Mortgage Originator Jimmy Vercellino, specializing in VA loans, helps veterans use their VA loan benefit to their greatest advantage. For more details call us at 480-351-5904 or visit our site http://www.valoansforvets.com/ The views expressed here are those of the individual author and do not necessarily represent those of First Choice Bank (NMLS #: 177877) and First Choice Loan Services Inc. (NMLS #: 210764), 7600 E. Doubletree Ranch Road, Scottsdale AZ 85258. Equal Housing Lender. www.fcloans.com/disclaimer/ www.fcbhomeloans.com/privacy 7600 E. Doubletree Ranch Road #200 Scottsdale, AZ 85258 Phone: (480) 351-5904 Email: jimmyv@fcbmtg.com http://www.valoansforvets.com http://google.com/+valoansforvets http://facebook.com/valoansforvets

3. Understanding your customer’s
motivation is as simple as knowing
what makes them tick.

4. Tapping into their life rhythms will
enable you to help them accomplish
their financial goals, which will make
them happy and you successful.

5. ASK QUESTIONS

6. The first step in understanding your customer’s motivations is to ask
them questions. Asking the right questions is vital.

7. What are your financial goals? For what do you want to save?
Which life events do you anticipate being on the horizon?

8. Don’t forget the most important part of asking a question:
listening to the answer.

9. BUILD RELATIONSHIPS

10. As you ask good questions and listen well to the responses, you’ll
begin to build relationships with them. Remember that you are
not just selling financial instruments.

11. Rather, you are helping real people to meet their financial goals.
These real people will turn into life-long clients.

12. MAKE YOURSELF AVAILABLE

13. A person only becomes a life-long client when you help them
to meet their financial goals.

14. Make yourself available to them, not just at the beginning of the
financial planning process, but throughout their lives. A life-long
friend will be a life-long client.

15. Being there for customers will enable you to care for them which
will bring meaning and purpose to your own business.

16. 5 COMMON MOTIVATIONS
OF CUSTOMERS

17. It’s time to briefly mention five common motivations
you will experience with your customers.

18. The first motivation is simply that
your customers want to build
financial security by increasing their
wealth. If this wasn’t their goal, they
would have never met with you in the
first place.
1

19. Your customers may not use these
words but their underlying goal
is to build wealth to meet their
financial goals.

20. Your customers want to build
a future. They will have some desire
to create a reality that will be fueled
by economic gains, gains that you
help them to achieve.
2

21. Your goal is not just to help them
make money, but to help them create
a vision for their financial future.

22. Because every vision of the future
will be laced with purpose, you’ll
see that a third common motivation
is that a client wants to experience
a meaningful life.
3

23. Most people want to find meaning
in their life. Customers who will
take the time to sit down with you
will be especially motivated to
establish a meaningful life through
their financial plans.

24. Meaning and purpose may change
over time and financial plans will
need to adjust as well.

25. One of the more obvious motivations
is caring for family.
4
A customer will explicitly say that he or
she wants to care for their spouse and
children, to help their parents or leave
a nest egg for their grandchildren.

26. May never enter your conversation
but it is the underlying reason
for everything.
5
Your customers want to feel good.

27. At the end of the day and at the
end of their lives they want to feel
good about who they are and what
they’ve done.

28. Financial security is one key aspect
to feeling good and helping others to
build their wealth is your contribution
to them achieving their goals.
They will “feel good” and so will you.

29. Seeking a new financial advisor
position? Speak with the experienced
financial advisor recruiters of
Willis Consulting Inc.

30. They can many top industry contacts and
can help you land the position you want.
See open positions at
http://www.willis-consulting.com/financial-advisor-jobs/

31. Los Angeles Office:
Corporate Headquarters
719 Yarmouth Road, Suite 203
Palos Verdes Estates, CA 90274
310-373-7400 PST

32. Scottsdale Office
8970 E Raintree Drive
Suite #300
Scottsdale AZ 85260

33. New York Office
244 5th Avenue,
Suite 1855
New York NY 10001
212-726-2041 PST