078: Simon Bowen on How to Use Visual “Whiteboarding” Models to Simplify the Complex – The Virtual Financial Advisor Series™

078: Simon Bowen on How to Use Visual “Whiteboarding” Models to Simplify the Complex – The Virtual Financial Advisor Series™

Bo Eason

 

Welcome to The Elite Advisor Blueprint – The Podcast for World-Class Financial Advisors. I’m Brad Johnson, VP of Advisor Development at Advisors Excel, and it’s my goal to distill the best ideas and advice from top thought leaders and apply it to the world of independent financial advising.

In today’s episode of The Virtual Financial Advisor Series™ I’m talking to Simon Bowen. Simon is the creator of the Models Method and one of the world’s foremost experts on how to create effective sales diagrams and models. He has worked with leading digital marketers, CEOs, speakers, and consultants to help them gain clarity, truly understand their businesses, and spike their conversion rates.

Simon has also led all his sales and client conversations via Zoom for years, making his expertise especially valuable now that almost all of us are quickly learning how to run digital businesses.

Today, Simon joins the podcast to share his proven framework for leading highly effective digital meetings with clients all over the world. If you normally listen to just the podcast, I need to tell you that you need to watch today’s episode on our YouTube channel or in the Virtual Advisor Facebook group. Over the course of our discussion, Simon shares a number of visuals from his iPad, creates diagrams, and walks advisors through the framework he uses to create resonant client messaging. In his words, you’re going to miss out on 83% of the context of this episode without the visual aids.


Here are 3 of my big takeaways from this episode…
  • #1: Why financial advisors can’t sell complexity with complexity. You have to sell complexity with simplicity. This belief and the visual frameworks behind how he coaches it are a game changing! [02:20]
  • #2: The digital tools and apps Simon uses to deliver conversations 100% virtually and his framework for how to alter a traditional PowerPoint presentation to create an interactive experience. [12:58]
  • #3: How not only clearly defining your proprietary process, but also creating a visual model to accompany it,  can help you explain your value proposition more easily, so you can expand your advisor team and shorten your sales process. [31:40]

SHOW NOTES:

  • [00:14] Why people are not looking to be sold to right now – and almost everyone in sales needs to learn new processes to succeed with Zoom.
  • [12:58] Simon’s hardware and software setup – and why it’s absolutely crucial to show up to meetings, in-person and online, with great tech.
  • [21:27] The psychology behind Simon’s models – and how he stops context from getting lost in the sales process.
  • [31:38] Why failing to communicate visually effectively costs you 83% of your selling opportunity.
  • [44:28]The reason even a poorly utilized model can sell well.
  • [52:40] Simon’s proven strategy to reposition pricing in presentations.
  • [01:00:39]Why Simon sees an effective sales presentation as a highly choreographed performance and a story told inside a framework – and how truly understanding this leads to major jumps in conversion.

SELECTED LINKS FROM THE EPISODE

PEOPLE MENTIONED

REVIEW OF THE WEEK

This week’s featured review comes from user Draper73, who said…

Simon Bowen itunes review

Thanks for taking the time to put your thoughts down and share the review. That’s what helps other financial advisors find the show, so I really appreciate you taking the time to do that! I hear advisors ask the same questions over and over, “how do I do appointments virtually?”, “how do I market virtually?”, and that’s why I’m bringing great guests like Simon Bowen on the show. For those of you who watched the video, this episode was no fluff. So many actionable ideas and phrases. My goal is to give you real actionable ideas that can help you serve your clients at a higher level. So thanks for being a part of our community and sharing your thoughts!

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

Elite Advisor Blueprint Podcast is provided for informational purposes only.It is intended for financial professional use.

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