fbpx

Blog

CLIENT CENTRIC MARKETING’S SIMPLE WARM INTRODUCTION APPROACH

The Simple Warm Introduction Approach is Client Centric Marketing’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.

The Simple Warm Introduction Approach (SWIA) for Financial Advisors is a simple and effective strategy for new, quality client development. It comfortably leverages 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.

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

(PROOF BELOW)

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

What Happens When You Adopt CCM and the Simple Warm Introduction Approach?

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 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 market while you work.
  • 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!

The Proof 

The CCM program and the Simple Warm Introduction Approach is structured with a complimentary coaching component, specifically to provide proof-of-concept, as some Advisors are skeptical of new marketing strategies and approaches.

The coaching includes the brief “5-minute test call” with 2-3 of your quality, best clients.  Effective and easy, this call is very comfortable and relaxed for your clients and you. It is on this call that your clients will give you permission to schedule a follow-up call to specifically discuss personal introductions to their quality friends and colleagues.

Client Centric Marketing (CCM) is your optimal strategy to simply and effectively leverage your relationships with your best clients to steadily increase your high-quality client book-of-business... beyond your norm.

Book your 30-minute call with Matt Bellis today:

Click to Book

Dormant Assets: The Low Hanging Fruit

Dormant Asset Development is the key to consistent, long lasting growth.

It’s a simple and effective way for Advisors to create and maintain dramatic increases in productivity, revenue, and growth on an ongoing basis… and it can be quickly learned without interrupting their daily routine.

Develop Dormant Assets.

Every Advisor, no matter their annual revenue, has them.  These assets dwarf the assets Advisors have in hand.

What are Dormant Assets?

They are the personally endorsed, new, warm introductions and first appointments with the high quality friends and colleagues of an Advisor’s current and future best clients… the very clients Advisors dream of duplicating.

So, how does an Advisor activate their Dormant Assets?

Advisors identify and develop their Dormant Assets by leveraging their relationships with their best clients.

It begins by having a compelling marketing story (see post – The Bad News. Your Marketing Story May Suck!)

A compelling marketing story differentiates you and makes you remarkable.

Expert Marketing for Financial Advisors That Provides a Complimentary Proof of Concept

Client Centric Marketing (CCM) for Financial Advisors is a simple and effective strategy for new, quality client development. Our marketing solution for Financial Advisors 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 CCM’s coaching approach seamlessly integrates with your financial practice, you market as you work. So you can learn and test CCM while conducting your daily business activities.

What Happens When You Adopt CCM?

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 CCM 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 Marketing 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. 

Matt also provides proof!

A Complimentary Proof of Our Concept

The CCM program is structured with a one-week complimentary coaching component, specifically to provide proof-of-concept, as some Advisors are skeptical of new marketing strategies and approaches.

The coaching week includes the brief “5-minute test call” with 2-3 of your quality, best clients.  Effective and easy, this call is very comfortable and relaxed for your clients and you. It is on this call that your clients will give you permission to schedule a follow-up call to specifically discuss personal introductions to their quality friends and colleagues. It’s easy.

Client Centric Marketing (CCM) is your optimal strategy to comfortably leverage your relationships with your best clients to significantly increase your high-quality client book-of-business on an ongoing basis.

You Have A Marketing Story That May Suck…

Client Centric Marketing Can Help You Stand Out

Change your marketing story from suck to success with Client Centric Marketing

Are you wondering why your high-quality and best clients are not personally introducing you to their high-quality best friends and colleagues? Wondering why you have so few brand new, warm and exceptional first appointments? What could be happening?

At Client Centric Marketing, we know what’s happening. It’s probably because your “Marketing Story” is not worth talking about.

Why? Because it’s not remarkable.

The Problem

We have talked with countless Financial Advisors and for the most part, their marketing stories are the same. Their focus is on how they are different, where they went to school, the degrees they have earned, how great their numbers are, their charitable work, family, and so on.  

Your high-quality clients and your best prospects don’t see this kind of story as remarkable. Our Client Centric Marketing approach will change how they see your practice by adopting a different strategy.

Here’s How You Can Change Your Marketing Story

You need to move away from your old marketing story. Once you do that, everything changes. Not only will your clients respond to you, but they will also talk about you to their friends and colleagues. Because your story is more remarkable, your high-quality activity will increase significantly and consistently.

Developing a better and more productive modern marketing story requires a process that shows you understand your client base and their predominant worldview. This worldview is a distrust of Advisors and the Financial Services Industry (See Darth Vader Post). So any form of puffery or trying to “sell” them anything will figuratively slam their doors in your face.

Think about it. If you don’t have a schedule that’s consistently filled with excellent personal introductions and first appointments that are warm and personally introduced to you by your high-quality best clients, then your story probably sucks. 

But with Client Centric Marketing, you can turn that situation around and create a winning marketing story that will have your clients spreading the word about you. 

You can create a marketing story that promotes your Financial Advisor practice!

Learn to quickly master this innovative strategy for new, high-quality client development!

YOUR GAME CHANGER – Immediately 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?

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. These relationships will quickly set the stage for reliable, significant growth on an ongoing basis. 

Learn more about Client Centric Marketing (CCM) and discover: 

  • How the “5 minute call” with your best clients immediately provides you with permission to discuss warm, personally endorsed introductions to their quality friends and colleagues.
  • That CCM provides a complimentary coaching component because many advisors are skeptical of new client acquisition and marketing strategies. We coach you through several “5 minute test calls.” These calls, with 2-3 of your quality, best clients, will provide a proof of concept.

THE FIRST STEP FOR YOU – DISCOVERY

Stop The Insanity

Seriously, this probably sounds absurd, but just think it through. Like most businesses that focus on sales, Financial Advisors require a robust sales pipeline in order to grow. However, if you look around, the numbers show very few Advisors have this pipeline in place.

Why? (and here’s the insane part) Because for years the traditional industry wide sales/marketing/referral model – which has been practiced by a great majority of advisors – in all its incarnations and “new” approaches, has produced mostly modest growth and a limited number of new quality clients.

Advisors are at the mercy of the markets, some referrals, or a variety of marketing strategies for growth. The business controls them rather than the Advisor controlling their business.

It’s time to stop the insanity!

There are, indeed, more productive approaches business growth… some may be outside the Industry.

Of course, it’s true that many Advisors have good reasons to feel skeptical about the new or the different, having been burned by expensive sales and marketing programs that promised the moon and the stars.

But look at other successful businesspeople and entrepreneurs. They practice  “healthy skepticism” while exploring new ideas, no matter how different they seem.

It’s not risky. The only investment is a little time.

The 5 Minute Call – Create Productive Client Introducers Now

The concepts of permission, social capital, worldview, modern story development, and freely giving, 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 agree to meet with you to discuss endorsing and personally introducing you to their quality friends and colleagues for a three-way meeting or a three-way phone call.

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.

Clients and prospects will notice something that sets your service and you apart from the rest.  It builds a construct for growth where clients will want to reciprocate and advocate for you.

How To Tell A Great Story… That Clients Retell To Friends And Colleagues

Great stories succeed and spread because they are able to capture the imagination of your audience.**

^ A great story is true.
Not necessarily because it’s factual, but because it’s consistent and authentic. People are too good at sniffing out inconsistencies for a you to get away with a story that’s just slapped on.

^ Great stories make a promise.
The promise needs to be bold and audacious. It’s either exceptional or it’s not worth listening to.

^ Great stories are trusted and you must have earned credibility to tell it.
No one trusts anyone. People don’t trust the spokespeople on commercials. And they certainly don’t trust the companies that make pharmaceuticals.

^ Great stories are subtle.
Surprisingly, the fewer details a marketer spells out, the more powerful the story becomes. Allowing people to draw their own conclusions is far more effective than announcing the punch line.

^ Great stories happen fast.
First impressions are far more powerful than we think.

^ Great stories don’t always need eight-page color brochures…
Or a face-to-face meeting. Either people are ready to listen or they aren’t.

^ Great stories don’t appeal to logic….
But they often appeal to our senses. People decide if they like someone after just a sniff.

^ Great stories are rarely aimed at everyone.
The most effective stories match the world view of a tiny audience (your best clients)—and then that tiny audience spreads the story to people like them.

^ Great stories don’t contradict themselves.
People are clever and they’ll see through your deceit at once.

^ Most of all, great stories agree with the worldview of your audience…
The people who are open to listening to you.

The best stories agree with what your audience already believes. It makes the members of the audience feel smart.

 

(**edited from Seth Godin: World-renowned author, Hall of Fame Marketer)
 Client Centric Marketing
 Creating Great Stories that clients repeat

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

It’s not specifically you. The problem is that you’re a Financial Advisor and most consumers have a distrust of the industry. (Darth Vader post)

It is 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.

You don’t have to believe me – take it from Hall of Fame marketing guru Seth Godin, “Don’t try to change someone’s worldview… Don’t try to use facts to prove your case and to insist that people change their biases. You don’t have enough time and you don’t have enough money. 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.

You address this worldview by understanding the position that people have and creating a marketing story that subtly addresses this worldview (if it’s too obvious, it won’t move them – they’ll think you’re telling them what they want to hear in order to sell them).

Of course, creating this story isn’t easy. For starters some Advisors have been trained to sell and always be closing. Other Advisors are more service oriented but are thinking about “the close.” You need to lose that muscle memory.

Also, don’t barrage clients and prospects with facts and figures about your performance history. They either won’t care, or they won’t believe you. But a passionate, carefully crafted marketing story that subtlety addresses their worldview will help give them a reason to believe in you.

When the focus is on what they really want and need from you, many of your most qualified clients and qualified prospects will become your best and most productive centers of influence. Your quality activity will dramatically increase and as will revenue.

 

** (edited from 11/24/15 blog post)

Client Centric Marketing
 Worldview Centric