Do you need more AUM? Then this is for you. It's the easiest way for Investment Advisors to grow their Book.
In 2009 like many of you reading this, I just went through the craziest market correction since the depression. Markets were tumbling, fear was everywhere, and uncertainty dripped off the foreheads of most Investment Advisors and Planners in the form of nervous sweat.
How do you grow AUM in a market like that? By being a contrarian and understanding the 6 human needs we all have. The most important one at the time was certainty.
Knowing The Marketplace
Investor confidence was at an all-time low. I remember it being reported somewhere that 61% of clients were thinking of leaving their Financial Advisor at that time. Picking up on that, I created a “second opinion” marketing strategy that doubled my AUM in 18 months. Fast forward to 2018 and confidence is still low with Advisors. The CFA Institute's 2017 report backs this claim up.
Do you sell mortgage life insurance? If yes, then this is for you.
This simple strategy increased my average insurance sale 30% overnight, and not because it was some slick sales process or fancy marketing, but because of neuroscience and the buying behaviours of consumers.
As much as you can implement the strategies I share here, this is ultimately an essay on choice and story selling as it relates to a sales process.
You’re a consumer. I’m a consumer. Sometimes when we are selling, we can forget that the way people buy is not the same way that we often sell. In general terms, most consumers like self-directed choice. As consumers, we want to feel that we can choose our path on our own free will.
Creating a buying scenario where you involve your client in the process and allow them to make the decision versus being told what they should do is the heart of why this little process worked so well.
We also love stories. Stories create a mental...
When bundled with a trust-building formula and nurtured with daily activities that continually add value for a specialized audience, Solopreneurs have at their disposal the single most effective lead generating platform in the universe and it’s free!
As an early adopter of LinkedIn, I have seen the power of being able to connect with virtually anyone you’d like to without any gatekeeper, telephone book or hesitation in my way. It removes call reluctance 100%, is more efficient and builds trust immediately when everything is optimized properly.
To Catch a Fish
My observation of professionals using LinkedIn reminds me of fishing. I call it the Lure Factor. Without the proper lure, an angler will be pathetically lost in trying to catch anything. However, with the right gear, cast and lure he will most certainly fill his basket. LinkedIn is the same. Many just hop on the platform and start casting and trying to real in...
The lack of emotional connection and personal story-branding is keeping potential clients from connecting with their would-be Advisor, Broker, Coach or Consultant.
Over the last 2 months, I have been on a quest to find the #1 frustration Solopreneurs experience when it comes to prospecting.
Some said they hated cold-calling, while other’s wouldn’t prospect if it rained out. Interesting. A few stated that they loved prospecting because they realised it was a numbers game, and some didn’t even know where to start, which is concerning considering most Solopreneurs I talk to come from “career shops” where they training is recognised as being some of the best. It was when I went through it years ago.
But from the 500 or so that I personally connected with, the biggest frustration for them was getting people interested in sitting down for a first time meeting. They continually encountered the "I'm not interested or I'll think about...
Referral campaigns put the focus on the Advisor, have them appear needy and don’t line up with the foundation of trust-building which is built off of mutually serving intentions.
An introduction to a new client is the result of trust, bottom line. So beginning with the end in mind, when we look at how trust is formed: incrementally over time, we need to give it to get it; a picture emerges that suggests the allowance and acceptance of new introductions would be better served inside a “trusted advising” process.
But what does that look like? Let’s take a look at a client of mine to further understand.
Blake’s original process for asking for referrals was to only ask after the business was done. He would simply ask: “who else do you know that could benefit from the work that we’ve just done together?” Another favourite of his was: “Mr Client, thank you for your business, now that we have the ACME strategy implemented, has...
Top Advisors Focus on Adding Value to Grow Their Books.
My practice started in 2001 and ended happily in 2015. In 14 years I saw a slow progression from slick sales concepts being marketed to the need for value-added content that enriched my client’s lives.
In 2017, just 2 years from selling my practice this new approach is exploding in financial services, and those Advisors who embrace it will have an avalanche of new business being pulled towards them, allowing them be in business and dodge the robo-advisors taking over the world.
The recent CNBC article written by Deborah Nason illuminates the trend of Financial Advisors adding coaching and counselling to their arsenal. While planners offer technical solutions, coaches motivate, inspire and add value to the relationship.
My Grandmother built a very successful real estate practice around the idea of adding value. She knew every detail of her friends and prospects lives that she could send newspaper...
The future is here, right now.
Gone are the days of your prospect meeting you for the first time in your office to then only learn all about you.
These days social media and Google searches accelerate that consumer due diligence ten fold and if you’re not maximising those channels you blend into the beige background of being a commodity like everyone else trying to gain more share of wallet within your industry.
This space of nurturing is called a Platform. Like standing on an old soap box with a megaphone, your platform is the stage that you build to get your message out, and it requires a business approach to gain a sufficient ROI.
Here are 5 Tools to Help You Get Your Message Heard, that My Team Uses Every day!
LinkedIn – this is by far [still] the most underrated tool available to sales professionals today. LinkedIn allows us to zero-in with laser like focus on specific niche markets and connects with them in large numbers every week, and add a...
Earning referrals faster is as easy as having a mindset that is helpful and thoughtful and by ultimately having focus on the overall experience of the client. The experience isn’t just them sitting down you with, it’s everything in entirety that is reflected back on to you.
We’ve all been there, dodging construction or fumbling with parking as we arrive at a meeting wondering why someone just couldn’t have told us ahead of time about this. Surely this didn’t just happen over night?
Recently, I headed to a meeting early one morning, only to have the elevators not work at 8 am for guests, no listing in the directory and their office phones turned off. “Maybe they never wanted to see me I began thinking!” They did, the problem was the lack of foresight by their Administrator and the Advisor not inspecting their entire process. Leaving things to chance is not how practices grow.
Here are 7 things you can do right now to...
In 2015 gamePlan Financial Group Inc. was at its peak. My income grew from $85K to $212K, I had 3 other Advisors, and after 16 years it was time for me to take that experience and help other Advisors thrive, so I sold the practice to a private equity firm for 3x earning and am writing about it today. Here’s my story of how that happened.
But first, we need to go back in time a bit.
Built on a Ball Diamond
My dream as a kid was to be an MLB Umpire. I knew when I was 5 that’s what I wanted to do. Umpiring Little League started for me when I was 12 and by the time I was 18 I had umpired a national championship, a western Canadian championship and a BC Summer Games, all gold medal games behind home plate.
At 20 years old I attended the Academy of Professional Umpiring, where I graduated with honours and was awarded a 1996 Spring Training Assignment with the Seattle Mariners camp in Arizona. I went from moving lawns in Qualicum Beach to literally...
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