7 Thoughts on Tribes and Worldview For Financial Advisors

    1. People don’t trust Financial Advisors. The problem is not specifically you. The problem is that you’re a Financial Advisor and most consumers have a distrust of the industry. It is an established worldview (See Post) and it’s not something you can change, no matter how many facts and figures you present to clients and prospects.
    2. A Tribe is a group of people connected to one another, a leader, and an idea. It can be known by ten people or twenty or thousands or millions. It can be people in your community or people around the world. And most often, it can be the people you work for or with , or those who work for you. It can be the people in your community who share a bias about Financial Advisors and the Financial Industry.
    3. You get to choose the Tribe you will lead. Through your actions as a leader you attract a Tribe that wants to follow you. That Tribe has a worldview that matches the message you are sending. What’s the message Financial Advisors can send to the large group of people who distrust Advisors and the Financial Industry?

Tribes We Need You to Lead Us Seth Godin

  1. Good marketers lead people, bringing new messages to people who want to hear them. Someone’s worldview, how they feel about risk or other factors, is beyond your ability to change in the short run. Provide a service or product, people are interested in. If you can’t leverage the worldview they already have, you are essentially invisible.
  2. Good leaders don’t try to please everyone. Instead they realize that a motivated, connected Tribe is powerful.
  3. Those who take the opportunity to lead do it because of what they can do for the Tribe, not for what the Tribe can do for them.
  4. What marketers and people who care are discovering is that they can ignite a local community movement and then be propelled by the people who choose to follow it. Of course this applies to Financial Advisors too.

The Bellis Method™
“Building Your Business From The Inside Out”

6 Steps To Remarkable Growth

If helping more people and growing your business is your dream, dream big.

Financial Advisors Having Big Dreams...

Talking and working with Financial Advisor’s every day, we’ve learned that the Advisors who have the most success are inevitably those who have been willing to look outside of their bubble for solutions – because being in the bubble gets them the same unsatisfactory results over and over again.

These Advisors recognize that when something isn’t working, they have to find a way to fix it. By being open to the idea of finding more effective ways of doing things, they create new opportunities for consistent growth.

So, if you are frustrated by the lack of consistent new activity and 1st appointments, here are the initial steps that will enable you to help more people and create consistent revenue and business valuation growth.

  1. Once you recognize what’s not working, have an open mind. Look everywhere for solutions, including outside the bubble.
  2. If you’re going to dream about goals, dream big. For example, if you’re dreaming of 5-10 new first appointments per year, why not dream about 20-30 instead. If you learn how to do 20 – 30, you can always scale back.
  3. If you’re going to dream about more new activity, why not dream about more new warm or hot activity with qualified prospects instead.
  4. If you’re going to dream about creating new activity through referrals, why not instead dream about creating new activity through warm introductions from your best clients to their qualified friends and colleagues.
  5. Look for solutions that will provide results that are measurable within a specific time frame.
  6. And remember: when new prospects come to you they come because they need help. They don’t know exactly what their issues are. They don’t know what kind of solutions are available to them. And because they’re not financial people, they can’t figure it out for themselves. So they look for an Advisor who will be their advocate, their guide and their teacher. But, of course, if that advisor doesn’t provide results, the prospect/client looks elsewhere.

Shouldn’t you be doing the same thing when you’re not achieving the results you desire? Because like your clients, you also have a valuable asset that’s a key piece of your retirement plan. It’s your business. And like your clients’ assets, shouldn’t you be looking at ways to effectively grow it?

If you’re dreaming about the success you want instead of achieving it, look for answers, try something different and measure it. If the results aren’t there in 60 to 90 days, stop and look for something new. And just like your clients, get the best guidance and help you can find – to turn you big dreams in to reality.

The Bellis Method™
“Building Your Business From The Inside Out”

Recognizing Opportunities for Growth

Do you have a picture in your mind’s eye of what you want your business to look like? Do you imagine having more 1st appointments.?  How about having consistent new warm qualified 1st appointments with the qualified friends and colleagues of your best clients? Does this sound like you?

Well, believe it or not, if you are an experienced Financial Advisor, no matter your income or that of your clients,  you already have a business that is primed and ready to breakthrough with consistent new warm qualified activity…month after month, year after year.

You can make it happen, if you really want it.  You can access the untapped opportunities that exist within your practice.

Some Advisors are able to do this and do it very well.  And truth be told, their business is basically the same as yours. Like you, they have a bunch of clients they’d love to duplicate. Like you, they desire consistent new warm qualified 1st appointments.  The only difference is that these Advisors have an innate ability to make this activity happen.  You may not have this ability but it’s not necessarily catastrophic.  Like many other things, it’s a business problem to be addressed and solved.

A great first step is finding and working with a mentor who can get you there.  If you choose the right mentor, things should start to happen within 60 days and you’ll be on your way. If it doesn’t happen, find another mentor and give it another 60 days. And so on.

Walt Disney once said, “If you can dream it, you can do it.”

So take a look around.  Do some research.  Know that with the right guidance, you can make it happen.

It’s out there. You just have to find it.

The Bellis Method™
“Building Your Business From The Inside Out”

“The 5 Minute Open” – Create Client Advocates Now

Financial Advisors are amazed when they test  “The 5 Minute Open”. It’s a simple five minute phone call to the clients you’d like to duplicate, your qualified clients. On this call, most of your qualified clients will agree to meet with you and discuss becoming advocates who will introduce you to their qualified friends and colleagues.

An Advocate is person who publicly supports or recommends a particular person, cause or policy

This  “call” has a huge impact on business growth because it introduces, in a new and effective way, your business philosophy of “giving freely” – being of service, not sales. Because, when framed correctly,  many of your best clients will see you as differentiated from the crowd. By freely giving your knowledge and your time, you build a construct for growth where clients will want to reciprocate and advocate for you. And you become remarkable.

Freely giving makes your clients feel good about themselves and about you. As marketing guru Seth Godin says, “What people want is the extra, emotional bonus they get when they associate with something or someone who makes them feel good. And when people feel good, they are open because they realize you’re a giver, not a taker.”

Think about it.  The world responds to givers.  Giving shows your clients and prospects something different about you… something that sets your service and you apart from the rest.

Some Advisors initially assume that giving freely means making major changes to the way they conduct business. We hear things like “if I am giving it away for free, prospects will take advantage of my time and I won’t make a living.”  But once they give it a try, they begin to understand that by giving freely, revenue can not only grow, but grow a lot – because of the dramatic increase in warm qualified activity they experience.

“The 5 Minute Open” is an essential tool in transforming your current qualified clients into client advocates and we would like to give it to you for free, to try and see for yourself. And because it’s only a couple of brief paragraphs on a phone call, you don’t even have to memorize it. It’s simple and very effective.

See what kind of response you get from your clients. Our bet is you’ll get incredibly positive results.

Send us an email or call us and we’ll send you the “The 5 Minute Open”.

matthewbellis.com

We know – unequivocally – that smart Financial Advisors think and act like entrepreneurs.

We know – unequivocally – that smart Financial Advisors think and act like entrepreneurs.

Many Advisors are entrepreneurs who take control of their businesses rather than allowing their businesses to control them. When something isn’t working, they look around. They look everywhere and talk to everyone. They never give up until the problem is solved. They don’t let frustration or skepticism hold them back. They refuse to be stuck. Their vista is wide open.

And while the specter of rethinking strategy may feel a little uncomfortable to the entrepreneurial Advisor, they never miss an opportunity to check out new ideas. But they don’t just jump in. They do research, ask questions and assess. If there’s a spark, they take the idea out for a test run – measure results. Only then do they consider change or investing time or resources. That’s what makes them smart and successful. Anything short of that would be limiting.

Still, so many Financial Advisors don’t consider themselves entrepreneurs. They are frustrated with sluggish growth but uncertain about the unfamiliar. Concerned about making a shift from doing business they way they always have but feeling stuck. And there are those who are skeptical, having tried several marketing ideas and systems but never finding anything that works or fits. The end result is that many simply settle for the status quo. Unwilling to look around for ways to enliven their business, denying themselves that broad view of their world.

If this sounds familiar, here’s your wake up call: Like it or not, you ARE an entrepreneur. Whether you are an independent or captive, low income or high, you’re responsible for your own growth. It’s your business.If you are enrolled in the search for business growth...

So, be smart. Be an entrepreneur. Grow the way you want to grow. Look around, try things on, open your mind. You’ll be amazed by the endless possibilities.


matthewbellis.com

Financial Advisors: Put Your Toe In The Water To Grow Your Business

Yes, you read that right. Here’s the story.

You’re a good Financial Advisor. You know how to conduct business and present a great plan to a prospective client. You’ve been doing it for a long time.

But what about the dreaded moment when you ask your client for r-e-f-e-r-r-a-l-s. How does that feel? To you and to them? More importantly, how successful is this routinized behavior for your business?

Think about it. How many qualified new prospects have come from the referral ask? The number is probably not even close to what you want it to be. It’s because the stale sales/referral system just isn’t working.

But the good news is that the 60 day rule does work and using it will create the opportunity to change, grow, and deepen your business. All you have to do is put your toe in the water.

financial advisors get to test the watersYou do this by sampling a marketing mentoring system that simply and effectively teaches an Advisor, no matter their market, how to consistently be in front of 1-4 new warm qualified prospects every month. Consistent and controlled new warm qualified activity is what will set you on the path toward dramatically increasing your income and the value of your business for the rest of your career. And you will be working smarter not harder.

It starts with a detailed, targeted analysis of your client base and, at the same time, developing your marketing story… a precisely crafted story that connects you with clients in a uniquely compelling way, opening doors to greater access. Together, they make up the cornerstone to this marketing process. Within 60 days you should develop your first client advocates, champions who will introduce you to their qualified friends, colleagues and family.

If, within 60 days, you determine the new marketing process is working, you can then make the decision to jump in with both feet, continuing with steps that teach and mentor you to be an excellent and successful marketer of your business.

You will see progress as you begin learning the steps, speaking with your mentor on a regular basis, one-on-one, several times a week, as you are guided you toward your goals.

“The Bellis Method™” is this marketing mentoring process and in 60 days you will experience it working.

Let’s talk about it. It’s what we do. It’s what we’re good at.

It begins with one exploratory phone call.

matthewbellis.com