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Create Remarkably Productive Centers Of Influence

Posted on by Matt Bellis

A comfortable “Permission Based,” approach to a simple warm introduction discussion is the easy way to quickly transform your best clients into productive centers of influence and sustainably grow your book of quality clients and your business.

What you expect from a permission based, quality client acquisition strategy:

  • This approach is simple and quickly learned and integrated into your practice and produces measurable, positive results immediately…within days.
  • You will not interrupt your daily routine.
  • You will create quality centers of influence who are your advocates.
  • Your new high-quality warm introductions and first appointments will increase consistently.
  • Your productivity, revenue, and book of quality clients will substantially grow on an ongoing basis.
  • You will be differentiated from the competition.
  • 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!

 

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

HARVEST YOUR DORMANT ASSETS

Posted on by Matt Bellis

Harvesting your dormant assets is the easy and effective way for Financial Advisors to create and routinely maintain dramatic increases in productivity, revenue, and growth of their book of quality clients. It can be quickly learned and implemented without interrupting their daily routine.

What are Dormant Assets?
They are warm, personally introduced or referred meetings and appointments with the quality relationships of an Advisor’s “Current and Future” best clients… the very clients Advisors dream of replicating.

Dormant Assets are not only low hanging fruit ready for harvesting, they are perennials. They regenerate!

Harvesting begins once you learn how to frame a simple discussion with your best clients.

Your only cost is a little time.

Your comments are welcome.

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

EXPERIENCED ADVISORS: A MODERN STORY SIMPLIFIES QUALITY CLIENT ACQUISITION

Posted on by Matt Bellis

A Modern Story simplifies quality client acquisition and grows a book filled with quality clients. 

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.

If your best clients aren’t regularly warmly referring or personally introducing you to their quality relationships, it’s probably because your traditional story isn’t being talked about.

Traditional stories are not remarkable, so consistent quality client acquisition is difficult, as is growing a large book of quality clients.

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 a huge obstacle to accessing the network of your best clients’ quality relationships.)

The reason the framing must be subtle is because any form of hype, puffery, or selling will generally shut the door of opportunity.

When you convey this worldview the right way, not only will your best clients respond to you,  they will also talk about you and personally introduce or refer you to their network of quality relationships…  consistently.

So, to rapidly and consistently increase your quality client acquisition and your book of quality clients, test a Modern Story. It’s easy.

Your comments are welcome and appreciated.

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

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

Posted on by Matt Bellis

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

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 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

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

REFERRALS OR PERSONAL INTRODUCTIONS? THERE’S A BIG DIFFERENCE

Posted on by Matt Bellis

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

Posted on by Matt Bellis

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…

Posted on by Matt Bellis

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.