We will consult and train, both you and your team, to learn how to alter the current client engagement by incorporating behavioral finance and neuroeconomics for a more powerful relationship. We will also focus on expanding your business development using professional referrals. And if you are too busy running your business, we can even build your marketing materials and team playbook to let you focus on the important things: your clients. Our major topics include:
›Strengthening the Current Client Engagement
›How to Market Yourself Professionally
›Working with Professional and Client Referrals
›Influencing Positive Client Behaviors
Strengthening the Current Client Engagement›How to Market Yourself Professionally
›Working with Professional and Client Referrals
›Influencing Positive Client Behaviors
Most advisors feel they have mastered their client interaction experience, and believe that they can deliver a superior client review at regular intervals. Yet, research shows that most advisors deliver a very effective portfolio review, not an effective client review. Understand the steps to structuring the client review, and forever change your engagement with your clients.
How to Market Yourself Professionally
What is your Unique Value Proposition? “We provide comprehensive wealth and financial planning for high net worth individuals”. Sound familiar? That’s because there are 300,000 other advisors are offering the exact same thing. Learn how to craft a story that is unique so that Centers of Influence understand how to refer you the right type of clients.
We all relate to the familiar. But are we concious of how much influence the familliar has over us? Build stories in an easy to digest format to use as powerful marketing tools.
If you asked your Centers of Influence (COIs) to articulate exactly what you do to a prospect, how accurate do you think they would be? How do you tell your story so that those COIs know what types of clients are desirable to you?
Referrals
When surveyed, over 80% of all clients say they would happily refer their advisor, yet in reality, only about 20% actually do. Should you just ask them for referrals? Or is there another way to get more referrals from your client base?
Financial advisors seek referrals from other professionals, yet these Centers of Influence seem uninterested in forging a formal referral process. Do COI's understand why they should work with you? Are you perceived as a financial specialist or a financial generalist? Forging this relationship takes some effort to build, but can yield satisfying results. Develop your strategy for establishing professional referral advocates.
Influencing the Right Client Behaviors
Investors, by their very nature, are prone to human mistakes. Understand the science of persuasion as it relates to investing, and learn subtle ways to change your client behavior in order to steer them in the right direction.
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| Opt for the "Essentials" Package We have a great appreciation for what a down market has done to your practice. It's time to do away with the extraneous and focus on the absolute necessary to help your clients in these uncertain times. Business Development is a core component to making up for lost revenues. We've packaged a few of our core training pieces to help you with very specific aspects of business development to keep the business growing, no matter which way the markets go.
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