Substance Over Style

Too many client newsletters are beautiful trash. They are beautiful to look at but boring to read. Spending a pretty penny on a newsletter because it looks beautiful and professional is probably the biggest scam going in our industry today.

Tens of thousands of financial advisers send out fancy, schmancy newsletters every month only to have 80% plus thrown away without being read. What cracks me up about most newsletters today is that they have all sorts of financial information and techniques in them. It’s hilarious!

The very people that you would never want as a client are the 20% of prospects reading these financial newsletters. Think about it. If you were a doctor, how would you like your patient to read the Journal of the American Medical Association (JAMA) every month? Guess what kind of patient they are going to be? A pain in the rear.

It’s no different for advisers and their financial newsletters. The prospects and clients that read them will come in with all sorts of ideas and questions that have no pertinence in their particular situation.

The prospects and clients that you want are the ones that aren’t reading the financial newsletters because they are reading magazines about golfing, sailing, gardening, travel, knitting and any other sort of fun thing. Great prospects and clients don’t read financial newsletters because they feel that is what they hired you to do as their advisor…so they don’t need to read that boring stuff.

Guys and gals don’t be lured by a pretty, professional newsletter. You are better off sending a newspaper clipping, recipe or handwritten note.

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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1 Response to Substance Over Style

  1. tom reilly says:

    hi mike and jeff – Tom Reilly here. I was in the last batch of piece o pie. I’ve always admired you guys. Just lost contact. How can I get started with your new company. Also, Do you still have a version of HOARD.Get back to me…Tom

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