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"

Worldview and Overcoming The Darth Vader Complex

It creates an incredible opportunity for Financial Advisors

Worldview is a belief or bias that an individual brings to a particular situation.

Approximately 90% of the Financial Services market, including your clients and prospects, share the “not trusted” worldview of the Industry – that Advisors are out for themselves, they’re takers.

We call it  “The Darth Vader Complex”. This includes your clients and your prospects.

Though your business may be growing, “The Darth Vader Complex” limits your growth.

Great opportunity lies in effectively addressing this worldview.

When learned and practiced it becomes the unmatched marker that differentiates advisors.

However, using facts and figures won’t work.
You’ll be invisible.
We should know this by now.

A Great Marketing Story works. (read post 12/28)
When it’s right, you are a standout.

ClientCentricMarketing
Simple and Effective

Marketing Assets – The Key to Consistent Warm, Personally Endorsed, Qualified Introductions

Qualified clients, your best clients, the clients you’d love to duplicate. They are the “marketing assets” Advisors already possess… but they’re dormant.

Client Centric Marketing will show you how to create clients who create clients. Simply.

Your clients trust you with their financial assets. However, do they trust you enough to bring you into their circle by warmly introducing and endorsing you, to their friends, colleagues and family, people who are just like them?

You build marketing assets by leveraging your relationships with your best clients into a relationships with many new qualified prospects and clients.

So, how do you activate your Marketing Assets?

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 that they are Darth Vader’s working for the Evil Empire. (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.

And you will create a consistent stream of warm qualified introductions, qualified 1st appointments and consistent growth month after month, year after year.

ClientCentricMarketing
Develop Your Marketing Assets into Client Advocates

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.

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

 

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.