Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • CHRISISM #63 - Disturb / Reassure

    This is an age-old sales technique that works by pressing your client’s emotional hot buttons and it is especially effective in the risk advice client engagement process.

  • CHRISISM #62 - Terminology Time Again - "Disability"

    When engaging with a client in the risk advice space, how often do you think you use terminology that creates a negative perception? I'll wager it's more often than you think.

  • CHRISISM #61 - Don't Get Sucked Down the Blame Drain

    When something doesn't go according to plan or even worse goes pear shaped, how many of us immediately look for someone or something else to blame other than ourselves?

  • CHRISISM #60 - Clients’ Thought Bubbles

    How structured is your first client meeting? Do you have clearly identifiable stages to the first client meeting with specific objectives that you are seeking to achieve at the end of each stage?

  • CHRISISM #59 - Be Reliable

    How reliable are you?

  • CHRISISM #58 - FSG - Sales Tool or Compliance Document?

    Do you regard the Financial Services Guide as a sales tool or a compliance document? If your answer is compliance document, then you may want to change your thinking...

  • CHRISISM #57 - Terminology Time - "Superannuation"

    Have you ever encountered a negative reaction from a prospect or a client when you mention superannuation? If so, maybe it’s time to consider using alternative terminology

  • CHRISISM #56 - Creating a Quality Experience

    We need to guard against our risk advice process becoming too transactional. There is a big difference between completing a transaction for a client and creating a quality experience for them.

  • CHRISISM #55 - Heart Vs Head

    Are you selling protection from your heart or your head? If you’re selling from your head, you’re probably finding it tough, but if you’re selling from your heart, I would guess you’re finding it a hell of a lot easier.

  • CHRISISM #54 - Two Ears One Mouth

    There is a good reason why we were given two ears and one mouth and I strongly suggest you use them in the proportion that they were given to you, thereby doing twice as much listening as talking.