I’ve found that some financial advisors find it’s too hard to make the transition from how they operate today to using the Everyone Wins Process. Moreover, a percentage of financial advisors when they understand what’s necessary, choose not to use this approach. It’s not a question of the methodology working because it works and works amazingly well; it’s a question of is this approach viable for you.

Not only do many financial advisors have to make meaningful changes in mindset and approaches, they have to stick with it. Two years seems to be the fastest the majority of financial advisors can go in order to double their revenues. Commonly, for the first six months to a year, there is a lot of forward momentum but not that much revenue. Then things often get better and better, and, by the end of two years, twice as much annual revenue has been generated. Also, the stage is now set for you to continue to increase your revenues year after year. So you have to stick with the process for two years—not six months, not one year, not 18 months—two years in order to double your revenue. Considering the impact of the pandemic on the markets and people’s lives, this timeframe is the fastest you should expect to go.

The Everyone Wins Process
At the core of the Everyone Wins! Process is a powerful perspective that goes…

When it’s ALL about them, that’s the time you will benefit the most!

Central to most successful financial advisory businesses are meaningful interpersonal relationships. It’s not their investment philosophies and products or their technology that produces superior business results. It’s not their team of experts. What makes the biggest difference is the level of rapport they establish with prospects, clients and other professionals. 

Leading ultra-wealthy entrepreneurs know what they want in each business situation and put in the effort to learn what other people want. By truly understanding what other people want, you can potentially provide them ways they can achieve their goals and objectives. Because you’ve been instrumental in helping them get their wishes and desires or mitigating their concerns and anxieties, they’ll often do a great deal to help you in the ways you suggest.

Digging deep: It’s almost always necessary to go beyond the surface of what people profess to want. For example, it’s the norm for clients’ lives to be complicated, and you can add value in many ways beyond doing a good job investing their money. It’s these value-added solutions, which are often essential to building strong relationships that can withstand, for example, a 30 percent or greater drop in their portfolios. Along the same lines, it’s the quality of your relationships, coupled with your ability to show your clients how to refer people who you want to meet that leads to many new high-quality clients for you.

When it comes to accountants and attorneys, for instance, your knowledge of their practices, including their business development strategies, their strengths and uncertainties that can help you find the “answers,” that are usually essential to produce a steady stream of high-quality new clients for your financial advisory practice from these other professionals. Considering that presently many professionals are intensely looking for ways to adapt, by deeply understanding their concerns you’re likely to be able to provide some powerful solutions.

The focus is all on them, so consider when you meet a new accountant in person or by phone or video call, how much time do you spend explaining what you do and how you do it? If you’re like most financial advisors, it’s a fair amount of the time you spend together. This is about you, when you would be incredibly better off if it was all about him or her.

The 4-Step Everyone Wins Process
The Everyone Wins Process is conceptually very straightforward. The process consists of four main steps (Exhibit).