The 5 Initial Steps To Consistent Quality Activity

Think for a moment about the steps an individual takes when he or she is ready to approach their financial situation… how do they go about it?

They begin with research, talking to valued friends and family about experiences and recommendations.

Then they engage with an Advisor or two to discuss their needs, hopes, and dreams. Finally, they look at the Advisor’s plan.

If it doesn’t feel right, they start the process over again. It happens everyday.

It’s the same for Advisors and business. Consider these simple steps as you focus on identifying your important goals and develop a solid plan to get there:

Ask yourself the same types of questions you typically ask your clients, just those related to your business.

A good place to begin is “what would the business of my dreams look like”?

Wouldn’t your dream business consistently develop, almost exclusively, new qualified activity and increase business growth?

Wouldn’t it focus on your existing best clients, the ones you’d like to duplicate, who would consistently, personally and warmly introduce you to their qualified friends and colleagues?

Wouldn’t it decrease or eliminate the need to prospect and cold call?

Look for an business consultant who will help you develop a your plan for success and who will keep you focused on achieving these results. One who will help you identify your specific issues and help develop a strategy for you that will address them.

Keep in mind that one size does not fit all.

Be sure to look outside your everyday financial bubble, i.e., look beyond the usual suspects, keeping in mind simplicity, effectiveness, and cost.

Don’t settle for broad sweeping programs. Keep a laser focus on your most important issue: consistently duplicating your existing best clients.

Remember to ask the question, “Will I achieve positive, measurable results within a set time frame – say 60 days or 75 days”?

If you don’t get the clear, straightforward answer you need, keep looking. Don’t settle.

But if you do get the answer you’re looking for, make sure you can give the approach a “test drive” before committing your time and dollars.

If after the test drive you don’t achieve positive measurable results, repeat steps 1-4.

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Test drive is available

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

Developing Social Capital Is Incredibly Important

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 introduce you to 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 Introducers, 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.
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 "Building Your Business From The Inside Out"


(*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.

Warm personal introductions are literally the most important currency for Financial Advisors. Referrals don’t even come close to these introductions.

Client Centric Marketing
 Warm personal introductions