Dan provides coaching to advisory firms in the following areas:
- How to convert prospects into clients.
- How to create videos that make an impact.
- How to create written client communications that get read and enhance relationships.
He’s an “evidence-based” coach.
As Dan’s coaching clients will attest, he completely changed the way they handled the process of converting prospects into clients. Now he is about to do the same with videos and client communications.
Converting prospects into clients
The evidence supporting Dan’s revolutionary approach to converting more prospects into clients is set forth in, The Smartest Sales Book You’ll Ever Read. It’s based on hundreds of academic studies referenced in the 62-page bibliography in his book as well as his experience coaching many advisory firms.
Producing impactful videos
Most videos created by advisory firms follow a predictable formula. Members of the firm appear in front of a solid color background. They are well dressed and articulate. They discuss their firm, and basic investing principles. Sometimes a few stock photos or graphics are inserted. The videos are typically 3-5 minutes long.
These videos don’t make an emotional connection. They don’t differentiate the firm. Dan believes there is a better way, based on solid data.
Dan spent a year doing research on how to create impactful videos for his new YouTube investing channel, which will go live in early 2017. He put together a world-class international team to write, produce and direct these videos, at a cost that is a fraction of typical fees. You can view the first in the series below.
Dan’s video coaching incorporates this experience. The resulting work-product is markedly different from videos currently being produced by advisors. They will be short, entertaining, make a point in a pithy way and be memorable.
Dan’s consulting on videos includes advice on how to distribute and generate views and subscribers. Why invest the time, effort and money to produce great videos only to have them languish on YouTube?
Creating effective client communications
The written communications of most advisors are text dense and consist of their views about investing. They’re often too long and boring.
The evidence on client communications indicates the only worthy goal is to enhance the perception that you are likeable and trustworthy. Your communications should convey this critical feeling: This person is present with me and I am safe with them.
There’s a lot of data on the power of images. Most of the information we process daily is visual. We process visual images much more easily than text. In fact, by some estimates, visuals are processed 60,000 times faster than text.
Speed of processing is important because there’s ample evidence our attention span is shrinking. The average attention span in 2015 was 8.25 seconds. In 2000, it was 12 seconds.
What does this data tell you? The chance that your client will read a lengthy, text-dense communication from you is very small.
Dan advises extensive use of emotional images, with limited text. His communications make a powerful emotional connection. Like his videos, they are markedly different. They stand out and make an impact.
Dan typically charges $500 per hour and only bills for time actually spent. When he uses other vendors (for video production and distribution, as an example), he doesn’t mark-up their fees. They are billed at their actual cost, giving the client the benefit of sharply discounted fees.
Some discrete projects are billed at an all-inclusive, agreed-upon flat fee, which provides certainty.
Most of Dan’s consulting is done via Skype or FaceTime, which is very cost-effective.
His day rate for on-site training and giving talks and presentations is $6500, plus actual expenses.
For a complimentary consultation with Dan, please contact:
Here’s a sampling of the testimonials I have received from coaching clients who have implemented my strategies.
I attributed them only when they were made in a public forum. Otherwise, I didn’t, but can provide the names on request, with the permission of those involved.
PWL Capital’s Ottawa office recently moved into new offices. It named one of its conference rooms “The Solin Room” in recognition of the contributions Dan’s coaching made to the stunning growth of this office.
Q: Who has had the biggest impact on your professional development, and why?
A: “Dan Solin. He completely changed how we operate with clients, with his evidence-based approach on human interaction.” – Cameron Passmore, PWL Capital.
“I am doing great. Business is moving. Thanks for changing the process.”
“Your advice is simple and effective.”
“Life and business are very good. Our first quarter was our best yet. Our new approach (thanks to you) has paid huge dividends. The results have been tremendous. It feels a little strange in that we have often had new clients sign up after one or two meetings. Sometimes there was not even any discussion around how we were managing the money. These does lead to some confusion amongst the team as to what they are supposed to do once the money comes over. It is a pleasant problem to have.”
“I would highly recommend Dan to any advisors who seriously considers themselves to be Evidence-Based. His process and techniques are based on the same research standard we use to design investment portfolios. It’s straightforward and sometimes counterintuitive, but they work. His track record with the advisors I respect in this industry is second to none.” – Chris Stooksbury
“Met a referral …. yesterday – he said we were TOTALLY different from the other advisors he met. We were interested in him more than our product. And of course I went to [the meeting] with not a scrap of paper, no pen, no PowerPoint, no nothing.”
“Thank you for your insight and your wisdom. I am blessed to have crossed your path!”
“Just an update on our prospecting. Since our first discussion late last year, we have had 14 prospects referred to us. Of those, 11 have closed to become clients, 1 is delayed…and 3 still have their preliminary meeting to complete. Unbelievable results.”
“Dan provided a whole process of how to go about creating an emotional connection with prospective clients. It is information I wish I’d had 20 years ago.”
“I have consistently coached fellow FA’s on the value of curiosity, and asking great questions during discovery. I look forward to your weekly articles and your future coaching sessions!!!”
“Dan has provided a thoughtful and organized approach for conducting the initial prospect meeting, which is focused solely on the emotional needs of the prospect for that particular moment in time. Dan’s methods are based on his extensive research in the areas of both psychology and sales.”
“Dan Solin’s coaching techniques offer the advisor fundamentals of human behavior. He offers insight of what specifically to do and what not to do with research to prove it. I personally find his works and teachings invaluable to help understand the mechanics of sound client relationship building skills.”
“I am certain that your approach will help us be a better and more successful firm, and provide higher quality service for our clients and prospects. Dan, you have helped us be better, and more human, advisers and for that we are very thankful!”
“I had a phone call yesterday from a client. I was consciously aware of engaging him early by asking questions. Call lasted approximately 20 mins. 19+ minutes on golf etc. – about 30 seconds on the client saying to me ‘to whom should I make the check payable to again?’ Apparently the oxytocin was flooding the frontal cortex. Client sent a check that we received today.”
“Just had another prospect meeting that I wanted to share… Halfway through during a short break when I was with the wife alone, she commented on how she had never seen her husband open up so much in a meeting, especially to someone he had never met before. I smiled and thought of you.”
“There are a few observations that I find interesting. Up to now, I still have not shown them how we manage wealth or any details on our planning process and yet they are all ready to open accounts. Also, they have never asked me a question about who I am, my experience, education, how long I have been managing wealth, who the team is, nothing!”
“Just landed a good new client after the 2nd meeting. Never had a chance to even discuss our investment strategy. We are very pleased with the results to date.”
“We just closed a case on the 2nd meeting, no presentation at all, just a conversation. We will keep doing what you have taught us and get better as we go.”
Dan Solin ER Fisher Talk
Mark Sutcliffe Interviews Dan Solin
You might enjoy listening to this webinar I participated in on May 16, 2014 while I was in Ottawa, Canada.