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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

HARVEST YOUR DORMANT ASSETS AND CRUSH THE PARETO RULE

Posted on by Matt Bellis

75% – 90% of experienced Financial Advisors are Pareto Financial Advisors. They derive most of their revenue from a small percentage of their clients.
(The Pareto Rule: +/- 80% of revenue from +/- 20% of clients)

If you are a Pareto Financial Advisor, your business is profitable and successful and though it may seem counterintuitive, it is poised to take off… by harvesting your dormant assets.

It is the easy and effective way for you to have a consistent pipeline of warm, high quality prospect meetings.

Increasing warm, quality prospect meetings routinely maintains significant growth and rate of growth in your productivity & revenue, your book of quality clients, and the valuation of your business – your prized asset.

It only takes a few minutes to identify these assets. Harvesting them is quickly learned and implemented in a few days, producing measurable results within weeks with no interruption to your daily routine.

What are Dormant Assets?

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

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

All that’s required is a carefully framed, comfortable conversation… comfortable for your best clients, the clients you would love to replicate, and comfortable for you.

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

Permission, Trust, and Growth

Posted on by Matt Bellis

GET PERMISSION: It’s the simple and easy way to consistently increase your business growth.

Your best clients will give you permission to discuss personal introductions.

These clients have made you their Financial Advisor – they have taken a leap of faith with you. You feel privileged and grateful because you have earned their trust. It’s important to you. You preserve it and take great care of it.

When you have your best clients’ trust they will give you permission discuss personal introductions to their quality relationships, their most important asset. Different from referrals, open permission removes the fear of asking.

It also removes discomfort for your clients and you and the key to warm personal introductions and endorsement.

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