Want The Highest Value Introductions a Financial Advisor Can Receive?

If the answer is “yes”, there’s a simple and effective way to achieve this.

Always focus on the solution, not the problem.

When presented with the concept of having regular, warm, qualified, personally introduced and endorsed introductions by one of their best clients – the exact kind of client they would love to duplicate – Advisors get excited.

And it gets better when they learn that with these introductions, almost everyone schedules and completes a first appointment.

Better, again, when they learn that almost all of these first appointments move to a second appointment, where the introduction agrees to be an Advocate and make warm, personally endorsed introductions to several of their qualified friends, colleagues and family… well, they’re seriously over the moon.

But then they tell us that they are unable to envision this for themselves because they say, as a rule, these kinds of introductions just don’t exist.

They are initially blocked by skepticism.

But here’s the fact: these introductions do exist and they are developed with a marketing approach that’s client centric. It’s a simple approach and it’s very effective.

When Advisors learn and apply Client Centric Marketing for Financial Advisors™, they conduct business with a pipeline consistently filled with the highest value warm introductions… and are in control of the spigot.

Introductions are created while they do their every day work – working with their best clients, without increased time commitment.

Their business is more productive & efficient.

Their revenue dramatically increases, as does their business valuation.

But most importantly, their stress is reduced, and they have more freedom because they are able to focus on the part of their business they most enjoy…not selling or chasing referrals.

Learn about ClientCentricMarketing.com
An 8 week course. Try the first week. It's free!

Client Centric Marketing Is Powerful -13 Reasons Why

Client Centric Marketing means No Prospecting & No Referrals are required… ever

Client Centric Marketing (CCM) is a new business development strategy that is simple and effective.

You will work the quality friends and colleagues of quality clients. These are the people all Financial Advisors love to work with.

Learning Client Centric Marketing (CCM) is easy and you will quickly get measurable results. 

In as little as 30 days you will create quality client advocates. In 30 to 60 days you will develop warm, personally endorsed, qualified introductions and first appointments.

With CCM for Financial Advisors you create a growing a reservoir of high-value activity and a pipeline of qualified warm introductions and qualified first appointments on a consistent basis.

Growth takes place at your own desired pace because you control the spigot.

CCM is business based and developed outside the financial industry. So it’s distinctive.

CCM allows you to market as you work; learning and testing while you conduct your every day business.

Client Centric Marketing differentiates you from the competition. You will stand out with your clients, their friends and colleagues and the community you serve.

You run your business, it won’t run you. 

So you have more free time to spend with your family and friends. 

As a result, you will have less stress. Which is a good thing! 

Finally, Client Centric Marketing is the key to business simplicity, revenue growth and newfound enjoyment of your work. 


Financial advisors: Client Centric Marketing is a simple and effective new business development strategy learned in 30 – 60 days, that produces measurable, positive results as you are learning.

Click below to learn more about quickly creating client advocates, a pipeline of new warm qualified first appointments and our free web conference…

Click here to learn about our free client centric marketing web conference
Client Centric Marketing Free Web Conference

 

More Productivity, Less Stress, & More Fun – An Advisor’s Best Business Plan

If you drill down with Financial Advisors, even very successful Advisors, most will say that business would be much more efficient and productive, less stressful, and much more fun if they could consistently schedule and complete new quality first appointments… a filled pipeline.

Ask Advisors to give the characteristics of a quality new first appointment, they ultimately profile people like their best clients.

This “stress, productivity, fun problem” has been around as long as there have been Financial Advisors.

So, two things are for certain.
Advisors have been using ‘inside the Industry thinking’ for solutions.
Advisors are not getting the results they really want.

And you know what Albert Einstein said the definition of insanity is.

So, what if you could shift away from traditional inside the industry approach by doing things just a little differently? By testing small but very significant changes.

sometimes the smallest step in the right direction...

Limited risk, for the big reward where your problem is solved.

Coming Soon! Client Centric Marketing
An 8 week course.

All Marketers Tell Stories. Some Do It Right. *

All marketers tell stories. And if they do it right, we believe them. We believe that wine tastes better in a $20 glass than a $1 glass. We believe that an $80,000 Porsche is vastly superior to a $36,000 Volkswagen that’s virtually the same car. We believe that $225 sneakers make our feet feel better—and look cooler—than a $25 brand. And we believe it!

Every consumer has a worldview that affects the product you want to sell.

Today I’ll share a few quotes from Seth Godin’s book “All Marketers Are Liars”.

They will help you understand why you must reinforce what your target market already believes.

Godin writes that “worldview is the term I use to refer to the rules, values, beliefs and biases that an individual consumer brings to a situation. A worldview is not who you are. It’s what you believe. It’s your biases”.

Here are several thought-provoking quotes from Godin’s book:

This on why stories should agree with your customer’s worldview:

Great stories agree with our worldview. The best stories don’t teach people anything new. Instead, the best stories agree with what the audience already believes and makes the members of the audience feel smart and secure when reminded how right they were in the first place.

This on why you shouldn’t try to change someone’s worldview (even if the facts and data reveal they are wrong):

Don’t try to change someone’s worldview is the strategy most smart marketers follow. Don’t try to use facts to prove your case and to insist that people change their biases. You don’t have enough time and you don’t have enough money. Instead, identify a population with a certain worldview, frame your story in terms of the worldview and you win.

This, on preconceived worldviews:

Worldviews are the reason that two intelligent people can look at the same data and walk away with completely different conclusions—it’s not that they didn’t have access to the data or that they have poor reasoning skill, it’s simply that they had already put themselves into a particular worldview before you even asked the question.

Finally and most importantly:

Every consumer has a worldview that affects the product you want to sell. That worldview alters the way they interpret everything you say and do. Frame your story in terms of that worldview, and it will be heard.

 *edited from targetmarketingmag.com/author/garyhennerberg/
The Bellis Method™
Simple and Effective Marketing.

Financial Advisors – It’s Not Just Storytelling, Try Storydoing*

Building your story into your business

“A company without a story is a company without a strategy”. **
Having a clear and distinctive story is critical in building your company’s brand.

However, there’s a difference between broadcasting your story–storytelling–and living your story, or storydoing.

Understanding the difference between the two and making that shift toward the latter is fundamental to building your business.***

From Storytelling to Storydoing
So, how do you effectively get the story of your brand and your service into the world?

Shift to storydoing.
It’s telling people what you do and then doing it. People talk about a service that is remarkable… a service that is worth remarking about.

90 percent of people trust a friend’s recommendation.
People are more influential than ever.
Those recommendations are based on great experiences.

The old adage continues to ring true: Actions speak louder than words.

What Makes a Great Storydoing Company

Storydoers are structured differently. They all put their story at the center of their Company and build it into their services and products.

They know what they are for and what they are against.

Great story-doing companies are on a quest. They define an ambition, beyond making money, that comes through in everything they do. Being the biggest or the most financially successful is not a quest. There has to be a fundamental generosity for a quest to inspire. It has to be something that inspires people to join and evangelize.

Zappos is on a quest to create an amazing customer experience regardless of cost. It makes that real in its culture, even offering money to customer service employees to leave after a couple of months if they don’t love their jobs.

The enemy is bad service … which brings us to the final story-doing attribute:

Great Storydoing Companies have a defined enemy.
JetBlue was created to fight against the bland and brutalist experience on the major national air carriers. Its stated quest was to “bring humanity back to airlines.” It didn’t do that through slogans asking you to “fly the friendly skies,” but rather expressed it through experience: one class of service. Leather seats for everyone. Satellite TV for everyone. Unlimited (and free) snacks for everyone.

In the networked world, shifting from storytelling to storydoing will make your business not only more efficient and effective but also fundamentally more rewarding–for your customers, your staff and your community… and for you.

(*edited Inc magazine article by Rosemarie Ryan)
(**Marc Andreessen, co-founder Netscape)
(***According to Brand Asset Valuator, overall scores of brand quality, brand loyalty, and brand trust are in decline, down 24 percent, 31 percent, and 50 percent, respectively. Perceived value is dropping as well.
Ask CEO’s whether their services or products are differentiated from the competition and 80 percent will say yes.
In stark contrast, just 10 percent of customer agree.)

The Bellis Method™
Storytelling and Storydoing

9 Tips For A Remarkable Financial Service Practice*

Is your business remarkable?

Remarkable always gets talked about. Marketing starts with having a service that is ‘better’ than the competition, giving clients what they really want, being remarkable and worthy of being discussed by your clients and potential clients.

1. Making promises and keeping them…
is a great way to build a brand. This is one of the ‘first and foremost’ branding lessons. Emphasis on making promises as well as keeping them is required.

2. Your best clients…
are worth far more than your average clients. It starts with knowing who your clients are, then knowing the best of the group.

3. Conversations among the members of your marketplace.
Conversations happen whether you like it or not. Good marketing encourages the right sort of conversations, the ones that create the basis for your word of mouth marketing.

4. You’re viewing marketing as an expense.
Good marketers realize that marketing is an investment.

5. Clients don’t buy what they need.
They buy what they want. Gather as many insights as possible by observing what they do.

6. New ways of spreading your messages and ideas.
Blogs, permission-based RSS information*, consumer fan clubs are quickly proving how well they work. Traditional ways of interrupting consumers (TV ads, trade show booths, junk mail) are losing their cost-effectiveness.

7. The best Marketers convey their messages by telling stories. 
It’s the best way. It’s not even close.

8. Always choose your clients.
They increase your ability to deliver the right story to the others.

9. Reminding the client.
Telling a story they know and trust is a powerful shortcut. The best clients and client knowledge is based on the best relationships.

*Edited from unattributed source. (It sounds like Seth Godin but not sure)
**RSS Stands for Really Simple Syndication. It’s a way to easily distribute a list of headlines update notices and sometimes content to a wide number of people.
The Bellis Method™
Build A Remarkable Business From The Inside Out

 

Your Brand Is What Other People Say About You When You Are Not In The Room*

 Brand building is the deliberate effort to create the desired perception in someone else’s mind.

“A Simple Blueprint For A Successful Brand.” **

Brand building is the deliberate effort to create the desired perception in someone else’s mind.

It’s been said that “A Brand is not just a logo, a website, or your business cards… It’s an experience.”

To build a great brand you need the right blueprint for shaping perceptions about your service or your product.

The best blueprint begins with just three components: what, how and feeling.

Consider the example of Southwest airlines. What service do they provide? Well, it’s pretty simple: they move you from here to there.

That is Southwest’s what.

The what of a brand is typically straightforward. The most successful brands tend to represent only one what in their customers’ minds.

After what comes how.

Understanding the how of a brand begins with seeing that for every product or service, there can be many ways of delivering the what. “Overnight,” “cheaper,” “organic” – these are the types of words used to signal the specific how for which a business wants their product or services to be known.
For the most part, hows tend to travel into twos. One how is not quite enough, but more than two is unnecessary.

For Southwest Airlines, the first how is: “by air.”

Southwest began flying its first passengers on short hauls to and from second-tier airports in Texas where the competition was more likely a Greyhound than another airline.

There is a deep branding lesson. The customer is trying to accomplish a specific result – a specific what. The hows compete with one another. Nothing else does.

Southwest has a second how: “at a low price.”

Take away either of Southwest’s two distinct hows, or their performance aspects, and the brand – that is our perception of Southwest – starts to fall apart. Only Southwest is offering the entire package at once- the what and how that differentiate their brand in the minds of the customers.

What and how are the fundamentals of a sound brand blueprint, but the most successful brands include a third component: feeling.

Customers want to do business with people they like. Who doesn’t? Similarly, we prefer to consume products and services we feel good about. Southwest customers like the Southwest brand. The brand is fun and laid-back; it makes people feel good.

So, to summarize: brand building is the deliberate effort to create the desired perception in the mind of another person. The blueprint for creating the perception has three basic elements: what, how, and feeling.

**Edited from a post on Forbes.com by Jerry McLaughlin
*Quote from Jeff Bezos
The Bellis Method™
Simple and effective brand building

A Question For All CFPs, RIAs, & FAs – what would make your practice more stress free and fun… more productive and efficient too?

“THE ANSWER”. A constant stream of warm, quality 1st Appointments personally introduced to you and endorsed by the grateful, friendly, quality clients in your client book – for the remainder of your career.

We have interviewed countless numbers of Advisors over the years and not one Advisor gave us “the answer”.

We heard responses like dinner seminars, educational workshops, lead groups, free reports, community networking, Facebook, Google, newspaper articles, cold calling, direct mail, newspaper and magazine ads, buying preset appointments, buying leads, enhanced web design and LinkedIn.

However, upon discussion and reflection, Advisors agreed that their answer really didn’t the question. In addition, they felt the responses above didn’t answer the question either.

Most Advisors said something like, “of course I’d want “the answer” but it’s not real. It’s a pie in the sky answer.”

But, if it’s not pie in the sky, isn’t it worth talking about?

Isn’t it a conversation worth having?

If you can dream it, you can do it!

The Bellis Method™
Trust "The 60 Day Rule" Process

Why don’t I have a consistent stream of 1st appointments with the friends of my best clients?

Because most Advisors, no matter their income or standing, don’t understand or effectively address WORLDVIEW.

The Marketing Challenge for Financial Advisors

Several years ago we conducted a series of focus groups across the U.S. We spoke to a wide variety of market segments including the “millionaires next door”, baby boomers, newly marrieds, upwardly mobile singles, soon-to-be retirees, and retirees… people who are just like your clients. 

What we learned – no matter which segment we interviewed – was that financial advisors and the industry are perceived in a rather unflattering light; “used car salesmen”, “in it for themselves” and “just want to get their hands on my money” were among the comments we heard.

But the one that really stuck with us was this:
“They are all a bunch of Darth Vader’s, working for the Evil Empire”.

Face it. This is the market’s predominant worldview, and it’s your clients’ worldview too.

Your clients, along with your prospects, have some pretty strong opinions about you. 

You have the power to turn them into your best trumpeters… Your advocates.

When you have a good marketing story, one that effectively addresses the worldview, not only will your clients respond to you, they will also talk about you with their friends. 

It’s the key to a consistent stream of quality 1st appointments with friends and colleagues of your best clients.

The Bellis Method™
A Simple and Effective Client Advocacy Program

Financial Advisors, Pull The Plug On Stress

It’s difficult constantly worrying where the next quality new appointments will come from.

High-income Advisors constantly feel this quality new appointment stress and they succeed in spite of it. But, they do want a better way, free from anxiety.
This is also true for Advisors with more moderate incomes.

But you can’t let your ego get in the way. Put it aside for a while… to learn.

The initial step is to create and share a “New Marketing Story”. This is not just any story. (See posts below)

Quality activity will go way up and stress will go way down when Advisors move away from their old marketing story to a new client-centric story.

Keys to reducing stress for Financial Advisors

The 60 Day Rule
Any marketing story worth its salt should feel right and create positive, measurable results within 60 days. If it doesn’t, stop what you’re doing.

Begin by reading these brief blog posts:

Post 12/28/15 – A Great Marketing Story – It’s About Them, Not You

Post 01/19/16 – The Bad News. Your Marketing Story Sucks!

Post 02/08/16 – The Most Important Story You Will Ever Tell…

The Bellis Method™
We Help Reduce Stress