesdaybriefing_march182014-edited.mp3 What to expect in the podcast:
- Asking the right questions & analyzing what is the most important for your clients.
- Putting the work you do above your comfort level.
- Identifying what’s good to have vs. must have vs.need to have vs. want to have (which is the strongest).
- Not letting your mindset limit your potential.
https://bernardhopodcast.files.wordpress.com/2015/11/wednesdaybriefing_byzincgoh_april022014-edited.mp3
- Using ‘Divergent’ movie as an example to explain D.I.S.C personalities.
- Identifying your clients’ personality type and ways to be more D or I in your characteristic traits.
- Adapting other characteristic traits and practicing it.
- Knowing what questions to ask for each specific characteristic trait.
Kicking The Habit of Making Assumptions
What to expect in the podcast:
- Being straightforward and direct to clients and understanding the clients in their entirety.
- Being able to crystallize your thoughts and asking the right questions.
Having a Certain Kind of Structure to Achieve Your Production Goals
What to expect in the podcast:
- How to consistently achieve your goals/desire.
- The number of people you need to see every week in order to reach your goals.
- Efficiency: Less Effort, More Result.
- Getting clients to be covered is the top priority (no matter how small it is).
Building Trust and Credibility
What to expect in the podcast:
- The 3 things to form the circle of trust.
- Building rapport by identifying a common interest.
- How to become a trusted adviser.
- Aspects of being social proof.
- Avoiding premature selling.
- Having more ‘D’ and ‘I’ aspects in appointments.
Managing Expectations in the Warm Market
What to expect in the podcast:
- Demand vs Request.
- Clients need to recognize the value you add to them.
- Having the right to ask for referrals.
- Ways to ask for referrals from people & responding to rejections.
- Controlling the situation by asking questions and clarifying with clients.
- Ways to give assurance to the warm market.
Techniques In Accomplishing a Strong Closing Appointment
Things to expect in the podcast:
- Having the conviction as a financial consultant.
- Importance of identifying a problem.
- How to fully understand the prospect/client.
- Drawing out any potential objections and controlling the situation.
- Do not give solutions to a problem that doesn’t match.
Being Equipped to Give Strategic Solutions as Consultants
What to expect in the podcast:
- How to identify clients’ problems, whether or not they realize it.
- Techniques on getting the information that are useful for your fact find.
- Identifying the problems that clients have through the information you get.
- Knowing how to be a consultant.
How to Execute A Strong Opening Presentation
What to expect in the podcast:
- Role Play on handling objections.
- An example of a good opening presentation.
- Breaking down the techniques needed for the presentation.
Putting Yourself in the Shoes of Clients
What to expect in the podcast:
- Making yourself client centric and providing them with the best buying experience.
- Magnifying small problems, is it ethical?
- 6 ways to emotionalize your story and to tell it accurately.
Knowing the Intrinsic Value of the Work You Do
What to expect in the podcast:
- Handling skepticism.
- Knowing what you bring to the table as a financial consultant.
- Importance of rapport building.
Being A True Consultant
What to expect in the podcast:
- Ways to improve yourself.
- When is the right time to call clients/prospects.
- Handling fickle-minded clients.
- Looking at the big picture first rather than the specifics.
- Consulting with full disclosure.
- Hacks to efficient fact-finding.
Using Your Goal as Your Compass
What to expect in the podcast:
- Understanding the reasons for your actions.
- Being clear on what you want.
- Identifying the driving force to achieve more than what you can do.
The Struggle With Yourself
What to expect in the podcast:
- Identifying the proper products to sell and finding out whether or not the clients can afford it.
- Doing the right thing for your clients.
- Selling outside your comfort zone.
Questions You Should Ask Yourself to Maximize Your Potential
- Identifying the issues you face as a financial consultant.
- Issues you can control vs Issues you cannot control.
- How to create a safe environment for your clients.
Fact-Finding Techniques
What to expect in the podcast:
- Knowing clients’ expectations.
- Being conscious and aware in your fact-finding and building rapport.
- Various types of hot buttons.
- Role Play.
Prerequisites of a Top Producing Financial Consultant
What to expect in the podcast:
- Top Producers vs Low/Mediocre Producers.
- Actions need to coincide with your goal.
- Banana Peel Theory.
- Dealing with rejections.
- Ways to stay motivated.
Back to Basics
What to expect in the podcast:
- Purpose of being a financial consultant.
- Knowing why you join the career.
- Having a long-term view in the career.
- Being clear of your goals and direction in the career.