HARVEST YOUR DORMANT ASSETS

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

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

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

 

 

If You Want More Quality Appointments, Develop A Remarkable Marketing Story

If you are an Advisor you undoubtedly have a group of best clients. Clients who are friendly, appreciative and cooperative. And they generate great revenue.

Wouldn’t business be easier, more profitable and more fun if these clients regularly and personally introduced you to their qualified friends and colleagues?

Advisors come to us wondering why these best clients will sometimes give a referral name but are not making quality personal introductions. When we ask how many first appointments they’ve had with quality friends of their best clients over the last year or two, the answer generally is “very few”.

The very first thing we look at is their story. Because for starters, if their story isn’t “remarkable”, it really isn’t worth talking about.

A remarkable story is about who you are, not what you do. It’s not about your facts and figures. That’s just the same old talk and it doesn’t stick.

We’ve spoken with countless Financial Advisors whose stories are basically all the same; how their firm is different, where they went to school, the degrees they’ve earned, how great their numbers are, their charitable work, their families. There is nothing about their story that clients feel in their gut.

When you have the right Remarkable Marketing Story, your clients will respond to you far differently. We have found that as soon as an Advisor moves away from their old (read: tedious) marketing story to an effective client centric story – one that has meaning to the listener – everything begins to shift. Their qualified activity goes way up, their confidence goes up, and their revenue upticks.

Developing an effective Remarkable Marketing Story is a deliberate process that shows you understand your market and how to address their predominant worldview… a well documented general distrust of the entire industry, including advisors. (See Darth Vader Post) That’s why puffery works against you.

If your story is not authentic (and you don’t live it every day), your clients and prospects will not be fooled. But when it’s done well, it’s what will make your clients dedicated advocates who want to tell everyone about you. Because they see you as remarkable.

So, ask yourself this question. Do you have a lot of quality warm prospect meetings and first appointments warmly introduced to you by your best clients? If not, take a good, hard look at your story.

Client Centric Business Consulting
Great Marketing Stories

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.