We’ve talked with countless Financial Advisors and, for the most part, their traditional stories are basically the same.
These traditional stories focus on how their firm is different, where they went to school, the degrees they’ve earned, their expertise, their charitable work, their family, etc.
Traditional stories are not remarkable and are less likely to be shared.
If you wonder why your best clients aren’t regularly introducing you to their quality relationships, it’s probably because your story is not being talking about.
And if you’re not personally introduced or referred to your best clients’ quality relationships, consistent quality client acquisition is difficult.
A Modern Story “IS” remarkable because it is subtly framed to address the predominant worldview of the market… the well- documented distrust of Advisors and the Financial Industry. (This worldview is the silent, major obstacle to networking through your best clients quality relationships).
The framing is subtle because any form of puffery, hype, or selling will generally close the door of opportunity.
When you convey this worldview the right way, not only will your best clients respond to you, but they will also talk about you and personally introduce or refer you to their relationships … consistently.
So, if you don’t have a consistent schedule of quality prospect meetings and first appointments that are warm and personally introduced to you by your quality clients, perhaps rethink your story.
Matthew G. Bellis
Simple, Permission Based Quality Client Acquisition