YOU'RE TOO GOOD TO BE TRUE

𝘠𝘰𝘶'𝘳𝘦 𝘵𝘰𝘰 𝘨𝘰𝘰𝘥 𝘵𝘰 𝘣𝘦 𝘵𝘳𝘶𝘦…
𝘊𝘢𝘯'𝘵 𝘵𝘢𝘬𝘦 𝘮𝘺 𝘦𝘺𝘦𝘴 𝘰𝘧𝘧 𝘰𝘧 𝘺𝘰𝘶…

Or, how about...
𝘗𝘭𝘢𝘺 𝘵𝘩𝘢𝘵 𝘧𝘶𝘯𝘬𝘺 𝘮𝘶𝘴𝘪𝘤
 
Maybe...
J𝘶𝘴𝘵 𝘴𝘭𝘪𝘱 𝘰𝘶𝘵 𝘵𝘩𝘦 𝘣𝘢𝘤𝘬, 𝘑𝘢𝘤𝘬...
 
And with apologies...
𝘐 𝘸𝘪𝘴𝘩 𝘐 𝘸𝘦𝘳𝘦 𝘢𝘯 𝘖𝘴𝘤𝘢𝘳 𝘔𝘦𝘺𝘦𝘳…
 
Find yourself humming or singing to the dog? 
These ditties begin an endless loop that drives you bonkers. They also give you a mild head rush from remembering the words.
 
Why? Our brain craves predictable patterns to understand, process, and help recall information.
The brain's memory is also very fond of stories that connect repetition and emotion.
 
Seinfeld is the maestro of repetitive signature moves that make you smile:
- Kramer’s classic entrance… https://www.youtube.com/watch?v=br2wzb8Cj_g
- The slow deliberate Hellooo Neuman...https://lnkd.in/eezHuqtj
- The three bars of music that open each scene
 

Predictable, comforting and they never get old.
 
For Ted Lasso fans, it's the box of biscuits… 

Marketers know that memorable sells. 
Top salespeople do too.
 
You’re shooting for a soundbite that makes you memorable AND makes it easy for advisors refer you to their buddies.  

Memory space is an endangered species – you can own that real estate with a little effort.
 
Before you go DORKY here, let’s put some parameters around memorable:
- Probably not biscuits or humming 1-877 Kars for Kids.
- Something quick, perhaps funny that says – he/she’s different.
 
How might you create a pattern of repetition that helps advisors remember why you are the chosen one? 
 
I bet it has nothing to do with a Large Cap, ESGs or model portfolios.
 
Here are some examples. They may or may not be your thing. As in any professional sport, delivery and timing count.

- Opening your conversation with ‘Let’s talk about you first…”
It’s a neck snapper.
- Opening (or ending) the conversation with: “Are you ready for your tip of the day?” (NOT product related -This could be a new tech hack or mobile app.)
 
- Leaving the office with, “Oh and one more thing… Here’s something to think about between now and the next time we talk…”  This could be a quote or question you leave them with. For example: “What do most people like to hear when they agree to do business with you….?” Keep them in suspense with the answer.
(Answer: “You’ve made a good decision.”  There is psychology behind this!)
 
You only need to come up with 1 or 2 tips or questions that can be used with all your advisors -- it works on the phone too!

Maybe you only work with advisors that are “smart, fun, ask the right questions, and know that facts don’t sell…”
 
That becomes your tag line. You will be amazed at how it will do two things: 
- Help you with a strategy for every conversation
- Guide you to the advisors who value what you are offering. 
 
Who on your sales team is memorable? Why? 

Looking for other ideas? Check out https://www.interactive-com.com/advanced-sales-clinics