Are you hearing much discussion about “worldview” in your financial circles?
I’m asking because effectively addressing the “worldview” of your market is a qualified activity and business growth multiplier for all Advisors, no matter their income.
Our research continues to find the following: your market, no matter which segment interviewed, has a rather unflattering worldview of Financial Advisors and the industry, e.g., “in it for themselves” and “just want to get their hands on my money” and “used car salesman”. (Post December 9, 2015) This worldview can be a conscious or subconscious feeling and is a major impediment to growth.
This worldview also applies to your clients. It’s why most Advisors, no matter their income, have conducted so few first appointments with the qualified friends and colleagues of the clients they’d most like to duplicate.
In order to move beyond this hurdle, understand that this worldview is the lens clients and prospects use to determine whether or not they are going to believe your marketing story.
If you effectively address this worldview (Post November 24, 2015), here’s what can happen within 30-60 days:
- This worldview shapes your new marketing story
- This story is not about what you do but about who you are
- Your story focuses on your clients, not you
- You begin to tell your story to your current qualified clients
- Your clients will immediately see you in a different light
- They will open up to you – a new type of connection
- This new connection opens the door real client advocacy and consistent introductions to your clients’ qualified friends and colleagues
- Your clients’ qualified friends will be more willing to meet with you and they, too, will see you differently too.
- Many of them will become advocates as well
The Bellis Method™
"Building Your Business From The Inside Out With Consistent New Warm Qualified Introductions"
First take a little reality check quiz – and be brutally honest.
- Do you have a great marketing story? How do you measure it’s effectiveness?
- Does it work to create brand new qualified first appointments?
- Does it move people to talk about you to their friends?
- Does it differentiate you?
- Does your marketing story show clients and prospects that you understand them and their predominant worldview? [Post March 1, 2016]
- Does it focus on your prospects and clients and not on you?
- Does it work to make your clients dedicated advocates, trumpeters who want to tell the world about you? [Post February 8, 2016]
- Is your marketing story remarkable?
- Does it make you remarkable?
Kick Ass Story Tips
- Ultimately your story is not about you, it’s about your clients, client’s friends and prospects. No one wants to hear you sell yourself.
- Respect and speak to the worldview of your clients/ prospects . [Post December 9, 2015]
- Tell smaller stories within your story that work to build empathy, create curiosity, evoke emotions and establish a sense of community. Dig deep inside to find what’s real and powerful.
- Share with your clients/prospects how you or someone close to you overcame challenges/struggles similar to theirs.
- Stay relevant. A story that resonates with your client/prospects lives will very quickly gain traction.
- Be Remarkable by being easy. Effective stories allow you’re clients/prospects to draw their own conclusions. No convincing, cajoling or telling them what to do. No facts or figures. No Resume!
- Above all, be sincere. It’s the only way to establish trust. Anything less will be completely transparent.
- Great stories are effective because they inspire action. Inspire your clients/prospects with your humility.
A Kick Ass story will help you create lots of new qualified 1st appointments with qualified prospects personally introduced by your best clients … within 60 days and for the rest of your career.
The Bellis Method™
"Building Your Business From The Inside Out"
Financial Advisors, ask yourself these questions.
Would you like to help more people?
Would you like to speak with prospects, qualified prospects or warm qualified prospects?
Is your business plan based on increasing revenue or AUM? Or is it based on helping more people? Or is it based on helping more qualified people?Or is it based on helping more warm qualified people?
Do you want your best clients think of you as a Financial Advisor or a Financial Educator and Financial Advocate?
How many brand-new first appointments with qualified friends of your best clients have you completed in the last two years?
Would your business be more productive if your best clients warmly introduced you to their qualified best friends?
Would you enjoy your business more if your best clients warmly introduced you to their qualified best friends?
The Bellis Method™
The 60 day plan to consistent, client based, warm qualified activity
By embracing the Concept of Free, Financial Advisors can eliminate the “elephant in the room” and consistently create a pipeline of qualified prospects and qualified first appointments.
Before you stop reading this, because the idea of “free” may freak you out, understand this: “free” is not counter intuitive to growing your practice. It’s actually the opposite. In fact, it paves the way for having a business comprised of 90-95% qualified friends and colleagues of your best clients.
Over the years we have learned a lot about what happens when Financial Advisors freely share their expertise with clients and prospects. Embracing the Concept of Free accomplishes 6 very important objectives:
- It brings new discussion and dialog to the relationship
- It shifts the listeners thinking about the speaker
- It builds trust
- It provides meaningful differentiation in a crowded Financial Advisor market
- It enables you to have reciprocal relationships
- You will help more people, qualified people, because you’ve created more qualified activity… as much as you want. This activity leads to more qualified first appointments and more business growth.
Advisors who embrace the concept of free – who give their advocacy, knowledge and time – build a completely different kind of growth. It’s growth that is based on a reciprocity… where clients want to advocate and open new doors for the advisor.
Every day we see Advisors who practice “free” inspiring trust and renewed credibility, especially critical in the Advisor/Client relationship. They’re recognized as givers, not takers.
Free creates an almost immediate change in the way people observe and hear an Advisor. It gives Advisors the opportunity to tell their marketing story about their business.
The Free process makes clients and prospects feel good about themselves and about their Advisor. And that’s good for you and it’s good for them. It makes them more relaxed, more open. And for you… well, you become exceptional in their eyes.
With a good marketing plan based on the Concept of Free you can create measurable results in 60 days.
The Bellis Method™
“Building Your Business From The Inside Out”