Client Advocates are the dream of every Financial Advisor… female or male, high income or moderate, large client book or moderate.
Social Capital is a key to developing Client Advocates and consistent growth. It’s an asset Advisors already possess… but it’s dormant. It must be activated.
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 bring you into their circle by warmly introducing the you to their friends, colleagues and family, people who are just like them?
That’s Social Capital. It leverages your relationships with your best clients into a relationships with many new qualified prospects and clients. And your business soars.
Social Capital is the outcome of the strong relationships you already have with most of your best clients.
And it’s where, with your client’s permission, you can ask them to make introductions to their qualified friends, colleagues and family. Most clients will agree, because they want to!
Social Capital introductions bear no resemblance to standard referrals. These qualified introductions are given because you’ve established a unique connection.
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 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 and consistent growth month after month, year after year.
The Bellis Method™ We develop Social Capital and Client Advocates.