People Don’t Trust You: Ignoring This Worldview Is A Mistake

It’s not specifically you. The problem is that you’re a Financial Advisor and most people have a distrust of the industry. (Darth Vader post) It’s an established “worldview”, a belief or bias, and it’s not something you can change, no matter how many facts and figures you present to clients and prospects. If your message is framed in a way that conflicts with their worldview, you’re invisible.” But speaking respectfully to someone’s worldview is the price of entry to get their attention and is the most incredible growth multiplier. 

 

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

 

It’s Easy To Create Productive Centers of Influence

Transforming your best clients into productive centers of influence has always been the obvious path to quickly, efficiently, and sustainably grow your business… but has it ever been a reality? It’s easy.

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

These high quality, personal introductions are not referrals.  

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

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

You have good relationships with your best clients. They trust you. These relationships will quickly set the stage for reliable, 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

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

Business Consulting for Financial Advisors

Client Centric Business Consulting (CCBC) for Financial Advisors is an innovative, simple, and effective approach for new, quality client development. It will quickly, efficiently, and sustainably grow your business.

The best thing? It can be learned and integrated into your practice within 30 days, producing measurable positive results.

Also, because CCBC’s coaching approach seamlessly integrates with your financial practice, you market as you work. So you can learn and test CCBC while conducting your daily business activities.

What Happens When You Adopt CCBC?

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

  • Your new high-quality, warm introductions and new first appointments will increase dramatically.
  • You will create quality client advocates who are productive centers of influence.
  • Your productivity and revenue will significantly increase.
  • You will be differentiated from the competition.
  • You will market while you work: a win-win situation.
  • You will do more of the work you love with the people you love to work with: your quality clients and their quality friends and colleagues.
  • You will have less stress and more success!

Learn More About CCBC for Yourself

Learn more about how CCM can benefit your practice.

You can have a complimentary 30-minute one-on-one call with Matt Bellis. 

You will learn about Client Centric Business Consulting and how it simply enables you to effectively create new warm, high-quality, personally endorsed introductions and first appointments on an ongoing basis with the quality friends and colleagues of your current and future best clients. You don’t have to change your daily routine. You just speak with your clients. 

 

REFERRALS OR PERSONAL INTRODUCTIONS? THERE’S A BIG DIFFERENCE

A ‘referral’ is like a lead. It’s a name. It is typically bare, impersonal, and unqualified. Referrals rarely convert to clients – even more rarely, quality clients. Not just because of the lack of relationship with the referred but also because a cold situation feels like selling.

In contrast, a warm personal introduction from a best client is an endorsement wherein your client is explicitly standing behind the value, authenticity and character of the person being introduced… you. It’s an entirely different dynamic. A personal introduction grants you ease and entry. It is based on the established trusting relationship that not only already exists between you and your client but also your client and your client’s friend.

A personal introduction is at its inception a relationship – comfortable and easy – because you are endorsed and trusted.

Referrals don’t even come close to these introductions.

Client Centric Business Consulting
 Simple and effective

NIX THE REFERRALS

It’s always been said that the best way to grow your financial advisory business is through client referrals. However, we all know that getting client referrals is no easy task.

Our research among Financial Advisors shows that activity – getting referrals on an ongoing basis – is, for the great majority, the number one business challenge. The fact is that most of us – unless we are truly gifted in this area – don’t have the ability to gracefully go from the sale to the referral. We’re afraid, we don’t want to be pushy, we don’t want to put off the client. And we’re just too worried about closing the business. Does this sound familiar?

So what’s the solution to this conundrum? It’s learning how to get warm, qualified introductions – the anthesis of referrals. A warm, qualified introduction is when one of your best clients – the kind of client you would love to duplicate – introduces you to one of their qualified close friends, family members or business associates. Someone like them. What makes the introduction truly warm is that it’s done with permission and inclusion.

Here’s the major difference:

Referrals come from a traditional sales based approach where the primary goal is transactional, to make the sale. You provide financial advice to close a sale, to make money and hopefully, to get a referral. But if you don’t get a referral, that sale won’t help increase your activity or future sales.Marketing - Nix The Referrals

Warm, qualified introductions are the result of practicing a service based approach where the primary goal is… warm, qualified introductions. These introductions keep your pipeline consistently filled with qualified potential clients, successfully addressing the number one Financial Advisor challenge… new, qualified activity. When you have more activity more implementation follows. As such, having a full pipeline creates tremendous opportunity to grow your income, revenue and business valuation.

Social Capital And The Most Important Story You Will Ever Tell…

As a Financial Advisor, you may not be aware of the most important asset you have available to you.  It’s Social Capital.

The way to understand Social Capital is by thinking about your relationships with your best quality clients.  They trust you with their financial assets.  But do they trust you enough to bring you into their circle by warmly introducing you to the quality people they know, people who are just like them?                                                                                                                      

That’s Social Capital. It leverages your relationships with your best quality clients into warm, personally introduced and endorsed appointments with their quality friends and colleagues.

Social Capital introductions bear no resemblance to standard referrals.  These are high quality introductions from your best quality clients, your best Centers Of Influence. 

So, how do you acquire Social Capital?

The most important marketing story you will ever tell... It’s driven by having a compelling  Remarkable  Marketing Story  (see post – The Bad News. Your Marketing Story May Suck!) 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  Remarkable Marketing Story is what  moves your best quality clients to share your story with their quality circle of friends and colleagues.  It opens the door to consistent high quality personal introductions and high quality appointments on an ongoing basis.

ASKING YOUR BEST CLIENTS FOR PERMISSION TO DISCUSS PERSONAL INTRODUCTIONS IS VERY COMFORTABLE

Almost all of your best clients will give you permission.

These clients have made you their Financial Advisor – they have taken a leap of faith with you. At the same time you feel privileged and grateful because over time you have earned their trust. You protect and nurture it.

When you have your clients’ trust they will give you permission to talk about warm personal introductions, their most important asset. Different from referrals, open permission removes the discomfort and fear of asking – it’s the key to a personal introduction and endorsement. It’s the reward for earning their trust.

Client Centric Business Consulting
 Innovative, Simple, Cost Effective

“The 5 Minute Call” – Create Client Introducers Now

The 5 Minute Call is a simple phone call to the clients you’d like to duplicate, your quality best clients. On this call, most of these clients will agree to meet with you to discuss introducing you to their qualified friends and colleagues… to become Client Introducers.

An Advocate is person who publicly supports or recommends a particular person, cause or policy

This  “call” has a huge impact on business growth because the way you currently conduct business –  freely giving your knowledge and your time – is framed in a new and effect way.

You are conducting your business as you always have – you are simply framing it differently.  It builds a construct for growth  where clients will want to reciprocate and advocate for you. 

Freely giving makes your clients feel good about themselves and about you. As marketing guru, Seth Godin says, “What people want is the extra, emotional bonus they get when they associate with something or someone who makes them feel good. And when people feel good, they are open because they realize you’re a giver, not a taker.”

The world responds to givers.  Because of the way you frame your giving your clients and prospects experience something different about you… something that sets your service and you apart from the rest.

The 5 Minute Call is an essential tool in transforming your best qualified clients into Client Introducers.