Tag Archives: Marketing Organizations

Grab Their Emotions

A Stanford University Study found scientific evidence that emotionally compelling messages work better than just presenting straight facts.  Yes, we all know people buy on emotion vs. facts… but when I look at advisor’s advertising… guess what it is full … Continue reading

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Find Money for People and You’ve Got a New Client

Leading advisors find creative solutions to their clients (prospects) problems.  They create plausible avenues of escape from financial shortcomings.  Very successful advisory firms have been built around this concept. How can you do this?  One idea is to develop strategies … Continue reading

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You Gotta See the Big Picture

Movie theaters are big.  Movie theaters are empty.  Movie theaters are hungry.  And your clients are longing for something to do.  Yes!  I know we are having a Pandemic, but theaters are big, and it is easy to social distance. … Continue reading

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Be Music to Their Ears

Want your marketing message to resonate with retirees?  There is a simple way to reel them in, almost immediately.  They respond to inspiring images and words, communicated simply. Can you finish these phrases? With a little help from my ________ … Continue reading

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Give Yourself the Gift of More Business

Several years back a good friend of mine, Tom, gave me the book Gift-ology.  I respect Tom’s opinion because in the 35 years I’ve been in the Financial Services business, I have yet to find someone that does better follow-up … Continue reading

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It’s a Gut Feeling

By the time someone has reached retirement they have made a million decisions.  They have a lot of experience.  Weirdly, this doesn’t make them better decision makers… it makes them worse.  Why?  Because they start making more decisions with their … Continue reading

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Big or Small… this is How and Why you should be saying things

We are in the communication business.  If we do not communicate well, our success will suffer, regardless of our skills and expertise in wealth management. As advisors, we all must have one-on-one conversations with people.  Depending on your practice and … Continue reading

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Make it Rain Clients

As advisors, we sell the intangible.  Much of the sales training out there is for sales people that sell the tangible, and that training is not transferrable to the intangible sales process. Mike Schultz and John Doerr have written a … Continue reading

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Leveraging Segments and Traits will put Your Marketing on Steroids

Merrill Lynch conducted a large study of Baby Boomers and found they consisted of five distinct segments: Empowered Trailblazers—people that believe they have the world by the tail, and they have an almost god-like power to make things happen. Wealth … Continue reading

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How Healthy is Your Marketing?

Tie into the #1 concern of Affluent Boomers—their health.  Create marketing around the bundling of their physical and financial health.  For example, you could put together a health care kit that you give people when they allow you to check … Continue reading

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