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May 5, 2016 By Profeds Webmaster

If it was easy, everyone would do it

If it was easy, everyone would do it. Sweat equity goes far!

Do you suffer from shiny object syndrome? Constantly hopping from program to program because you’re not getting traction, or not gaining instant success.

There’s a reason for that. Because any program worth it’s weight requires work.

One of the best questions I’ve ever been asked by an advisor considering coming into my program is, “what is the thing I’m going to like LEAST about working with you?” My instant answer: “That you’re actually going to have to work!”

Here’s the deal…

If you’re part of a program that is going to be a large part of your business’ revenue, don’t you think your actions should reflect that?

For instance, I coach financial professionals who choose to work with federal employees as their core niche. If I have someone come to me who doesn’t want to build relationships with federal agencies, and doesn’t want to talk to anyone under age 59 1/2, and they’d prefer not to have to educate (since “that’s just one more step between them and the sale”), guess what?

We aren’t a good fit.

We aren’t a good fit because they aren’t willing to invest their time and energy to build relationships in a part of their business that is supposed to be a major source of revenue. It’s not because the federal market won’t work, it’s because THEY won’t work.

Many simply want “leads” handed to them, and some would prefer that someone else make the sale happen (and they simply sit back to collect the check).

If you’re serious about making your mark in a niche market (whether it’s with federal employees, seniors, baby boomers, or underwater basket weavers), you MUST know that it will take work and commitment on your part.

Done right, these business endeavors will not only bring you healthy revenue, they’ll also allow you to enjoy a long-lasting and sustainable business with people who trust you.

Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.

Ready to get started? The ProFeds Bootcamp is where all of the magic begins! This training program is limited to the first 10 financial professionals who qualify, so reserve your seat today! CLICK HERE for details about our next available class.

About the Author: Chris Kowalik, founder of ProFeds, is the industry’s leading business coach for financial professionals who specialize in working with federal employees. She is a frequent speaker for financial services firms and federal agencies throughout the country.

May 5, 2016 By Profeds Webmaster

Serve others to unlock
their greatest potential

Serve others to unlock their greatest potential, and be genuine.

In the financial services industry, we use the concept of “service” a lot. We refer to “servicing” client accounts, and we may offer “services” to clients like an annual review that we put into this category.

But are we serving our clients to help them to be their best selves?

Do you find that you’re simply going through the motions, or are you helping your clients to overcome their own obstacles, demolish their self-imposed roadblocks, and gain the financial independence that they desire?

This isn’t about greed – and ironically it’s not really about money either. It’s about “selling” from a place of “service” and giving your clients the best opportunity to succeed. It’s about giving guidance, mentoring them through tough conversations, and bringing clarity to confusing topics.

All too often, we lead conversations based on the desired outcome (a sale). Instead, I encourage you to detach yourself from the end result, and simply focus on serving the client to allow them to reap the good that comes from it.

Now, I’m not saying to stop recommending solutions, but simply to look at the bigger picture of what your client needs. Chances are good that they want to FEEL GOOD about the decisions they are making, and about investing in your relationship. What better way to do that than to serve them and help them to see the great potential in themselves?

If you’re curious what potential lies within you to better serve your federal employee clients, consider ProFeds coaching services today.

Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.

May 3, 2016 By Profeds Webmaster

Define your ideal client

Define your ideal client, but know that some won’t be ready for your help.

Undoubtedly, at some point as a financial professional you’ve questioned whether you’re working with the right kinds of clients.

Do YOU know who your IDEAL client is?

At the beginning, you may be more inclined to “work with anyone” especially when you’re trying to find your way in the industry (and keep paying your bills). But over time, other things become clear to you of what you’re willing to deal with, and what you’re not.

Not only are you now concerned that you’re working with people who have money and can afford your services, you’re also probably looking for people who satisfy the other — more personal — side of our business. Ultimately, do you enjoy working with them?

Sometimes, the best way to figure out who we DO want to work with, is to identify who we DO NOT want to work with.

Here are a couple of traits of people you may have identified that you’d prefer NOT working with:

those who treat your staff (or you) poorly, and who don’t respect your time,
those who overly-question themselves (or you) and backtrack on their decisions, and
those who make you cringe when you see their number pop up on your phone.

The reality is that we all want to feel that we work with people who value our services, respect our time, are committed to their future, and who allow us to really enjoy going to work every day.

The quicker we identify who fits the bill, the happier we will be going to work each day.

Still, there will be some people who aren’t ready for the kind of help you can provide them. As a business coach, I see this regularly (yes – even financial professionals have a hard time “being ready” to take proactive measures to better their business).

Chances are, if we are surrounding ourselves with the right kinds of people we inevitably find people who WANT, who NEED, and who are READY for our help.

Do you find that you’re consistently working with the wrong kinds of people? Perhaps you’re in the wrong market, or don’t have a clear path from “introduction” to “client” and want to look at your options of working with federal employees? If so, ProFeds may be the solution you’ve been searching for!

Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.

May 3, 2016 By Profeds Webmaster

Be approachable

Have you ever seen another financial who seems to have the magic touch? That there’s something that attracts clients to them in a seemingly effortless way? It starts with being approachable to the people you want to attract.

Are you giving the vibe that your prospective clients want to feel? Are you unknowingly distancing yourself by the way you dress, or the way you explain concepts or products?

When you look at your ideal niche (the group you truly want to focus your business on), what are they looking for?

For instance:

-suit and tie OR polo and khakis OR hawaiian shirt and shorts?
-come to your office OR meet at their home?
-need lengthy explanation OR want to feel good about their decisions?

Think about what you are doing on a daily basis to be approachable to your ideal clients.

If you’re looking for an ideal niche market to serve, working with federal employees may be just the thing you’ve been looking for! Schedule a time to chat with us today!

Financial Professionals: Schedule a 30-minute consultation with Chris Kowalik of ProFeds to see if this proven, step-by-step system is right for you.