This guide will walk you through developing an “elevator speech” that you can use to generate more referrals in the next 6 months than you’ve had in your entire career.

Download the 5Q Guide here.

So, what do people want right now?  This post card hits people where they are hurting right now… Interest Rates!  How much are people making in their cash accounts?  Diddly, right? 

Only if you don’t know any better!  Did you know there are completely liquid… FDIC Insured… accounts that are paying over 4% right now?  How many of your clients and prospects would be interested in that?  I’d bet quite a few.

There are several banks paying over 4% interest around the country.  Now, you’re probably wondering… how am I supposed to make money referring clients out to banks?  Simple, most of these high paying accounts only give you those high rates up to account values of $5,000 to $10,000 depending on the bank. 

So, once you help the client get a high rate of return on that $5,000 or $10,000… you can step in with ideas of what to do with the rest of their portfolio!

Here’s links to a few of these high interest FDIC insured banking opportunities:
www.centernationalbank.com
www.gibslandbank.com
www.Lnbok.com

Postcard verbiage:

           Looking for Higher Interest rates?

           How about an FDIC Insured checking account paying 4% Interest!

           Don’t wait. Call now.  Rates can change anytime!

                                <Contact Info>

It’s as simple as that.  Remember to check the websites prior to sending the postcards to make sure the rates are still valid!

The solution to finding new clients is not yelling louder. You are surrounded by hundreds of people that can use your skills. If they would just listen to you. BUT, they aren’t listening. By applying the 5Q™ process to your practice, you will be able to come up with a unique marketing magnet to effectively bring in the highest quality prospect in the most cost effective manner possible.

The 5Q™ process offers some real benefits no matter the experience or maturity of the professionalor their practice:

-Simplicity—It is easy to use and can be accomplished in as little as 15 minutes.
-Effective—It truly helps to quickly separate your message from those of your competitors and attracts the exact type of client you want for your business.
-Comprehensive—It is a tool that you can use in any number of marketing methods from direct mail to seminars to networking.
-Flexible—It works with any type of practice—whether estate planning, college-funding, 401(k) rollover—whatever the business or type of client you are seeking. 5Q™ will
work to get that client in your door.
-Engaging—By its very nature, it fosters a team spirit between you, your team and your client base.
-Inexpensive—You can either do it yourself for free or many organizations now have consultants trained and certified in the 5Q™ process. Some of these organizations offer
their help to you for free as a way to introduce you to other various offers.

If you would like a Free copy of the my white paper where I will walk you through creating your own killer marketing message using the 5Q™ process… Simply email me at mikekaselnak@5Qgroup.com.

Using the 5Q process to create Your Own Tailor Made Marketing Message is Guaranteed to Immediately Add Jet Fuel to Your Marketing. You’ll Be Able to Start Creating Clients From Places You Never Dreamed of! Oh, and by the way, your referrals will go through the roof!

The marketing portion of the study looked at the methods clients use to find their advisor. It looked at 27 different marketing methods. What they found may both surprise you AND save you a ton of money!

Here are the top 4, most effective methods clients use most often to find you (ask yourself how you are capitalizing on each):

1. Referrals from colleagues, family and friends—No surprise there
2. Referrals from other service professionals—No surprise there either
3. Personal awareness—Wow! I didn’t expect that!
4. Seminars—Many advisors will argue with this one… of course, all the advisors I know making $1 million or more a year (15 and counting) know this… because they all do seminars!

There are some cheap and easy ways to capitalize on these top 4 methods that I will talk about in a second, but first let’s look at the info that may save you some big bucks.

How did some of the methods being pushed by marketing companies as, the miracle marketing cure, fare in this study?

-Online prospecting webinars—came in at #17 out of the 27 methods
-Postcards–#19 of 27
-Being an author–#22 out of27
-Social Media–#25 out of 27
-Radio–#26 out of 27 methods (only a blog was worse)

So how do you capitalize on the top 4 most effective methods of marketing?

Referrals from colleagues, family and friends—Your clients love you and would love to refer to you but here’s what happens… they tell their friend they should use you because you are a great retirement expert! Guess what their friend says? So’s my guy. Guess when your client is going to bring you up again? Never.

But what if you capitalize on people’s human nature to be smarter than the next guy. People love to demonstrate that they have something that nobody else has. That’s exactly what I do, and the advisors I coach do, by using the 5Q process. It works like a charm. (Last month’s newsletter gave you a link to learn exactly how to do this. If you missed it or need the link, just contact my office and we’ll get it to you.)

Referrals from other service professionals—The holy grail of referrals are from attorneys and CPAs. It, as far as I know, remains the holy grail because I have yet to find a way to get them to refer. However, do not give up! I’ve found 3 service professionals that are extremely eager to refer to me… and the guys I’ve coached have had the same success finding eager professionals, using my approach in their territory. So don’t give up! Keep at it and you’ll find professionals that are not only willing, but eager to refer to you.

Personal Awareness—Being known. It is a lot easier and cheaper becoming famous in your territory than you may think. I use letters-to the editor (free), press releases (free), ” breakfast clubs” ($15), Epidemic marketing (less than $1 dollar a month)… all to create a huge brand and a steady flow of new clients. The guys I coach LOVE becoming famous on the cheap!

Seminars—We all hate the idea of spending thousands of dollars to mail out invitations, only to have nobody show up. That’s why I highly recommend the “Whites of their Eyes” method of seminar marketing. Do NOT pay for the mailing! Only pay for the people that actually show up. That’s the way my advisors market. It takes all of the stress out of it, and instead leaves just the many clients they bring in from it.

I’ve also had some advisors have great success using focus groups. They are getting in front of highly qualified prospects that don’t respond to any other type of marketing. These are great prospects because they haven’t been in front of other advisors before. Your ideas are new and exciting to them!

So the lesson you should take from this enlightening study is don’t waste time on the new fangled marketing miracles like radio or being an author… instead just be really good at the 4 top methods clients use to find you. For the most part they are nothing new—but we probably all know advisors making a lot of money excelling at them.

So why not tap into human nature’s desire to “gossip” and create a blog. Talk about anything that adds value or is of interest to your client’s lives. It doesn’t always have to be about money but you should have a heavy dose of financial help and opinion on it. Offer them checklists like:

What you should have in your safety deposit box
Why most people’s beneficiaries are wrong
Top 3 mistakes people make with their 401(k)

Or anything else that is topical. And speaking of topical, make sure you are commenting about what they are hearing in the news and offer them ideas on how to either deal with those topics or better yet, profit from them. You’ll be amazed at how quickly your readership can build when you keep it topical.

And when your readership starts to builds, so will your clientele.

Just do these 4 things and you’ll be well on your way to dominating your competitors:
Keep your blog:
1. Topical
2. Fun, interesting or amusing
3. Constantly give them ideas that they will find helpful
4. And show a personal side to yourself

Think about it… where does a business owner have all of their risk when they are running their business? In their business. Where do they have all their money? In their business. Where do they spend all their time and energy? In their business. They have no interest in financial advisors while they are in business…

BUT when they sell their business… they immediately know they are in over their head and seek an advisor immediately to find a home for that huge check.
The problem? They don’t advertise that they are selling their business, so how do you make sure they come to you?

You do what I do:
Put together a list of family owned businesses in your area
You send them a brief (one or two paragraph letter on your letterhead) each month

This letter is NOT about financial products!
It is SHORT
It is about ideas that will help them as business owners

Small business tax savings ideas
How to reduce the credit card transaction fees that are eating them alive
A marketing idea about how to bring in more customers
Small business software or phone app that will make their lives easier
ANYTHING that lets them know I understand their needs as a small business owner

I DO NOT send them my regular client newsletter because their whole focus is on their business… not personal finances. I want to help them with their immediate needs, which is to run their business. By doing that, I’m the first person they think about when they sell their business. And oh, they refer too.

You only get a call or two a year doing this… but these calls are always from the best clients. These people are nice, they understand and respect your expertise, and they have large checks they need to find a home for… don’t miss out on these opportunities!

Thanking people isn’t just a nice thing to do… it will generate lots of new business for you. If you don’t think so, try it for 3 months and then tell me I’m wrong. It’s cheap to do, so it won’t cost you much to try and prove me wrong. And I’m not wrong, this works.

But, I don’t have anything to thank people for!

Did you really just say that? I hope not! You have every single one of your clients to thank for your business. You have every single one of your client’s accountants to thank for doing a great job for your clients (same goes for their attorneys). You have every single one of your prospects to thank for their interest. And believe me you have plenty more people to thank!

“What a waste of time”
I have had many an advisor tell me that he doesn’t have time to do this. OK, it takes 30 minutes a week with a mailing cost of say $10 for cards, postage and envelopes for a dozen cards. I can tell you in no uncertain terms that this will generate tens of thousands of dollars of INCOME, not production, but INCOME if you do it for a year.

What other marketing takes you 2 hours a month (30 min. X 4) and costs $40 a month, that can generate huge amounts of income for you.

Put your Thank You on Steroids. On the bottom of your Thank you note, add a p.s.

Do you have a new product or service you wish everyone would know about? Here’s where you want to put it. Add one of these p.s. ideas to the bottom of your thank you note:

-P.s. I have just posted a new video/audio on my website about __________. You can find it at www..com
-P.s. I have just posted an article you might find interesting on my website titled ________. Find it at www..com
-If you are interested in _______________, you’ll love this: www..com
-If you have not done so already, make sure to register for my free Webinar about _______________, on Tuesday the 16th at 4:00 p.m. Register at www..com

I’ve given you the formula to follow below to get your letter in… but don’t worry if your first letter isn’t accepted. The best you can hope for is a 1 in 2 chance all the way down to a 1 in 10 chance (for highly prominent publications).

But think about what you get when it is finally published:
Credibility
Allows you to say you were quoted in Famous Magazine in your biography
Fame
National exposure
Free press
Reporters begin to call you

ALL FOR FREE!

Here’s how you do it:

Read the publication in which you wish to have your letter published.
Find an article that you think you have something to add to or disagree with.

Write your letter in the following format:

Begin with one of the following:
Compliment them on the quality of their magazine
Tell them you’ve been a reader for a certain number of years
Tell them how important their stories are to their readers
Tell them how their magazine has changed your life
In a word, COMPLIMENT them

Identify the article to which you will be commenting (e.g. Your article titled, “ABC Retirement”in your April issue…)
Tell them why you are qualified to comment on the article (e.g. I’ve worked with retirees for 10 years…I’m a CFP…I’ve been a financial advisor for…)

Make your comment about either:
Why you agree and what they missed
Why you don’t agree

It’s really as simple as that.

I solved this problem by changing my approach and it has worked fabulously well. My buddies have had fantastic success with it as well. What’s my approach? I ask my best clients to be part of my Client Advisory Board.

I put together a step-by-step manual that my staff and I use 3 times a year. I rotate a group of 8 of my clients through a Client Advisor Board in Spring, Summer and Fall. I run them the exact same way each time so it has become a no-brainer to carry them out.

What I’ve found is that my clients love to tell me how to run my business! And rather than be upset by this… I embrace it! I have been able to implement so many great, and cheap ideas they’ve brought to my attention.

But more importantly, by giving me all of their “advice” their whole attitude about my practice changes. My clients now feel like they have ownership in my practice. Their pride is attached to my success. If I become more successful, they think it is directly attributable to them. And that’s fine by me!

So when I run my Client Advisory Boards, one of the main topics we cover is how to grow my business. What is the best way to get my message out? Past Client Advisory Boards have come up with some great (and profitable) ideas for me. But here’s the thing, almost every Board has also told me that I need to concentrate on referrals… they tell me, I don’t tell them. Then we simply explore the best way to get referrals… and want to take a guess at what magically happens?

I have to tell you, I got more referrals from my first Client Advisory Board than I got from my whole first 10 years in the business! And every following Client Advisory Board has been just as productive. The good thing is, I never run out of clients for my Boards because I just use the clients that have been recently referred in!

Don’t miss out on this no-cost way of bringing on great clients!