Ep 7: Using Personality Profiling to Increase Your Closing Rate with Paul Carpenter

The Sharp Side of Marketing with Steve Sharp

There are no sure things in the marketing world but what if you knew the personality of your prospects ahead of time and could tailor your message to most effectively attract them to your services? Today’s guest, Paul Carpenter, has developed a personality profiling business tailored to advisors to help them close at a much higher rate thanks to the ability to build a connection much earlier.

Around 10 years ago, Paul and his team began taking all of the personality profiling they had developed for corporate America and applied it to advisors. This would give financial professionals the ability to profile prospects before they ever came in for their first appointment. So whether you establish that first contact through a direct mail campaign or a seminar or another way, the advisor can capture the communication profile for a prospect to help them find a way to connect quickly and effectively.

If you’re looking for a different marketing approach, we highly recommend you listen to our conversation with Paul today. We’ll get deep into the psychology of it all and really break down how it all works. And this strategy isn’t just for bringing in new business. It’s also a way to better connect with your existing clients and forge a stronger relationship with those you already work with.

Here’s some of what you’ll learn on this episode:

• Background on the idea behind personality profiling for advisors. (1:22)
• Where many advisors and business owners fall on the profile scale. (6:51)
• Applying what we know to our outgoing messages to attract a particular personality style. (13:04)
• The model buyers use against sales people that you need to take note of. (21:16)
• Why Paul feels like many advisors are on the doorstep of success if they put in the work. (34:26)
• How do you unwind the competition to attract a prospect away from an existing relationship? (37:30)
• How can you use these personality profiles to provide a better client experience. (37:30)

Learn more about Paul and his business: https://www.paulcarp.com/

If you’d like to learn more about Sharp Digital Marketing, get in touch with us here: https://sharpdigitalmarketing.com/contact-sdm/

To see all the services that Third Wheel Media provides, check them out here: https://thirdwheelmedia.com/