It’s harder than ever to find new clients today, isn’t it? First, the Internet’s made it easier to comparison shop. Then, the economy made investors more guarded when making investment decisions.
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.