Luke Acree, ReminderMedia: “When you’re a service-based sales professional, the key to long term success lies in building relationships with your clients. This means you need to create an exceptional customer experience, offer incredible value, and connect consistently. At the end of the day, your business will thrive or fall apart, based on your ability to engage your clients on a human level. For salespeople who feel that client interactions should focus only on business, there’s a lesson to be learned here - clients won’t remember your sales pitch, but they will remember how you made them feel. When you make an emotional connection with someone and then leverage that connection into a relationship, you’ll be rewarded with repeat business and referrals for years to come.”
4. Practice Management as a pillar—Since client engagement can’t be left to chance and whim, it deserves to be built into a strategic choice of how you decide to run and grow your business. It becomes a conscious and deliberate practice management decision.
Bill Good Marketing - is a computer-based, client marketing, prospecting and practice management system comprised of over 200 best practices. That number spans everything advisors need to generate and close more prospects, build a team, save time and money and take client relationships to the next level.
Bill Good: “We define “practice management“ as the people, roles and processes necessary to enable the financial advisor to delegate most non-sales, non-advice functions. We are helping advisors re-engineer for greater growth. We have developed a CRM-based system, an organized way to manage your practice and ensure that you consistently and efficiently are engaging your prospects and clients. Engagement means “to connect with.” But to do that, you have to have the time. And that’s what practice management, the “Good way”, provides.“
5. Training as a pillar—To reach that deeper level of engagement requires honing more effective communication skills and artful implementation. To reach and maintain these expert levels, there needs to be a commitment to continuous professional development and training.
The Maselli Group —Frank Maselli is hands-down the most renowned expert in the seminar industry. Frank wrote the seminar industry bible—Seminars: The Emotional Dynamic Advanced Presentations Skills for Financial Professionals (4th Edition). Frank is not only a best-selling author—he’s also a speaker, trainer and personal coach. He will transform your business in ways no other speaker can. Frank is a true expert in helping advisors find new clients and new assets, generate referrals, build a team, strengthen client relationships, communicate their unique value and enjoy their work.
Frank Maselli: “My role on the White Glove team is to help our advisors do the best possible seminars they can, and by doing so to drive more business! A seminar, no matter how well attended, is a waste of time and money if you’re not setting appointments. That’s my expertise. I will be training and coaching advisors to help make them deeply engage their seminar participants. I will help you turn those attendees into life-long clients.”
Advisorist—Advisorist is the fastest growing community of financial-based marketers who want to learn the skills they need to start, grow and scale. The Advisorist team members are experts in teaching how to leverage digital marketing to significantly grow a business. Advisorist offers new training and lessons each month to help companies do everything from creating digital marketing funnels, to attracting higher net worth clients, to selling more powerfully…and much more.
Jeremiah Desmarais: “The science of client prospecting for financial advisors has truly evolved and matured over the last 10 years. Artificial intelligence has helped to improve the ability to reach out at scale. Whereas in the past, financial advisors were limited to one-to-one outreach. This is where the science of prospecting has become so intriguing. There are now tools that we use on a regular basis and teach our advisors to use that allow them to reach out at scale while still maintaining that personalized touch, which doesn't make it feel like a mass communication. That's where the art comes in. Copyrighting has really taken an important note in the art of prospecting. Finding the right word play using short sentences that get to the point and creative subject lines are all tools that are now available and that we teach. Putting the art and science together by combining elements like targeted connections, thoughtful messaging and consistent follow up is one of the reasons why Advisorist is the fastest growing on-demand training and services platform for financial and insurance advisors.”
6. Content & websites as a pillar—Find new prospects, retain and grow business with existing clients and increase referrals through a carefully built strategy of targeted engagement through unique marketing collateral content and custom-built websites.