Category: Uncategorized

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

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