Thats, right…. Their Friendly Local Average Millionaires.
Focusing on and marketing to your FLAM clients is the simple, most effective way to grow your practice. Your FLAM clients are likely the most affable, cooperative and easy to work with. They are the very clients you want to duplicate. But you have to know how to market to them, how to turn them into your biggest advocates.
Here is how we define FLAM:
- 45 – 60+ and not yet retired
- Married with kids
- One or two income household
- $150,000 – $250,000 average HH income
- Self-employed or working for a company
- Up to $2.5 million average net worth
- Live slightly below or significantly below their means
- No debt
- Own their home
- Promote their kids’ educations
- Savers and/or investors
More importantly, they are your best qualified clients who will most reliably agree to warmly introduce you to their closest friends and colleagues. People just like them. They are down to earth, respect hard work, believe in those who believe in them.
We always ask our clients this question: “When thinking about growing your business, who do you consider your best clients, the clients would want to duplicate?” And we get an interesting, wide range of answers, all focused on how much the Advisor’s client has invested with him/her. But, guess what. That qualification is only one piece of equation. Besides being financially qualified, there are additional qualifications. To be growth champions for your business, they must possess the right characteristics… they have to be the most affable, cooperative, easy to work with individuals in your client book. When you know how to approach and market to your FLAM they become the very clients who will agree to warmly introduce you to their friends and colleagues, people just like them.
Every Advisor we’ve met, whether high, medium or moderate income, desires consistent, controlled, predictable qualified growth.
So, light a fire under your FLAM.
The Bellis Method™ Simple and effective marketing for consistent, controlled, predictable qualified growth.