Positioning yourself as an Indispensable Resource in the Mind of your Client


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The Ultimate Compliment you can receive from a client is the referral of someone they really care about. From the point of view of the advisor, this tends to be the best source of great clients (most experienced advisors say their greatest new clients came as a result of a referral) yet few advisors reach the point of being able to have a "Referral Only" Practice.

The key to increasing referrals from your clients is maximizing your Referabilty Quotient (RQ). This section of the site is dedicated to giving your resources to Master the Three Mental Flash points (When the account is opened, When the first problem occurs, when the market goes down) that maximize your RQ.

The Endorsed Mailing
Although FINRA regulations against using testimonials in your marketing material are stiff many advisors have gotten around these rules with an Endorsed Mailing. Many will recognize this as being "thin ice" from a compliance point of view and my advice in that situation has always been "when in doubt--check it out". If your compliance is comfortable with this strategy it is a powerful tool to us with many professionals in your network. . . . keep reading

Mastering your only chance you will ever have to make a good first impression!
Bob Cobb

From the time that you open an account until the client has filed your away mentally is an unbelievably short period of time. Will you be a dynamo or dud? What are you asking them to write in the wet cement? . . . keep reading

SURF Your Way to Rapid Rapport
Bob Cobb

The Path to Developing Deep Trust and Confidence with Prospects and Clients can be a long and arduous one or by using these techniques it can be achieved I the blink of an eye. . . . keep reading

Recent Forum Posts

· Welcome to the Discussion

"I decided to practice your Outcome Centered Selling techniques (Capture and Lead the Imagination) on some of my "dead leads," within the first week I had resurrected a lead that led to a $1,000,000 sale. This stuff is unbelievable!"

-Tony Bahu
First Liberty

"Unbelievably Invaluable tool", "Pays for itself", "You need to buy this book"

-Jon L Bowles
Citibank

Incredible information. I'm overwhelmed with the positive response that my bankers have shown with your information. I feel as if my relationship with my bankers have gone to the next level and they find me to be a much more valuable resource.

-Angie Smith
SunTrust Securities

"Bob Cobb is an extraordinary coach. I have benefitted greatly from his dead on advice. His breadth of knowledge of sales and marketing amazes me. Everything that I have ever done with him has given me atleast a 10 to 1 return on my investment.

-Todd B
Savannah Ga.

I've worked with Bob Cobb for five years. I have never met anyone with a more positive approach to business or life. Bob has never had a bad day in either. He has an infectious positive energy that has to be experienced to be believed. It is motivational just standing next to the guy.

-Tom Alexander
Pres. Alexander Trading

"We have had six coaches and consultants speak to us this year (2004) and
your presentation is by far the most on the mark--with actionable ideas--
that we have seen."

Bob Garlow
SVP SunTrust Securities

"I love Bob's coaching and teaching style, it's all about implementing ideas and putting pen to paper instead of the typical coaching experience of just talking about great ideas! Working with him has given me a powerful way to position myself with my centers of influence and partners...the impact has been HUGE!"

Jonathan Owenby -
SunTrust Securities

Click here for more rave reviews!