Some Ideas to Give You an Edge Over Your Competition

In order to give you an edge over your competition, you need to look and do things differently than they do.  You need to stand out.  Here are some ideas to jump start your uniqueness…

  • Create fun, unique events that bring in clients and their friends
    • Bus tour of Christmas Lights
    • A dog-friendly happy hour
    • Let the sky and your imagination be the limit
  • Help a controversial cause… or hurt one
    • Take a loud stance for or against a tax law change
      • Levy on local taxes
      • Change in state taxes
    • Advocate for a local cause… save or clean up a park or river
  • Find an alternative place to get your message out
    • Tie your financial stewardship rules to those in the bible and approach places of worship with that message
    • Offer workshops for Ethical wills at Senior Centers, places of worship and 55+ communities
  • Leverage Timing
    • Retailors just had a breach and millions of people’s data stolen?  Do a Cyber Security or ID Theft workshop or mailer
    • Medicare Enrollment period?  Do a Medicare Workshop
    • Tax Season?  Do a tax reduction workshop
  • Instead of doing everything… Obsess on one element
    • Be the safety guy—not just with investments… but everything (ID theft, home security, etc.)
    • Be the tax-free investment expert
    • Be the “personal pension” expert
Posted in General | Tagged , , , , , , , | Leave a comment

Ever Wonder Why Advisers that Aren’t Any Smarter than You… make twice as much as you?

Get this Free 29-page Guide to the Secrets of the Top 10% of all Advisors will finally answer that for you… courtesy of 5Q Group.

  • Why what used to work… doesn’t any more
  • How understanding this one thing about bears (real bears, NOT bear markets)… can make you bullet proof
  • The 2 biggest problems with marketing… and how you can fix them in an afternoon
    • And create a monster sales pipeline at no-cost

Download your guide here

Posted in General | Tagged , , , , , , , , | Leave a comment

How to Overcome EVERY SINGLE Objection You’ll Ever Get

Want a simple, repeatable template to overcome any objection you’ll ever get?  Watch this video that walks you through 22 different objections that financial advisors get… and the exact wording to get the client telling you… that they no longer have that objection… but now whole heartedly agree with you!

The objection portion of the video stars at 1-minute 42 seconds in… You should consider bookmarking this video as a resource that you can come back to time and again.

Posted in General | Tagged , , , , , , , | Leave a comment

3 Powerful Tips that Turn Prospects into Buyers

Your message must GRAB your potential client immediately.  It doesn’t matter if it’s for marketing, referrals or an elevator speech… your message has to cut through the clutter and grab them.

There are 3 basic ways to accomplish this:

  1. Don’t talk… DEMONSTRATE—For example, when I’m talking to a client about how much in fees and taxes my plan can save them… I DON’T talk… I demonstrate.  I reach into my drawer and count out hundred-dollar bills, real ones.  They now get that this isn’t theory.  We are talking real money they are bleeding each and every month or year (you can scale it as you need to).
  2. Use case studies—people want to know how what you are offering them… has benefited people just like them.  They want to live it vicariously.
  3. Call to Action—at the end of your message, whether it is on paper, a website, email or in-person… at the end of your message you MUST give them a call to action.  Tell them exactly what the next step is.  Research shows that when you tell people exactly what to do… and amazing amount of people will do it!

Posted in General | Tagged , , , , , , , , | Leave a comment

What If Everything You’ve Been Told About Financial Marketing is Wrong?

With something as vital as marketing, you can’t afford to be barking up the wrong tree.  Great marketing can make a crappy financial adviser, fabulously successful… but the wrong marketing can put the best financial adviser on the ropes.  Unfortunately, life is not like the Field of Dreams, just because you build a knowledgeable practice… does not mean they will come.

Download, at no-cost, the whitepaper, What if Everything You’ve Been Told about Financial Marketing is Wrong?  In it you will find the ONE thing that sets you apart from others.  If you master this concept, your marketing and referrals will rocket up.

Get it here.

Posted in General | Tagged , , , , , , , , | Leave a comment

Income Like You’ve Never Seen It Before

What are all retirees looking for?  How to get the highest income with the least amount of risk.  But doesn’t every advisor… tell every client… that they have the answer for that?  But guess what!  All the answers sound the same! 

In today’s world you have to sound different… be different… come up with different ways to solve people’s problems… IF YOU WANT TO STAND OUT!

You’ll find all sorts of ways to approach the conversation about a client’s income differently, in this hour-long presentation.  It is chocked full of entertaining anecdotes and stories that get people thinking, “Hey!  I never thought of it that way.  Finally, an advisor that makes sense!  I need to talk to this guy.”

Watch it here courtesy of 5Q Group

Posted in General | Tagged , , , , , , , , | Leave a comment

New Research Gives You the Key to Selling More

Do you sell by your gut… or the way you were trained years ago?  If so, you are probably WAY less successful than you could be.  We are in the Golden Age of selling psychology research.  We now KNOW…

  • What makes people want to buy from you. 
  • How you can communicate to get your point across more successfully
  • The most effective methods of persuasion and influence for any situation or demographic

Watch this 60-minute video that will give you a dozen ways that could make your next sale easier.

Posted in General | Tagged , , , , , , , , | Leave a comment

Here’s How You Get P&C Agents to Refer

How do you get a Property Casualty agent to open their huge book of business to you?  I have a Step-by-Step system for that!  I’m willing to give it to you, courtesy of 5Q Group. 

Here’s what you’ll get in this 13-page guide:

  • How to identify which agents to approach
  • The letter you should mail to them
  • The script for your face-to-face meeting with them
  • How to help them get their clients in front of you
  • Numbers that convince the P&C agent they HAVE TO refer to you

You can find it all here in the Property Casualty Referral System Guide

Posted in General | Tagged , , , , , , , , | Leave a comment

Doggone Marketing is a Fun Way to Get New Clients

The average dog owner in the U.S. spends $126 on their pooch every month.  Many spend much, much more.  In total, over $70 billion is spent per year by dog lovers.

Dog people are passionate about their canine family member.  They love to be around people just like them.  So, have you thought about getting in front of these folks by doing what they love?  And remember… people work with people that are just like them.

  • Make sure your clients know that you have a dog friendly office… In fact, advertise that fact!  You’ll have people move to you, just because they can bring their buddy with them to their meetings!
  • How about sponsoring a Dog Parade that donates so much money per dog to the local humane society?
  • Sponsoring a Halloween Dog costume contest with prizes.  Better yet, notify the local news.  They love this stuff and you could get interviewed.
  • Get involved with one of the many rescue groups that are out there.
  • Make sure your dog appears in your marketing as well!  Have you ever been to a store where the resident pooch is beloved?  I have been to several in my life… and it’s the dog I look for first when I go there.
  • Give away dog toys with your company information printed on them.
  • Heck!  Rent a park and do a dog-friendly financial presentation!
  • Be creative… the possibilities are endless… or tailless!
Posted in General | Tagged , , , , , , , , | Leave a comment

Ask yourself these 3 Questions

You can instantly make your marketing… bio… mail piece… seminar… or any communication you have with the public, INSTANTLY more effective by asking yourself these 3 questions.

Put yourself in the shoes of the client and ask:

  1. What’s Your Point?
  2. Why does it matter?
  3. So what?

That is exactly what your client is thinking… and if whatever you are presenting does not immediately give them an answer that is compelling… you are done.  They have moved on. 

Think about what goes through someone’s mind when they ask you what you do and you say, “I’m a Wealth Manager.”

They think:

  1. What’s your point? – “Isn’t everyone that manages someone’s money, a wealth manager?  I guess no need to pursue this conversation.”
  2. Why does that matter? – “I’ve got a wealth manager, so I guess this guy and his story doesn’t matter.”
  3. So what?  — “I know 5 guys at church… 2 in rotary and 2 that play basketball at noon that are wealth managers too.”

So, what’s your chances of moving this conversation towards a possible business relationship?

What if instead you said, “I help people born between 1949 and 1959 use a little known tax code that allows them to reduce the tax they pay on their investment income to less than 1%”  (You are simply using a simple split annuity).

They think:

  1. What’s your point? – “I’m that age, that would apply to me!  I’d like to know more.”
  2. Why does that matter?  — “It matters a lot!  I hate paying taxes!”
  3. So what? – “So, tell me more… I’m the right age… I’m paying taxes on my investments… and I detest doing so!”

Be specific about how your offer fixes something that frustrates them, and your success will go way up.

Posted in General | Tagged , , , , , , , , | Leave a comment