http://vimeo.com/45142445

And according to recent studies… approximately 91% of word of mouth marketing for companies happens offline.  So, how are you marketing offline?  Do people remember you when they meet you?

Business cards that get thrown away have zero chance to generate business. So make yours impossible to trash.

Here are a hundred ideas on how to make business cards that potential clients will save, if for no other reason than to show off your awesomeness.

Click: http://www.myinkblog.com/100-awesome-and-original-business-cards-from-designers/

Bottom line: If you don’t look and sound completely different… they aren’t going to give you the time of day.

To prove you’re different, here’s what they need to hear you say:

1.        ‘Info that’s usable… NOW’

Showing you can consistently provide true insight to what’s happening in the news TODAY…  info about how it will affect a prospects life and assets, will quickly make you a trusted advisor.

2.       ‘Here’s what’s coming’

Investors need people who can give them perspective on what’s coming… new regulations, industry news, research and trends and how they can prepare.

Teach them something about how to be ahead of the game instead always reacting like their current advisor does.  They won’t be able to ignore your calls or email anymore.

3.       ‘Best practices’

It’s easy for investors to get tunnel vision when they’re worried about the short-term.

So they’re looking for someone to be their eyes in the industry. Become their source of best practice and technique info when new ones develop.

4.       ‘You’re different’

Investors feel they are different from everyone else, but they need to hear you say it.  Don’t make the mistake of telling them how much they are like everyone else…

Point out how their unique characteristics actually make them a better fit for your company.

They need to be sure they’re getting specialized – not cookie-cutter – solutions.

While everyone in our business is trying to build relationships through social media like Facebook and LinkedIn, I decided to try some old-fashioned relationship building.

So a while ago, I began to start my day with an old and forgotten relationship-building exercise.  As I looked through the local newspapers, I note who’s in the news.  Who started a new business… who got promoted… or who had a noteworthy experience or idea?

Curiosity Creates an Itch They Need to Scratch

Then, I handwrite a very short note sending my congratulations on their achievement.  It only has my basic contact information on it and it doesn’t include my title.  Name and phone number.

There’s no sales pitch or other clues to tell them who I am.

What would you do if you got a card like this?

Well, around 50% of these people call me.

Often, they just want to thank me. 

I don’t push our products at all during this chat.  I just use it as a time to share industry news, etc. 

These are people that are the movers and shakers of the community—and they would NEVER have responded to any of my other marketing. That’s been the start of some very profitable relationships… and it cost me a stamp.

Don’t believe me?  Then believe your colleagues.  The amount of advisors using Social Media like LinkedIn and Facebook for business and marketing has actually fallen by over 50% since 2009 according to a survey done by the consulting company, Aite Group. 

And of the advisors active in Social Media, a mere 19% said they could even attribute one new client to their Social Media efforts.  The conclusion from the study?  There are many, many ways you could spend your time more effectively to build your business than Social Media.

• Never use the phrases “high-net worth”, affluent or wealthy in front of them.  They do not identify themselves with those words and it makes you sound like a salesperson.
  

• Understand that they have a strong aversion to salespeople, so let them bring up your business first.  Never be the first to talk about your business, always talk about theirs first.
  

• They worry about health care costs.  It is their number one worry.  They are used to the best in health care and they know what it costs.
  

• They prefer to mix business with pleasure.  They want to know their advisors on a personal level and the greater the trust the more likely they’ll be utilizing your services.
  

• They will most likely accept a 2nd opinion… from a person they trust (see previous)
  

• They seek out opinions from people they trust.  Be prepared with an opinion… but wait for them to ask.
  

• They hate traditional sales methods.  Leave the brochures at home.  They are all about relationships.
  

• Even if they have multiple advisors (and most do) they still have a primary advisor they rely on most often.. They don’t like to be rushed.  Let them make the decision to work with you on their own time.  If you push… you’ll never get them.
  

• Hidden fees will kill not only that deal but your credibility with everyone that runs in that circle.  Disclose, disclose, disclose!

You can do the same thing with youth hockey, football or lacrosse—whatever, become the name associated with that sport in your area.  (This will begin opening lots of door for you if you combine it with the suggestion I make at the end of this article).

Charity? It’s the same thing as with sports. If you have a charity that you are passionate about… become the face, the driving force of that charity.  And again, tie it to the suggestion at the end.

Hobby?  Same thing.  Wine, gardening, horses, motorcycles—whatever, become the face of that thing in your area.  Dominate it!

By becoming the face of your passion, you will be exposed to tons of people.  Now, here is where the rubber meets the road as far as turning your passion into success for your business.  You are going to be asked one of these two questions continually. 

• What do you do for a living?
• How’s business

How you answer this question can make you hundreds of thousands of dollars or generate nothing.  How would you answer it?  If you would like my suggestion of how to answer it click here and I‘ll email it directly to you. 

In this easy 3-page system I walk through how to connect with lots of business at your place of worship.  You’ll use the same technique with the passion you’ve chose to dominate!

It actually ranks 4th.    Here’s what the 2009 Senior Census discovered about retirees concerns. 

Top 10 Concerns in Order of Importance
1. Losing our health
2. Inability to care for ourselves
3. Losing our mental faculties
4. Running out of money
5. Inability to get good health care
6. Not being able to drive
7. Becoming a burden to the family
8. Ending up in a nursing home
9. Inability to work or volunteer
10. Being left alone and lonely

How many of their concerns revolved around health?  What are you doing to address your client’s health concerns?  If you want a leg up on your competition… consider becoming an expert in Medicare or at least collaborating with an expert in your town.

Here’s some easy ways to drum up some FREE Publicity in the coming months (if you would like a Free Press Release Template, click here)

1. Get to know the “What’s Happening” section of your newspaper—Send in all of your mile stones to the editor of that section.  Your company’s anniversary (talk about how things have changed). Any education or qualifications achieved (give an explanation on why it was important).
2. Has regulation or taxation changed?—Write a letter to the editor describing the changes and the importance of proactively taking action to leverage them in the common family’s favor.  This can often lead to a follow-up call from a reporter wanting to interview you.
3. Send out regular press releases—Our industry is a mystery to most reporters.  If you are getting a lot of the same questions from clients or are running into a lot of the same problems… put your findings into a press release and get it to your local reporters.
4. Follow your local TV and newspaper reporters blogs and twitter accounts—The best way to form relationships with reporters is to have a conversation with them… and the best way to have a conversation is to follow and comment via their social network venues.  You will be the only financial advisor doing this and it will pay real dividends.

It’s too late for you to ask the question he asked… BUT a just released product genre will allow you to duplicate his success to a “T”. Watch this video to the end to get the 1 Question you can ask to create your own success story. This is really a once in 15-year opportunity. Don’t miss it!

You can view the video http://www.5qgroup.com/tools/1Question.html