In today’s conversation, I speak with Pat Quinn. Pat is a presentation coach and the head speaking trainer for Advance Your Reach, where he’s coached some of the best speakers in the world, including New York Times bestselling authors, 6 former Olympians, and pastors you see on TV every Sunday.

We first connected through Advance Your Reach founder Pete Vargas. Pete invited me to what I would call the American Idol of speaking, where I saw Pat coaching speakers and literally tweaking their presentations on demand. I instantly knew Pat could help many of you advisors out there giving live seminars better connect with your audience, which in turn means more appointments on the calendar. We then invited Pat to our largest event of the year where he preceded to crush at such a level that we decided to make him one of our trainers… so in this conversation you are not only going to get some incredible ideas to grow your business, but also a sneak peak inside one of Advisors Excel’s flagship trainings.

Our conversation today gets to the heart of the simple things you can do to make your presentations and speaking events more effective: the importance of storytelling, how to avoid drowning your audience in data, and what you need to do to get audience members excited about working with you before your final pitch. If you’re looking to up your conversions and schedule more appointments, you’re going to want to put this episode on repeat as many of our clients have doubled and even tripled their conversion ratios after a coaching session with Pat.

 

Here are a just a handful of the things that you’ll learn:
  • [04:46] First off, we dive right into what makes financial advisors so different from Pat’s other coaching clients, how Pat helps them overcome the unique hurdles they face when hosting an event, and the real goal you should be setting for your speaking events.
  • [08:11] Next, we talk about the three things that need to happen in the first five minutes of your stage time in order to forge a meaningful connection with the audience – and how to quickly tell an authentic, effective, and episodic story that keeps them engaged.
  • [22:13] We then dig into why Pat thinks you’re probably teaching too much during your presentations, and how to edit down to the bare essentials in order to answer the questions keeping your clients up at night.
  • [37:32] Next, we talk about the hard line you have to walk as a financial advisor in terms of how many slides you should share with your audience, what data you need to communicate, and the two most important things you should convey in each section of your content.
  • [46:08] Pat then talks about the importance of embedding throughout your presentation to overcome objections, rather than waiting for the end to make your pitch – and how one advisor upped his conversion rate from 30% to 80% despite implementing only half of what he learned.
  • [01:01:27] Finally, Pat shares the story of how he chose his financial advisor and why he’s continued to work with him for over 20 years – even though he hears pitches from financial advisors at his workshops all the time.

 

SHOW NOTES:

  • [06:40] Pat’s unique background that helped him become laser-focused on audiences, how adults learn, and how they receive information.
  • [07:50] Why it’s never a good idea to jump directly into your content when hosting a speaking event – and what you can do to establish trust and make your prospects like you before you try to sell.
  • [12:04] Why being predictable is far worse than being boring – and how to get your audience hooked from the very beginning of your presentation.
  • [21:40] The reason you should film the audience instead of yourself to see how effective your presentation is.
  • [25:00] How advisors miss what people are really thinking about when they come to your presentation – and the big questions your presentation needs to answer.
  • [30:55] Pat’s philosophy when it comes to taking action and setting appointments.
  • [34:30] Why people are open-minded when listening to content and skeptical when hearing a sales pitch – and how you can cleverly structure your presentation to solve this problem.
  • [32:30] How to teach real urgency throughout your presentation.
  • [46:57] Why you should name your multi-step, proprietary process.
  • [55:25] Strategies to get over major objections through embedding – and how to double close your presentation to reach both technical and emotional decision makers at the same time.
  • [1:07:23] Who comes to mind when Pat thinks of success.
  • [1:08:35] Pat’s final piece of advice for financial advisors.

 

PEOPLE MENTIONED

SELECTED LINKS FROM THE EPISODE

REVIEWS OF THE WEEK

Thanks for checking out the latest show, on to this week’s featured reviews!

This week’s first review comes to us from Fran@CatalystWealth who says:

Thanks Fran! My goal is to bring guests on and share content that can help those just starting out as well as the seasoned vets out there, so glad I’m hitting the mark! Really appreciate you taking the time to share your thoughts and if there is anything myself or the team at Advisors Excel can do to help you out, don’t hesitate to connect.

The next review comes to us from user Whitlockj85 who says:

Whitlockj85, not sure there is a greater compliment out there for a podcast host than to have someone binge listen to your episodes! I’m also glad to hear that the guests are hitting home with you, I really try my best to bring an eclectic mix, but at the same time make sure their content and ideas can serve financial advisors out there. I’m thankful you took the time to share your thoughts and leave a review, appreciate you!

And the last featured review for the week comes to us from user Ltah2, who says:

Thanks for the review Ltah2! One of the aspects I do try to bring to the show is making sure you don’t just leave with tools that only apply to your business but also can cross over to other spectrums of your life. I laughed when I read your comment on running out to Amazon to buy a book after each episode as that’s my gift and my curse as well. If you ask my wife, she’ll tell you that I have enough books to last me the rest of my life if I stopped buying them now. However if there is a common trait of the most successful people I’ve interacted with, they all read voraciously, so stay after it!

 

Take the 1st Step to Building Your Ideal Practice: Apply for “Virtual Discovery Session

For those of you that have interest in diving deeper or figuring out how you may be able to have our team help you implement many of the ideas shared on the show, my day job happens to be consulting financial advisors from all over the US on how to grow their business and design a practice that serves them, versus them serving it. Yes it’s possible to grow your business and work less, this is a model we’ve replicated over and over in markets all over the country… So, if you’d like to apply to see if it makes sense for us to have a 1-on-1 conversation on how to overcome what may be getting in your way, you can do that at bradleyjohnson.com/apply. It takes about 5 minutes to fill out the application so we can understand what your business looks like, what challenges you may be facing and how myself and my team may be able to help. We then dive into a Discovery session where we ask a lot of questions based on your survey. We do a lot of listening, and take a lot of notes to build a rough draft of our proprietary Elite Advisor Blueprint – 90 Day Plan™. Taking the first step is as simple as applying at bradleyjohnson.com/apply 🙂

 

Already heard it once or twice? Please leave a short review here, and tell me which guests I should have on!

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DISCLOSURE

This content is provided for informational purposes only. Please keep in mind; Rule 206(4)-1(a)(1) of the Investment Advisers Act prohibits the use of client “testimonials” in an advisors advertising.  Thus, investment advisors are strongly encouraged to obtain interpretive guidance and pre-approval from the broker-dealer or Registered Investment Advisers with which they may be affiliated before including testimonials, client stories or antidotes. Should client stories be included in your seminar presentations or any other advertisement, keep the following in mind: do not use a clients’ name, be sure to state that each circumstance is different, do not share stories that discuss financial success as a result of working with the advisor. Results from the use of these concepts are no guarantee of your future success.

658671 Intended for financial professional use only.