Author: Matt Bellis

Stop The INSANITY

Posted on by Matt Bellis

You may be what we call a Pareto Rule Advisor. Pareto Rule Advisors derive + / – 80% of their revenue from a small percentage, +/- 20%, of their clients. 

Most Pareto Rule Advisors want more growth as long as it’s quality growth. Yet they continue trying to grow their business by doing the same thing over and over again expecting different results.

It’s kind of insane.

Client-centric businesses require a robust “quality prospect pipeline” in order to achieve significant growth on an ongoing basis. However, if you look around, the numbers show very few have this “quality prospect pipeline” in place.

Why, and here’s the insane part, it’s because the traditional lead generation, marketing, and referral strategies – which have been practiced for decades by most of these businesses – produce a small number (+/- 20%) of new quality clients. There is growth but the growth is sluggish. (The Pareto Rule).

Most leaders either don’t know how to break away from this model or they may be afraid.

The insanity can stop.

It’s true that Leaders have reasons to be skeptical. Many have been burned by expensive “growth guru” programs that promised the moon and the stars and delivered very little. It’s understandable that new ideas and change can feel risky.

However, if leaders are willing to park their skepticism and research different approaches, they will find there is a simple and far more productive way to grow the business and it can be tested.

But growth requires a little risk – being open to new ideas, no matter how “different” they may seem.

Link: HARVEST YOUR DORMANT ASSETS AND CRUSH THE PARETO RULE 

 

 

 

Matthew G Bellis
Simple, Permission Based Quality Client Acquisition
Matthewbellis1@cloud.com

It’s Easy To Create Productive Centers of Influence

Posted on by Matt Bellis

Transforming your best clients into productive centers of influence has always been the obvious path to quickly, efficiently, and sustainably grow your business… but it has never been a reality… until now.

And it’s easy. So easy that you will receive your first high quality personal introduction from 90% of your current and future quality clients, the clients you want to replicate, within 2-4 weeks.

This greatly reduces or eliminates the time and money you spend on marketing.

A simple “5-minute call,” comfortable for you and your best clients, will give you permission to discuss warm, personally endorsed introductions to their high-quality friends and colleagues… on a follow up call with them several days later.

These high quality, personal introductions are not just referrals.  

At their core, they are an endorsement where your client explicitly recommends the trust they have in you and your value, authenticity, and character. 

This will eliminate or significantly reduce the cost and time you spend prospecting for quality clients.

You have good, trusting relationships with your best clients. These relationships will quickly set the stage for rapid, reliable, and significant growth on an ongoing basis. 

Matthew G Bellis
Simple, Permission Based Quality Client Acquisition
Matthewbellis1@cloud.com

 

 

THE SIMPLE WARM INTRODUCTION APPROACH is Word of Mouth Marketing

Posted on by Matt Bellis

The Simple Warm Introduction Approach is Client Centric Business Consulting’s simple and effective approach that transforms best clients into productive centers of influence. It has always been the obvious path to quickly, efficiently, and sustainably grow your business… but it has never been a reality, until now.

It can be learned and integrated into your practice within 30 days or less, and produces measurable, positive results immediately.

It comfortably builds on an Advisor’s “best client” relationships and quickly provides warm, personally endorsed introductions to and appointments with the quality friends and colleagues of their best clients.

Because the Warm Introduction approach seamlessly integrates with your financial practice, you market as you work without interrupting your daily business activities.

What Happens When You Adopt The Simple Warm Introduction Approach?

What can you expect from this excellent new, permission based, quality client acquisition strategy for Financial Advisors?

  • Your new high-quality warm introductions and new first appointments will increase significantly.
  • You will create quality client advocates who are productive centers of influence.
  • Your productivity and revenue will substantially increase on an ongoing basis.
  • You will be differentiated from the competition.
  • You will not interrupt your daily routine.
  • You will do more of the work you love with the people you love to work with: quality clients and their quality friends and colleagues.
  • You will have less stress and more success!

Matthew G Bellis
Simple, Permission Based Quality Client Acquisition
Matthewbellis1@cloud.com

Developing Social Capital Is Incredibly Important

Posted on by Matt Bellis

Social Capital is the key to developing Client Advocates. It’s an asset Advisors already possess, but when left unused, it represents a significant loss of opportunity.

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?

A compelling story, not a tradition 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.

Matthew G Bellis
Simple, Permission Based Quality Client Acquisition
Matthewbellis1@cloud.com

The Key Benefit Of A Great Marketing Story – Dramatic Growth!

Posted on by Matt Bellis

When it’s right,  you are a standout. When it isn’t,  you’re invisible.

To create a great marketing story you must first understand that most people don’t fully trust the Financial Industry or Financial Advisors. (See our “People Don’t Trust You” post)

This is their worldview, their bias that focuses on bad experiences and bad news. This is what makes it extremely difficult for Financial Advisors to get prospects and clients to listen and open up.

Most Advisors fail to effectively address this bias. As a result, they fail to make solid, meaningful connections with their prospects and clients.

Successfully addressing this worldview begins when you craft and tell your marketing story. 

A marketing story is very different from garden variety storytelling. It is told in an “other focused” way, a way that addresses what’s important to your prospects and your clients – not to you. 

It’s not about your numbers, facts and figures. And it’s not telling them what you think they want to hear. That will just shut them down, they won’t listen. 

The most important difference between a marketing story and simple storytelling is that a great marketing story is not designed to win business. 

Instead, it’s intended to convey who you are, not just what you do. Not just some of the time, all the time. It effectively addresses biases and puts you in sync with your clients – and  creates real opportunities for growth.

Creating and sharing a great marketing story is the foundation for meaningful business growth. It’s absolutely imperative that you get it right. 

Matthew G Bellis
Simple, Permission Based Quality Client Acquisition
Matthewbellis1@cloud.com

 

The 5 Minute Call – Create Productive Client Centers of Influence Now

Posted on by Matt Bellis

The concepts of permission, freely giving, worldview, and modern story development, when effectively addressed and framed in a way that is comfortable for an Advisor, create consistent increases in productivity and revenue, well beyond the norm.

The 5 Minute Call is a simple, comfortable phone call made to your quality best clients. They are the friendly, cooperative clients you would like to duplicate.  On this call, these clients will give you permission to personally introduce or warmly refer you to some of their high quality relationships. 

This 5 Minute Call has a huge impact on revenue and business growth… because the way you’re currently conducting business – freely giving your knowledge and your time – is framed in a new and effective way.

 

Matthew G Bellis
Simple, Permission Based Quality Client Acquisition
Matthewbellis1@cloud.com

Ever Wonder Why Creating Client Advocates Is So Ridiculously Difficult?

Posted on by Matt Bellis

It’s either because Financial Advisors don’t understand the worldview of the market or they don’t address it effectively. However, some Financial Advisor’s behavior does show that there is at least a subconscious awareness of this issue.

Case in point: I’ve conducted many workshops with Financial Advisors. I always began the workshop by introducing myself and what I do for a living. I ask each of the participants to stand and introduce themselves as if I were a prospect. They proceed to describe themselves with some very “creative” names for what they do for a living. “I’m a Wealth Enhancement Specialist”. “I’m an Innovative Financial Solutions Provider”. If you could have been a fly on the wall you would have seen and heard each Advisor, one by one, introduce themselves to the group, not one calling themselves a Financial Advisor. By the end of the introductions we were all chuckling. When I asked why – and this took some thoughtful searching – they all agreed that it was due to consumer “attitude”, as they called it.

This “attitude” is the worldview commonly shared by most of the public, a broad distrust of the industry at large. It’s not something you can change and we find that most Advisors don’t have a strategy to address and move beyond this barrier.

The key is to develop your marketing story. When you truly understand the way clients and prospects think and feel, you can create a marketing story that subtly and effectively addresses this worldview.

Creating this story will be different from anything you’ve ever done in the past and  you may need to erase some muscle memory.  Presenting facts and figures about your performance history doesn’t work. What does work is a passionate story that is about them, not about you. It’s the reason they will believe in you.

When you do this you’ll find your qualified clients will become your best “client advocates”, the most productive centers of influence a Financial Advisor can have.

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