How To Use The Taylor Method To Close More Deals
Today's post delves into a field-tested objection-free sales training method that has helped hundreds of advisors build million-dollar practices, and thousands more to not just survive, but thrive in this business. By the time we're done, you'll acquire refined processes and compelling language that'll rescue you from the clutches of "poor lead conversion.”
Trust us, this is the shortcut you've been waiting for, potentially saving you years of frustration and increasing your odds to reach your full potential.
To get you there, we're going to use an arsenal of diverse sales techniques and strategies that are taught in the Taylor Method - touching on four critical components that make up the entire sales cycle:
Prospecting: Closing more deals begin with innovative approaches that consistently generate promising leads.
Fact-Finding: Uncovering crucial information and addressing potential objections proactively.
Uncovering Sales Opportunities: Revolutionary process that empowers you to peel back the layers to reveal the full spectrum of potential sales.
The Close: Presentation techniques to deliver impactful solutions that drive immediate action.
Alright, let's plunge right in!
TL;DR: What Is The Taylor Method?
The Objection-Free Sales Process
Picture this: You find yourself in a meeting with a potential client but instead of succumbing to the nerves that usually accompany such encounters, you exude an air of calm confidence that screams, "I got this!" This meeting is different; it's not about the typical pushy sales pitch or a desperate attempt to close a deal.
No, it's about something far more profound – a transformative approach that teaches students to effortlessly steer the conversation toward solutions that truly meet their clients' needs. That's the unstoppable force of the Taylor Method.
Crafted by the brilliant mind of Eszylfie Taylor, this revolutionary sales system shifts the spotlight from product peddling to problem-solving - a game-changer for financial advisors looking to smash objections, forge unbreakable client bonds, and dominate the industry.
Taylor Method For All Advisors - From Novices To Industry Veterans
Calling all financial advisors - from young professionals eager to make their mark to industry veterans seeking a competitive edge, this remarkable system is designed to empower you, regardless of your experience level, and propel you towards unparalleled success.
You can choose between two meticulously crafted self-serve plans if self-paced learning works best for you, putting you in the driver's seat of your education. No more shackles of time or constraints—learn at your own pace, on your terms. The power is in your hands to explore the depths of a library of revolutionary sales training that spans the entire sales cycle and emerge as a true master.
But wait, there's more!
You can take your learning to new heights with two "Hands-On" (Virtual) Workshops that provide the opportunity for personalized coaching directly from the genius behind the Taylor Method—none other than Eszylfie Taylor himself. Imagine the impact of having a seasoned expert by your side, guiding you through challenges, and providing tailored advice. With this level of support, your growth as an advisor will skyrocket, propelling you to new levels of success.
Unlock A Treasure Trove Of Benefits With The Taylor Method
In any case, and in spite of experience level, advisors can expect to discover a wealth of benefits that extend far beyond the surface. You will:
Gain a profound understanding of client needs, unlocking the power to build lasting relationships based on trust and understanding.
Master the art of objection handling, transforming potential roadblocks into stepping stones toward closing deals with ease.
Skyrocket your productivity, close rates, and average case size.
Know how to target individuals who earn the kind of money you desire.
Receive coaching from a highly active MDRT Top of the Table producer.
Leave all your money worries behind once and for all!
Join the ranks of those who have experienced the transformative power of the Taylor Method's well-thought-out curriculum and witnessed the industry bow in awe at their newfound mastery.
Deal Closing Success: The Taylor Method's Winning Plan
Some decades ago, Mr. Taylor, battle-scarred and weary, was finally understanding that at its core building a million-dollar advisory business is like a domino effect. Each piece falls into place, creating an unstoppable momentum that propels you to success
And that's how the Taylor Method was born.
So, how does the Taylor Method work its magic?
It starts with a fundamental shift in mindset.
Instead of viewing sales as a soulless transaction, it teaches you to approach it as a genuine opportunity to serve and solve your clients' problems. This shift alone sets you apart from the pack of pushy salespeople, making you a trusted advisor in the eyes of your prospects.
But mindset alone won't close deals.
That's why the Taylor Method provides a field-tested framework - a roadmap to guide you through the entire sales process, from prospecting to sealing the deal.
Let's break it down, shall we?
High-Percentage Prospecting with a Repeatable Framework For Endless New Leads
To close deals you need a consistent stream of qualified leads. And that's where the Taylor Method's high-percentage prospecting framework comes into play - it tackles the mother of all challenges every advisor faces: generating a constant stream of top-tier prospects.
Here is how:
Strategies that will get you in front of people that need your services.
Unlocking The Goldmine Of Referrals
Most advisors shy away from this powerful strategy, fearing it might make them seem desperate or pushy. But here's a little secret: We are not buying into that nonsense. The Taylor Method understands that satisfied clients are often more than thrilled to refer their trusted advisor to their inner circle of friends, family, and colleagues.
But hold on a minute.
You can't just hope that referrals will magically come your way. You have to ask for them strategically and confidently. The Taylor Method provides you with a step-by-step process to unlock the hidden goldmine of warm introductions.
Deliver exceptional value: Provide unparalleled value to your clients, go above and beyond, and blow their minds with your expertise. When you consistently exceed their expectations and help them achieve their financial goals, they'll be lining up to refer you to everyone they know.
Timing is everything: Beginning of the meeting? Or maybe after you've successfully navigated a treacherous financial situation for a client, or when they're showering you with praise for a job well done? You will learn why you need to choose the perfect moment to pop the referral question and how to strike while the iron is hot to maximize the impact of your request.
Be specific and personal: When you ask for a referral, we encourage students not to be wishy-washy. Rather, be crystal clear and personalize your request based on your client's unique circumstances and connections. It's all about that personal touch.
Provide a reason: Learn how to highlight the exceptional value you bring to the table - whether it is your specialized knowledge, your rock-solid track record of success, or your legendary customer service. When they see the rewards, they'll be chomping at the bit to make those introductions.
Make it easy: Make it as smooth as butter for your clients to refer you.
You won't believe what we are about to tell you. So, listen up and let your mind be blown. Mr. Taylor used this approach to slam shut a six-figure deal with a client he randomly bumped into at the park on a lazy Saturday morning while having a blast with his daughters.
But here's the sad truth with “personal observation”:
Most advisors miss out on these golden opportunities because they're stuck in the old-school mentality. They think they have to be suited up, chained to their desks from 9 to 5, desperately searching for clients in the same old boring ways.
Luckily, this is another area where the Taylor Method kicks tradition squarely in the teeth. It flips the script, and challenges you to embrace the unconventional, unleash your creativity, and seize opportunities whenever and wherever they show up - whether it's at the park, the grocery store, or even during a wild adventure with your loved ones.
With the Taylor Method, you will learn how to:
Observe the world around you with a discerning eye, seeking out individuals who may benefit from your financial advisory services.
Look for cues that indicate someone's need for financial guidance, such as conversations about retirement, investments, or financial goals.
Be present in the moment and tailor your approach accordingly.
Here's the cold, hard truth: Most people are doing it all wrong. They stumble into networking events like blind mice, hoping to score a few business cards and call it a day.
Additionally, traditional networking events can often feel forced and unproductive. They become a sea of business cards and superficial conversations, where everyone is vying for attention and trying to sell their services. It's a classic case of quantity over quality
However, the Taylor Method takes a different approach. It encourages you to seek out targeted networking opportunities where you can genuinely connect with individuals who align with your ideal client profile. This means attending industry-specific conferences, joining professional organizations, and participating in online communities where your potential clients are likely to gather.
But here's the secret sauce:
The Taylor Method turns you into an “influential connector" who dominates the networking game. For example, instead of aimlessly wandering around, you learn how to strategically identify the key players in the room and make meaningful connections. With dedicated modules centered on this, you will learn the art of asking insightful questions, active listening, and then position yourself as a valuable resource. This approach not only sets you apart from the crowd but also ensures that you position yourself as an authority and someone who genuinely cares about the success of others.
And when the time comes for those individuals to seek financial advice or services, guess who they'll turn to? That's right, you. Because you've built a foundation of trust and credibility through your networking efforts.
Thinking Outside The Box: Unconventional Prospecting Ideas
Now, let's dive into some unconventional prospecting ideas that the Taylor Method champions.
“Prospecting up” is a game-changing concept that sets the Taylor Method apart from traditional prospecting techniques. Instead of targeting prospects who are at a similar or lower level of success than your current clients, the Taylor Method encourages you to aim higher and seek out individuals who are more financially successful.
“You are as rich as your clients.”
When you work with clients that flip burgers, we can confidently tell you, your chances of closing a million-dollar deal is slim.
But here's the million-dollar question: how does it work?
The key is in language.
For instance, the Taylor Method teaches students to ask their clients this:
“Who do you look up to for their financial accomplishments?”
They are likely to respond with the names of a richer colleague, friend, or family. When they do, take it up from there like you would when asking for referrals.
In the world of business, it's all about who you know. The Taylor Method teaches you how to identify and cultivate mutually beneficial relationships with key players in your industry. By aligning yourself with complementary professionals such as attorneys, accountants, and other trusted advisors, you gain access to their networks, opening up a world of new opportunities.
Finding Opportunities Within Your Community
The Taylor Method encourages advisors to tap into the power of their local community for prospecting. Below are two recommendations advisors can use to uncover hidden opportunities right in your backyard:
Attend local events: Whether it's a charity gala, a business networking event, or a community fundraiser, make it a habit to attend these gatherings. Strike up conversations, charm your way into hearts, and pay close attention for any subtle cues that hint at their financial needs. These events are teeming with potential prospects just waiting for someone like you to guide them toward financial enlightenment.
Volunteer and get involved: Here's a little secret, my savvy advisors: giving back not only warms your heart but also opens doors to a treasure trove of connections. So, join a local organization or lend a hand to charities, or community boards where you can contribute your time and expertise. As you actively participate, you'll become a familiar face, a beacon of trust, and ultimately a sought-after advisor within the community.
“Selling” Your Advisory Services To Family And Friends
There is an alarming observation we have noticed:
It's a common trap for advisors to assume that their loved ones automatically know what they do and will naturally support their business ventures. But in reality, treating your family and friends as "automatic" supporters can cause you to miss out on valuable leads and potential business opportunities right under your nose.
Rather than assume their support, the Taylor Method teaches you to treat your family and friends like any other prospect. This means professionally presenting your services and clearly articulating the value you can provide.
Do not assume that they know what you do! Further, if you do not share the incredibly important work you do with them, they won’t think it’s important.
Leverage Social Media And Online Communities
While many other professionals in other industries have caught on to the power of social media and online communities, the majority of advisors are still lagging. But not you, my friend. With the Taylor Method as your guide, you'll harness the immense potential of these platforms to connect with your target audience and ensure you do it ethically without incurring the wrath of the regulator.
Engaging Conversations: Unveiling Hidden Needs Like a Mind Reader
You've got those high-quality leads in your sights. Now it's time to unveil hidden needs like a mind reader and leave your prospects in awe. The Taylor Method dives deep into the art of engaging conversations, giving you the tools to connect with your leads on a profound level, proactively address objections, and establish a deep rapport.
Here's how it works:
Personalization: Discover how to tailor your conversations and recommendations to the specific needs of clients showing them that they are not just another number on a spreadsheet but rather, that you genuinely care about their financial well-being.
Active Listening Mastery: The Taylor Method emphasizes the power of active listening. It's not about waiting for your turn to speak but genuinely hearing what your prospect is saying. You will learn to focus on their words, tone, and body language to uncover the true needs and desires of your clients. This level of attentive listening builds trust and sets the stage for a fruitful conversation and customer satisfaction.
Probing Questions that Resonate: As a master of the Taylor Method, you'll learn the art of asking probing questions that go beyond surface-level chatter. These questions strike a chord with your prospects, tapping into their emotions and bringing their hidden needs to the surface.
Objection Handling with Grace: Objections are an inevitable part of the sales process. However, instead of fearing objections, the Taylor Method teaches you to embrace them as opportunities. You'll gain the skills and language to address objections proactively and gracefully allowing you to build credibility and remove barriers standing in the way of their decision-making.
Establishing Rapport that Lasts: Building a strong rapport is the cornerstone of successful relationships, and the Taylor Method shows you how to do it effortlessly. You'll discover techniques to create a genuine connection with your prospects, allowing them to see you as a trusted advisor and confidant. Through open and authentic conversations, you'll establish a rapport that extends far beyond the initial interaction, forming the foundation for a long-lasting partnership. And since it costs up to 5x more to attract new clients and it is easier to convert existing clients - up to 70% conversion - this is a no-brainer.
Follow up consistently: You don't let leads slip through the cracks after all the hard work. The Taylor Method helps you hit a sweet spot between being an annoying nuisance and staying top of mind.
The Taylor Method isn't about manipulation or tricks. It's about genuinely understanding your prospects' needs and positioning yourself as the solution they've been searching for. It helps you to hone your listening skills, ask the right questions, handle objections with finesse, and establish rapport, hence setting yourself up for deal-closing success.
Now, let's move on to the next piece of the puzzle - uncovering those golden sales opportunities that await you.
Uncovering Sales Opportunities
With the first two phases covered, advisors will have a litany of quality information they can work with.
And let us emphasize one word: quality.
You see, most of this goldmine will come straight from your clients, even before you ask. How's that possible, you ask? Because you've successfully tapped into their deepest desires, needs, hopes, dreams, etc.
Your only job now is to become a facilitator of solutions.
No fancy tricks.
Just good old problem-solving.
You see, most advisors miss this crucial step. But guess what? The Taylor Method flips the script once again.
The Taylor Method empowers you to analyze this precious intel and identify areas where you can step in and help your client solve a problem(s) that make a real impact even if does not directly benefit you.
The secret sauce:
The Taylor Method goes beyond traditional problem-solving. It encourages you to think creatively and outside the box, finding innovative ways to meet your client's needs, and positioning you as a trusted advisor who is all about their best interest. And the deal practically seals itself.
Here is a shocker: The Taylor Method simplifies the closing phase, making it the easiest part of the entire sales process.
Just to reiterate: Once you've built trust and established yourself as a facilitator of solutions, closing the deal becomes a natural progression. Your clients already see the value you bring to the table and trust that you have their best interests at heart. It's like a no-brainer for them to move forward with your offer.
But there is a catch:
It's all about making the offer irresistible.
Allow us to share two invaluable tips, straight from the Taylor Method playbook, on how to craft an offer that will leave your clients with no choice but to say "Yes!" Here they are:
Quantify the value: One of the key teachings of the Taylor Method is to demonstrate the immense value your clients will receive by jumping on board with your offer. Break it down for them in concrete terms, showcasing the specific benefits they'll gain, whether it's in terms of financial returns, time saved, or the sheer peace of mind that comes with your solution. By painting a vivid picture of the transformative impact you can have on their lives, you'll make it impossible for them to resist.
Present one solution, not more than two: Too many choices can overwhelm and confuse your prospective clients, leading to decision paralysis. Plus, it just shows you didn't do your job well. However, chances are high you'd always arrive at a laser-focused solution that fits the needs of your client perfectly when you use the Taylor Method
The Taylor Method Advantage
Real Client Interviews
Experience the power of real fact-finding interview videos with clients, allowing you to observe the PlayBook process firsthand. This immersive learning opportunity enables you to apply these proven strategies to your practice, ensuring immediate and tangible results.
Fact Finder Case Studies
The ability to uncover sales opportunities is a crucial skill for any successful financial advisor. With eight unique fact-finder case studies of real clients, you'll have the chance to put your skills to the test. Explore each case, analyze the nuances, and master the art of identifying hidden opportunities within every client interaction. This hands-on approach ensures that you develop the expertise needed to seize lucrative prospects and maximize your earning potential.
Power Closing Phrases: Elevate Your Closing Ratios
The Taylor Method empowers you with a collection of powerful closing phrases designed to boost your closing ratios. Crafted with precision and backed by proven results, these persuasive language techniques will enable you to overcome objections and inspire client action.
Leveraging Product-Specific Knowledge for Success
One size does not fit all in the financial services industry. The Taylor Method provides you with the insights and language necessary to frame the sale for life insurance, annuities, and investments. By leveraging this knowledge, you'll gain a competitive edge and watch your success soar.
Monthly AMAs: Personalized Guidance from Eszylfie Taylor
We understand that every financial advisor faces unique challenges along their journey. That's why The Taylor Method offers live and recorded Ask Me Anything (AMA) sessions with the exceptional Eszylfie Taylor himself. Dive deep into your most pressing issues, seek expert advice, and discover tailored solutions to overcome any obstacles you encounter. This invaluable opportunity for personalized guidance ensures that you stay on track and continue to elevate your sales performance to remarkable heights.
A Word About The Mastermind: Eszylfie Taylor
At the heart of The Taylor Method lies the unparalleled expertise and mentorship of the mastermind himself, Eszylfie Taylor. With a remarkable career spanning decades in the financial services industry, Eszylfie Taylor has earned his place as a trusted authority and sought-after mentor for financial advisors worldwide.
Eszylfie Taylor's journey is a testament to his unwavering dedication to excellence. As an ACTIVE Million Dollar Round Table Top of the Table producer, he has consistently pushed the boundaries of success, achieving remarkable results and setting new benchmarks within the industry.
Through The Taylor Method, Eszylfie Taylor has coached countless advisors, enabling them to not only overcome challenges but also achieve record-breaking production. He has become renowned for his ability to guide struggling advisors back from the brink of leaving the business, while simultaneously empowering others to reach heights they never thought possible.
Eszylfie Taylor's passion for mentoring and his unwavering drive to succeed have fueled his continuous creation of fresh, innovative content for The Taylor Method. With every new resource and training module, he ensures that financial advisors stay at the cutting edge of the industry, armed with the knowledge and skills needed to thrive.
When you enroll in The Taylor Method you'll tap into the remarkable wisdom of Eszylfie Taylor. Let his expertise, guidance, and unwavering support propel you to new heights of success in the financial services industry. With Eszylfie Taylor by your side, the extraordinary is within your reach.
In Conclusion: Join The Taylor Method, Transform Your Advisory Career
As we conclude this comprehensive article, it's time to reflect on the immense potential the Taylor Method holds for your career as a financial advisor. The power to close more deals, overcome objections, and shift your mindset to problem-solving is within your grasp.
The Taylor Method with its objection-free sales process and proven strategies, will empower you to excel in the industry. Don't let another opportunity slip away - join the Taylor Method and embark on a transformative journey that will lead you to unparalleled success.