Between Branches: Recent Episodes
Your Retirement Team
Helping Bank Financial Professionals remain relevant and get more out of their business.
As you travel from bank branch to bank branch, spend your time wisely - WITH US.
Created by Nick Bond, Paul Gauger, & Jason Smith.
Contributors: Nick Bond Paul Gauger Jason Smith Paul Kingsman Natalie Kropuenske
You’ve heard about it for a while.
Now is the time to talk to your clients about it.
💰 Guaranteed Retirement Income is on the minds of your clients. 💰
If you need someone to help guide you through the conversation,
Let us know.
Many financial advisors struggle to gain new clients, unaware that their approach to requesting referrals is actually driving potential leads away.
Instead of pressuring clients into providing names, a more effective strategy focuses on building trust and positioning the advisor as a helpful resource.
By offering genuine assistance and value to clients' social circles, advisors can cultivate a steady stream of referrals organically.
Separate yourself from every other Financial Advisor who only focuses on the numbers.
Jason Smith shares a simple way to engage your clients in a unique way that will have them talking to their friends and coworkers about you.
Are Bronze medalists happier than Silver medalists?
Study after study shows they are, and Paul Gauger explains how this affects your clients perception of Risk and Loss.
How many of you have heard this question?
"What's your best rate?"
"What's your top rate?"
"Six months, 12 months, 18 months?"
They're calling other institutions as well.
Nick Bond shares how other Financial Professionals are answering this question, and winning the business.
Effectively involving your Clients in the decision makingprocess is an excellent way to build a lasting relationship.
You empower you clients by presenting multiple solutions, letting them decide what looks, feel, sounds the best for them.
Nick Bond shares what this looks like.
Where can you look in your book of business for client who need and want Guaranteed Income?
Paul Gauger details a recent client meeting where we were able to guarantee the client 30% more income for life with a Fixed Index Annuity versus their current Variable Annuity.
Let us know if you have any of these opportunities in your book of business.
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So many times our clients and prospects come to us with "surface problems" or "surface needs".
But there's more below the surface, a deeper problem or greater need.
They aren't hiding it from you, they just might not even know what the real problem is.
So, how can you help them recognize a problem they might not even know exists?
Paul Gauger shares 3 techniques to help you dig deeper, build trust, and win the business.
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First meeting with a prospect... YOU WANT TO IMPRESS THEM RIGHT?
So you start the conversation talking about the number of years you've been in the business, and all the great products and services you have to offer.
I'm sorry... but if you're doing that, you sound just like every other financial professional vying for their business.
Potential clients aren't interested until they know one thing about you... HOW YOU'VE HELPED OTHER PEOPLE LIKE THEM.
Jason Smith describes a simple, surefire way put the focus on them and ensure you separate yourself from the competition.
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Why is it that it's easier to buy a Big Mac, than it is to secure your financial future?
Walk into any fast food restaurant and within 30 seconds you know everything that establishment has to offer.
They make it easy to buy. They make it simple. They put a menu right up on the wall.
Contrast that with any bank, big or small.
Have you ever seen a menu on the wall of a bank, detailing every product or service they have to offer?
In this episode of Between Branches, Paul Gauger thoughtfully explains why you need to BE THE MENU.
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With rates on the upswing, are you driving the conversation to give your clients the solutions they need.
Nick Bonds shares a simple, effective "back to basics" approach including...
- How do you start the conversation?
- What words should you avoid using?
- A timeless Yellow Pad Idea
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What can I be doing right now, that my competitors are not?
An important question this time of year when some slow down and others are looking for an edge.
Nick Bond shares practical ways to engage and connect with your clients, that you can put to use today.
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As the calendar year draws to a close, Don’t get caught napping after the Turkey Dinner - KEEP THE MOMENTUM GOING!
Paul Kingsman lays out a strategy to push through to the end of the year, and into a successful 2022.
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Simple question "Are you concentrating on what you want to happen, or is your focus on what you don’t want to happen?"
Paul Gauger shares an idea from Alabama Crimson Tide sports psychologist that will help you springboard into next year.
HAVING THE RIGHT MINDSET NOW WILL BENEFIT YOU IN THE NEXT 12 MONTHS.
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Every month, they come back into the bank and ask the same question...
"What's your best rate?"
And you know as soon as you tell them the rate... they're out the door and down the road to the next bank, asking the same question.
Nick Bond shares 3 simple responses that will stop them in their tracks, and help them understand why a deeper conversation is always more beneficial than just "the best rate".
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"If you saw a $50 bill on the ground would you stop to pick it up?"
Paul Gauger explains how asking your clients this simple question could spark their interest in a solution other than a bank CD.
October is CD Renewal Month, making right now the optimal time to get in front of as many CD clients as possible.
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Paul Kingsman explains that when clients ask HOW YOU'RE DOING, it's best to describe WHAT YOU'VE BEEN DOING to equip them with words to easily refer you to others.
- Instead of treating the question, “How are you?” as a throwaway line, determine to respond in a more valuable way.
- Practice the words to succinctly tell who you’ve been helping.
- Then, having planted the details of who and how you help in their minds, quickly redirect the conversation to them, so they know you’re genuinely interested in them.
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MAXIMIZING CLIENT OPPORTUNITIES WITHIN THE BRANCH – A concept we hear often with Huddle Sessions, and certainly as important as ever.
Sometimes looking beyond the “typical” opportunities like Large Deposits, CD Ownership, Bank IRAs, etc., can also create some great conversations.
Pulling ideas from recent Huddles we’ve been a part of in the field, we wanted to share (3) areas of interest. Each comes from a place of truly helping to be a resource for clients.
Listen and then get together with your Branch Team about these opportunities at your location!
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You most likely know there is a HUGE transfer of wealth taking place right now in America.
But what are you doing to ensure you're retaining or attracting that money when it moves from one generation to the next?
Listen as Paul G gives some insights on how you can help your clients when they need you most.
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Have you ever had to return a gift someone gave you, either it was the wrong size or wrong style?
Wouldn’t it have been nice to have some input?
The same is true in selecting a solution for your client.
Nick Bond explains how Involving your client in the decision making process goes a long way in accomplishing two things…
- Avoiding future objections
- Creating longer lasting relationships
Listen and prevent your client from returning what you picked out for them.
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Natalie Kropuenske shares how understanding this concept is key to getting your clients where they want to be.
In your client's story, THEY ARE THE HERO. And they should be.
They don't need you to save them, they need you to guide them.
They can't do it on their own.
Remember...
- Luke had his Yoda.
- Frodo had his Gandalf.
- Tommy Boy had his Richard.
They need you to show them the way.
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Paul Gauger dives into 4 common objections that Financial Advisors hear from their clients regarding annuities.
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IF INCOME IS YOUR OUTCOME...
Then you (and your client) have some decisions to make.
Fortunately you have options, and a team ready to help decide which is the best.
Whether your client needs Income Now, or Income Later, solutions are available.
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Imagine you’re on the 10 yard line, 🏈
1st & GOAL,
Which offense is going to get you into the end zone?
Now imagine the end zone is RETIREMENT,
And you’re in the RED ZONE, just a few years away from retirement.
Which financial solution can GUARANTEE YOU’LL NEVER LOSE A YARD (or a dollar) and help you get to retirement with confidence safely?
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You have your FIRST MEETING coming up with a client.
You should know the 3 things you can do before and during that will make this meeting a success.
Nick Bond shares 3 SIMPLE TACTICS that will help your client feel understood, and want to do business with you sooner.
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"This idea is too simple, every advisor must be doing it, RIGHT?"
Wrong.
Paul Kingsman shares two easy ideas to help you stay front of mind with clients this summer, and help them look smart at the same time.
Let us know if you want more help connecting and impressing potential clients.
www.ashbrokerage.com
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Quality over Quantity… We’ve all heard this before.
Is your Service Line focused on the RIGHT targets to increase your Wealth revenue?
Which partners can you count on to give them the tools to IDENTIFY and CONNECT you with ideal prospects?
To SCHEDULE A VIRTUAL WEALTH HUDDLE, reach out to us today!
317-775-6347
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If you were using TOO MANY of your client's assets to GENERATE INCOME, when would you want to know?
If you want to know how to give your clients MORE INCOME, USING LESS ASSETS
Listen to Nick Bond describe a little known strategy, then call us.
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Milk goes bad...
And whether we like it or not, Some financial solutions get stale.
BUT WHO'S CHECKING THE EXPIRATION DATE?
Ash Brokerage will let you know if the solutions your clients put in place years ago are still appropriate for their current situation.
To start a review, reach out to us today!
317-775-6347
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Give a listen for the TOP CONCEPTS AND TOPICS we are discussing in January,
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BEHAVIOR. ATTITUDE. TECHNIQUE.
The 3 elements required for SUCCESS IN ANYTHING.
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Who is the target audience for this concept?
Why is it a viable solution?
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When it comes to GUARANTEED INCOME and OPPORTUNITY FOR GROWTH, WHAT STORY ARE YOU TELLING YOUR CLIENTS?
Nick Bond details how telling an INDEX STORY helps solve both problems.
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Your clients are desperately searching for ways to PROTECT AND GUARANTEE their income in retirement. How will you help them put that plan in place? Nick Bond explains how we help you as the advisor position and find the best income options for your clients.
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A pristine golf course or a busy 4 lane highway... Which would you rather have in your backyard?
Paul Gauger, Retirement Income Consultant with Ash Brokerage, explains how asking this question can help you position Fixed Index Annuities with your clients.
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Consider your clients who are 70+ with assets earmarked for the next generation... How can you help them better position these funds?
Nick describes a simple split ticket solution that provides liquidity, growth and a tax-free death benefit.
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The Tortoise or the Hare? Do you remember who wins in the end?
Hear a real success story from two of your peers, over a year in the making, where the client goes from Shell-Shocked to Reassured.
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What’s the number one fear of retirees? The answer… Running out of money.
Most of us have heard this statistic before, so the real question is… “What can YOU do about it?”
Paul Gauger discusses how eliminating this uncertainty and providing income for life is easier than you might think.
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A recent study found only 16 percent of Fortune 500 companies offered pension plans.
That’s a dramatic drop from the 59 percent of that same group of employers that offered pensions in 1998.
Is a “Pension” in Retirement any less important in 2020 than in the past?
Let’s talk about Retirement Income
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Do you know what your counterparts are doing to stay front of mind with clients and customers?
We do!
We learned a lot from our conversations with you, and it's time to share. Nick Bond shares the top 3 ways you all are building momentum for the second half of the year.
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Do you remember the last time you were cruising down the highway and… you missed your exit. How frustrating.
Don’t you wish you could exit whenever you wanted?
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How many times have you heard this from a client?
“Let’s wait and see…” "Rates should go up soon…” “I’ll just stay where I am…”
And where does the conversation go from there?
Listen for a proven strategy that will help clients feel at ease about repositioning some of their savings.
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If you want to feel more comfortable, more confident when presenting wealth transfer solutions to your clients... Here's an idea for you.
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Looking for today's rates, now they're available online, anytime.
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While not for every situation, RETURN OF PREMIUM, can help create a comfort level for your clients.
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It's always a great time to talk to your clients about the advantages of fixed annuities.
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The changes that came with the SECURE Act bring with it real opportunities to talk to your clients.
Want to know how to start the conversation and follow through with solutions?
Listen to Nick Bond's insights.
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