SesameForums: Sales And Marketing for IFA's

Tuesday, 29 December 2009 08:48

SIX PSYCHOLOGICAL NEEDS OF THE AFFLUENT AND WEALTHY

The Six Psychological Needs That Influence the Behaviors, Expectations, and Preferences of Affluent and Wealthy Individuals

1. The Need for Security
Two types of security issues that must be addressed in marketing, sales, and relationship strengthening activities are emotional security and economic security. To effectively address the emotional security issues with clients and prospects, it is essential that advisors convey that they can speak to them in confidence. Clients and prospects alike need to know and feel comfortable in discussing issues with advisors that are sensitive and perhaps ones that they may not feel comfortable sharing with anyone else. It is critically important that advisors guard and protect the privacy of their clients and prospects.

Even casual comments or gossip about other people can be seen as a breech of client privilege.

Published in Articles

Never is Heard A Discouraging Word

There is no doubt that we live in a sea of cynicism, skepticism, uncertainty and negative input. We are constantly barraged with negative reactions and general indifference to things we consider important. In the business world, there is the constant battle of maintaining enthusiasm – regardless of the things that cross our paths. To be successful in today’s environment, you must be positive so you can encourage people to see you and buy from you. In our fast-paced world, buying decisions are made less on price and company and more on the helpful encouragement and attitude of the people in the organization.

Published in Articles