The disservice of products, price and performance has been undermining the financial services industry since the beginning of time -- and it continues to be true today! Here's how you rise above:

1. The Advisor vs. the Salespest
2. 1. How do your best clients describe you?
   2. How do your best clients describe stockbrokers and insurance agents?
   1. It's all they have to sell
   2. It's all the know how to sell.
   3. Live by the sword, die by the sword.
3. Products, Price and Performance are the crutch of the salespest -- and of the wholesaler
   1. Themselves and their expertise.
   2. Their philosophy
   3. Their Planning Strategy
      1. Name them
      2. Make them memorable
      3. Make them tangible
   4. Their Process
4. Advisors understand what they are actually selling is…
   1. Did not say…
   2. 1. I'll get you this interest rate.
      2. I'll outperform the market.I'll create a financial plan for free in hopes you do business with me.
5. Between now and the next time we get together, I'll identify the areas I feel we can create the most value for you so that you can make an educated decision as to whether or not you wish to engage the services of me and my firm… Fair enough?

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The RARE Advisor is a business model supercharged by Recurring And Repeatable Events. With more than thirty years of working with and coaching successful advisors, host Mike Walters (along with other leaders in the industry), discusses what it takes to grow a successful practice. With the aim of helping financial professionals and financial advisors take their business to the next level, Mike Walters shares insights and success stories that make a real impact. Regardless of the stage of your practice, The RARE Advisor will provide thoughtful guidance, suggestions for developing systems and processes that work, and ideas for creating an authentic experience for your clients.

The RARE Advisor is part of the Advisor Advancement Network, powered by USA Financial and committed to empowering financial advisors and financial professionals since 1988. Advisor Advancement was born from a desire and a need for our contributors to communicate with the financial advice community in a much different way. Created by industry professionals committed to advancing the advisor profession one video, blog, podcast, and tweet at a time. We talk about practice management, marketing, compliance, business development, and a myriad of other things that financial advisors may want to hear, rant, or lament about.

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