Aviva sat down with Joel Solomon to discuss his revolutionary retirement software, his passion for the financial industry, and the most important skill a salesperson should have.
Imagine a selling tool that drives home the need for retirement planning and inspires clients to take action steps to reach their retirement goals.
Joel Solomon, ChFC created one – it’s called the RetirementPathRoadmap™, an easy-to-use software tool with a dynamic story board that clients can use to help them achieve their retirement objectives.
Solomon will demonstrate at Sales Expo how you can leverage this exciting new tool to boost your business.
With more than 36 years of experience in the financial services industry, Solomon has helped educate clients in the financial markets, specifically in the area of retirement. He is the Managing Principal at PRS, LLC in Irvine, CA and has worked with corporations, small businesses and has trained over 2100 financial services professionals in TheSolomonSchool.
While people understand the importance of retirement, Solomon believes many aren’t ready to retire. “That’s why I’ve committed the last eight years of my life to the development of the RetirementPathRoadmap™,” he said.
It’s fair to say that Solomon is passionate about numbers and enjoys interacting with people.
“I love what I do and the financial services industry makes it possible to work both of my strengths,” he said.
Solomon recently took time out of his busy schedule to answer a few questions:
Aviva: What advice do you have for agents, both experienced and newcomers?
Joel: Focus! Control the variables in the business and track the statistics of your sales cycle from identifying a qualified prospect all the way through the sit-down to talk about referrals. And I don’t mean obtaining two or three referrals but everyone that the client knows who would benefit from knowing you, the financial advisor/agent.
Aviva: What should the audience expect from you at Sales Expo, and more importantly, what will they learn?
Joel: They will be surprised to learn how the RetirementPathRoadmap™ will educate clients in the markets, how compound interest can deliver very attractive long-term effective yields, how 0 should be every client’s hero, how compounding is way more desirable than having to rebound, and how they can become a more competent and highly regarded retirement planning go-to person.
Aviva: What’s the most important skill in sales and why?
Joel: Diagnostic listening. The key is to really hear what the client is saying not just the words but what is behind them. Diagnostic listening is married to asking the right open-ended, thought-provoking questions that motivate the client to engage with you and to collaborate with you in designing product solutions that will help them fulfill their objectives.
Aviva: What can agents do today that can help them grow their business?
Joel: Invest in education… sharpening your sword so to speak, and learn from people that have done it. Invest in yourself, in technology, in sales expertise, in product knowledge and in understanding the markets.
One thing is for sure… the RetirementPathRoadmap™ will forever change the trajectory of your business in the most profitable way.