Don’t Just Be A “Giver”. Market It. Here’s Why.

Many Advisors “give freely” to clients and prospects. It’s a core principle.

However, they don’t effectively market that they “give freely”.

Financial Advisors who learn how to market “freely giving” into their practice don’t change what they do – they just talk about it and frame it differently.

It’s simple. But it’s not obvious. 

It’s subtle. No facts and figures.

And it’s incredibly effective.

Their results are extraordinary:

  • Their quality warm introductions and new quality first appointments increase dramatically
  • They market while they work with their clients
  •  Their best clients talk to their friends and colleagues about them
  • They no longer “need” to prospect
  • They are much more productive and efficient as they work
  • Their revenue increases
  • They do more of the work they love with the people they love to work with – quality clients who are friends and colleagues of quality clients
  • They run their business, it doesn’t run them
  • They have more free time
  • They have less stress

Practicing and marketing “giving freely” makes your clients feel good about themselves and about you.  And when people feel good, they are open. They see you as a giver, not a taker, a differentiation puts you miles ahead of your competition.

Client Centric Marketing
Build your business from the inside out

Why Is Developing Social Capital Incredibly Important?

Because having Client Advocates is the dream of every Financial Advisor. Whether high income or moderate, large client book or average.

And Social Capital is the key to developing Client Advocates. It’s an asset Advisors already possess, but when left unused, it represents a significant opportunity loss.

The best way to understand Social Capital is by thinking about your relationships with your clients.

Your clients trust you with their financial assets. However, do they trust you enough to go far beyond referrals, to warmly and personally bring you into their circle of friends and colleagues, people who are just like them?

That’s Social Capital, the outcome of the strong relationships you already have with most of your best clients.

So, how do you activate your Social Capital?

It’s driven by having a compelling marketing story (see post – The Bad News. Your Marketing Story Sucks!) that subtly addresses your clients’ worldview of Financial Advisors and the Financial Industry. (see Darth Vader post)

A compelling marketing story is what differentiates you and makes you remarkable.  It’s what will move many of your qualified clients to become client advocates who will share your story with their qualified circle – sharing with them who you are, not telling them what you do.

Simple and Effective

Wake Up Your Dormant High Quality Client Assets

Developing your dormant high quality assets will significantly increase your quality 1st appointments, productivity and revenue… and markedly reduce new Advisor trainee burn rate.


  1. Most Advisors of all income levels capture less than half of their quality clients’ assets.  The other half, the qualified friends and colleagues of the Advisors’s best clients, get left behind – dormant and undeveloped.  The same applies in an even bigger way to Financial Advisor trainees.
  2. The productivity potential of these dormant assets is enormous and dwarfs the revenue Advisors already have in hand.
  3. This had long been a problem without any real solution. No simple and effective process had ever been developed to successfully capture these assets.



(*Edited portions from Open Forum – American Express)

Why are warm personal introductions the thing that’s absolutely necessary to business world interaction and the ultimate currency of all business networks? Don’t referrals accomplish the same things?

Well, at its core, a warm personal introduction is an endorsement wherein the one introducing is explicitly vouching for the value, authenticity and character of the person being introduced, and making an implicit statement that there is mutuality in the sense that he or she is worth the time of the person to whom an introduction is being made. That’s a pretty high standard indeed.

Referrals don’t even come close to these introductions.

Apart from capital, warm personal introductions are literally the most important currency in business. They facilitate new client acquisition, get people jobs, initiate partnerships, help people raise funds, and can often make an extraordinary positive difference in people’s lives and the lives of businesses. Treat the whole process with great thoughtfulness and care—it makes a huge difference in your productivity.

Client Centric Marketing
 Warm personal introductions

Top 7 Benefits Of Having An Open Mind*

Being open-minded can be tough to do sometimes. When we’re faced with ideas that challenge our own, we may wish to be open-minded, but we may struggle with the act of it from time to time.

I’ve always found that when I open my mind, I’ve reaped a lot of rewarding benefits. There is much to be gained from opening the door to your mind and letting new ideas and beliefs come in. Here are just a few of the benefits I’ve uncovered when I’ve taken the time to view the world around me with an open mind…

Letting go of control. When you open your mind, you free yourself from having to be in complete control of your thoughts. You allow yourself to experience new ideas and thoughts and you challenge the beliefs you currently have.

Experiencing changesOpening up your mind to new ideas allows you to the opportunity to change what you think and how you view the world. Now, this doesn’t mean you necessarily will change your beliefs—in fact, the process may actually reinforce your current beliefs more strongly–but thinking with an open mind gives you the option of creating positive change and stronger results.

Making yourself vulnerable. One of the scariest (and greatest) things about seeing the world through an open mind is that you make yourself vulnerable. In agreeing to have an open-minded view of the world, you’re also admitting you don’t “know it all.” This vulnerability can be both terrifying and exhilarating.

Making mistakes. Making mistakes doesn’t seem like it would be much of a benefit, but I (and other Forbes contributors) have continually made the case that it is. When you allow yourself to see things from others’ perspectives, you gain the opportunity to “fail up”.

Strengthening yourself. Open-mindedness provides a platform to build upon, piling one idea on top of another. Everything you experience collectively “adds up,” strengthening the person you are and what you believe in. It’s very hard to build on experiences without an open mind.

Gaining confidenceWhen you live with an open mind, you have a strong sense of self. You are not confined by your own beliefs, nor nor the beliefs of others.

Being honest. Being open-minded means being honest enough to admit that you aren’t all-knowing. This understanding creates an underlying sense of authenticity that permeates the character of any person who lives with an open mind.

Keep Your Mind Open To Opportunties

*(Edited from David K Williams article in Forbes writing about Danielle DiPirro the author of Stay Positive: Daily Reminders from Positively Present)
Client Centric Marketing
Build your business from the inside, out

Financial Advisors – Seriously Consider These 3 Questions

If you had a simple and easy process in place where:

Many of your best clients endorsed and warmly introduced you to a few of their quality close friends or colleagues, people just like them, would you take those meetings?

Those meetings turned into first appointments, would you do them?

This happened month after month, year after year, would this have impact on your business and your life?

The doors will open for those who are bold enough to knock.

Client Centric Marketing
"If you can imagine it, "it's possible".

The Financial Advisors’ Dilemma- “Innovation” vs “The Status Quo Bias”

What is “innovation”?

It’s the implementation of creative ideas in order to generate value, usually through increased revenues, reduced costs or both.

The “Status Quo Bias” is a proven cognitive bias that exists in all normal people.

Innovation, especially breakthrough innovation, requires veering from the status quo.

Many Advisors do not adopt or research a highly innovative idea not because of any intrinsic flaw in the idea, but because the idea might be unfamiliar or might require change.

To do nothing is within everyone's power


(Content edited from Jeffrey Baumgartner)
Client Centric Marketing "
Creating Business from the Inside Out"

Convert Your Best Clients Into Marketers With A Simple Conversation

Your business follows the 80/20 rule where 80% of your business is done with 20% of your clients. We propose that your 20%ers also become your in house marketers, Client Advocates who warmly, personally and regularly introduce you to their friends and colleagues, new 20%ers.

It’s easy when you have a business mindset. (It is uniquely different from a financial services mindset.) It’s a simple problem solving approach that creates positive outcomes.

All you need is:

1.  A great marketing story and a quick phone call to a best client

For years we’ve heard the Advisors we work with say – initially – that they’ve heard this all before. But, once they speak with us, they begin to understand the difference between their financial services mindset and our business mindset.

Client Centric Marketing
 "Creating Business from the Inside Out"

Access all of your best clients’ available assets. IT’S HUGE!

Would you transform your best clients into client advocates and move to a “new client advocate development” business:

If you could consistently complete 1-4 or more new, warm qualified 1st appointments every month?

If it was simple to learn and execute?

It’s a rhetorical question but think about it for just a minute.

With this focus, an experienced Advisor, one who has developed good relationships with the top 20-30% of their client book, can permanently improve the trajectory of their business quickly, in as little as 6 to 8 weeks.