9. You can analyze your client base, discuss retention and growth of your client base over a lifetime, and understand its value to you.
10. You can share client successes and their solutions without piercing confidentiality issues.
11. You can differentiate yourself from your competition in three ways: through your firm, your solutions, and most important, yourself.
12. You understand real value and how to measure it qualitatively and quantitatively.
13. You learned that your Value Ladder is like a virtual file cabinet. You can use it instinctively, in the moment. It is a compelling, seven-drawer cabinet that can be "opened and closed" at any time. Too many financial advisors hide behind glossy brochures and cannot articulate their value in conversation.
14. You can improve your ability to deliver your message with confidence, passion and speed-and no more winging it.
Developing seven answers merely is a first step. Articulating your value at black-belt levels is a process. Keep these thoughts in mind:
The power of the model is in its simplicity. It's an easy model to understand and follow; it flows logically.
The Value Ladder is flexible. The real world dictates that you not only need to be prepared, but you also need to be "in the moment" with a client. Answer questions, but guide them back to the natural order of the
Ladder. Your intuition will help