There is only one kind of advertising that’s better than free… it’s where the paper makes you look like you are an expert AND it’s free. I’ve been using this little advertising technique for years and it’s worked wonders. I call it the PR Campaign.
Please accept this PR System as my end of year gift to you for being loyal readers of my 3-Point Marketing Newsletter.
I hope you have a Wonderful Holiday Season!
PR System Manual: http://www.5qgroup.com/tools/PR_Campaign.pdf
Ever wonder what a guy that makes over $1 million a year as an advisor does to get in front of and close all those people? Watch this 45 minute video that walks you through 13 things that will cost you little or nothing to implement… and will help you make 2014, your best year ever.
That is if you are willing to do the minimal amount of work these requires… and I mean minimal.
Video Link: http://vimeo.com/80282974
Nobel Prize Winning Economist Daniel Kahneman single handedly launched a whole new genre of economic study… Behavioral Finance. In his book “Thinking, Fast and Slow”, he talks about how both emotional and deliberative thinking figures into the client-advisor relationship…
I know that sounds boring but it’s actually a pretty interesting… and helpful read. Here are some tidbits:
• He talks about a well-known money manager that invested tens of millions into Ford stock after being to an auto show… without even doing an analysis—he just used his gut. Wow!
• He walks through why many investors we work with seem downright crazy in the way they interpret risk… avoiding sane and reasonable investments, while investing in risky ones—all under the auspices that they are making a conservative decision.
• How a study of 10,000 brokerage accounts of individuals over 7 years showed that the stocks people sold did better after the fact… than those they held onto by a substantial amount. Why does this occur… and how to capitalize on it.
I could go on and on, but this book is fascinating and an excellent tool to the discerning financial advisor.
I use the facts and ideas extensively throughout the 5Q selling process and it is instrumental in getting clients to move forward… even clients that advisors thought there was no chance of getting.
Many of us have a strong presence in our church or synagogue. We have friends where we worship and there are people there that we know we can help… but it can be extremely difficult to approach them about business.
How do you let them know that you are skillful at helping people achieve their financial goals without looking like you are drumming up business at the place you worship? It’s not as hard as you think…
If you’d like me to send you a step-by-step manual on how to easily and tactfully grow your business within your faith based community, please CLICK HERE and let me know where to email you a copy to, courtesy of 5Q Group
Consumer Reports recently reported on a study by Sullivan and Northstar Research Partners. They interviewed 1,800 investors with more than $100,000 invested with their advisor.
A full 40% of them said that they wouldn’t think twice about leaving their current advisor for something better.
So here’s the question…
What are you doing to get in front of those people?
40% of our competitor’s clients is A LOT of people that we could bring into our fold? How do you get in front of these people? If you have a good way to do it… use it and have the best year you’ve ever had in 2014!
If you would like an innovative way to get in front of these people with no upfront marketing cost… take a look at this 45-minute video that walks you through it step-by-step.
Video Link: http://www.5qgroup.com/landing-page/5QReplay/
Did you see this tiny factoid hidden in a recent news article in MSN Money? It will allow you to easily pick up lots and lots of new money in the next couple of months…
Investors moved an average of $61.7 Billion out of bond funds… each of the last 3 months. But, here’s the kicker… it went into cash… NOT stocks (only $400 million went into stocks). Think about that – $180 Billion sitting in cash right now, with people looking for a safe place to put it.
It’s not often that we see such a huge move to cash. And we all know that making a sale from clients that have money in cash is about as easy as it gets. You need to be checking with your clients to see if they’ve moved out of bonds and into cash…
And more importantly, you need to be in front of new people right now; before other advisors or the people’s own banks move their money into other safe investments like annuities.
My advisors are killing it right now getting in front of people with Lunch & Learns. It’s an inexpensive way to get in front of a lot of people quickly. I don’t know how long it’s going to last but you might as well make hay when there’s hay to be made.
There is so much information out there on branding and target marketing… but what actually works?
Of the following list, which strategies do you think would be the most successful?
- Dominant local firm
- Niche marketing firm
- Technical specialty firm
- Local presence of brand
- Firm run by a famous person
- Firm that has the most available services for clients
- Low cost provider
- Unique selling method
It ends up that being the Dominant Local firm is the way to go, by far. So what are you doing to dominate? How are you marketing? How many movers and shakers are clients of yours? How many attorneys and CPAs go to you for advice?
Your marketing plan has to take all of those things into account. Does yours? If you need help dominating your market place, give us a call. It’s what our advisors do within 18 months.
I have a handful of advisors that swear by the following method to create referrals like clock-work every month.
It’s a client birthday or retirement party. They just choose one client a month and throw them a little luncheon. The purpose of the monthly luncheon is to host a get together to honor a favorite client and a small group of their friends.
The reason it works is that on average you’ll get in front of 10 people that “look” just like your favorite client each month. That’s 120 over the year. The advisors doing these luncheons end up doing business with 15 to 20 of these friends. That’s not a bad way to grow your practice! These guys tell me they bring in from $1.5 million to $2.5 million in new money a year using these low-key, fun events. Not a huge amount, but considering the low cost and effort… absolutely worth doing!
If you would like a free copy of a step-by-step manual on how to easily do these little luncheons please CLICK HERE and let me know where to email you a copy to, courtesy of 5Q Group.
When advisors find out I make over a million dollars a year as an advisor in Rochester, MN… they jump to the conclusion I work with doctors because the Mayo Clinic is here.
Nope… not a single doc in my practice.
The clients who make up my practice that made me $1 million a year might surprise you.
- 48% Engineers
- 32% Nurses
- 10% Teachers
- 10% others
Yep, Engineers. What all these people have in common is they are NOT Affluent! They have investable assets of between $100,000 and $500,000. And selling to them is how I make a $1 million a year!
And yet, who are advisors chasing? The high net worth. All I can say is THANK YOU! I love working with these “normal” people! They are easy to get in front of… they are grateful for the help I give them… and they make me a ton of money. PLEASE oh please, keep chasing the High Net Worth client.
But if you are sick of beating your head against that wall. Give me a call and I’ll spend 30 minutes walking you through the 21 point checklist system that I and the guys I work with have used to make handsome incomes with people that are actually a joy to work with… yes, with the 21 point checklist system EVEN engineers are a joy to work with.
How would you like to get in front of the best 9 referrals you’ve ever received in the next month and a half? It’s cheap… it’s easy… and it’s a no-brainer. Your clients love you right? But they don’t refer as much as they should, do they?
Here’s how to get them to refer 9 great clients in no time.
I put together a little system I call the “Special Forces” system for my advisors and it’s worked like a charm to bring in referrals. The “Special Forces” system simply applies the psychological principle of:
The State of Psychological Ownership
This is the principle that makes us give more money to a charity when we sit on its board than we would typically give. It’s the principle that makes us rabid football fans for our team of choice.
This principle is easy to turn to our advantage when it comes to getting our clients to refer. I have laid out step-by-step… little script by little script… exactly how to get your clients to give you an average of 9 referrals.
If you would like a free copy of my “Special Forces” system, please CLICK HERE and let me know where to email this out to.