One thing preventing us from getting more clients is our unwillingness to take their advice Continue reading
A Clear and Unique Value is Critical Because Everyone Wants to Eat Your Lunch
Financial advisors are facing more competition from more directions than ever. With so much choice, there are more reasons now than at any point in the past why you must represent something specific your target clients want if you hope to attract referrals. Continue reading
Understand Why People Make Referrals and You Can Attract More
I specifically say “make a referral to you” and not “give you a referral” because, when it happens naturally, a referral is not something a client gives you; a referral is something he gives a friend. Continue reading
How Selling Screws Up Your Marketing
Even advisors who "get" the marketing concept frequently sabotaged it when they sell. Continue reading
If You Want More Sex, It Is Not About How Much You Ask For It. Same With Referrals.
The biggest reason advisors don’t get more referrals is they don’t understand how they happen. And the first step in mastering referrals is to understand why people refer. Continue reading
To Get Your Clients Referring, Teach Them the Trigger Phrases
The new referral conversation is about interacting with our clients the way friends would interact with each other or enlist their help in problem-solving. Whatever approach we take, it should be a conversation that delivers benefits to the client. Continue reading
Separate Yourself From Other Advisors By “Productizing”
Face it – what most of us do for clients is indistinguishable from what other advisors do for clients, at least from the clients’ perspective. Claiming that we provide great customer service, financial planning, or adherence to the fiduciary standard won’t work. So, how can you differentiate yourself? Continue reading
The Second Step In Your Communication Plan Is Training Your Staff
Creating a compelling brand image that will attract referrals requires everyone in your firm deliver a consistent description of who you can help and how. Continue reading
What Hugely Successful Firms Have In Common With Kleenex
When you can make your firm synonymous with the solution clients are looking for, new business arrives automatically. Continue reading
A “Wow” Experience Is Not Enough
Summary: We have been told that to attract referrals and clients, we have to provide a “wow” experience. But that’s just not enough on which to base a business development or referral marketing plan. Continue reading