Category: Practice Management

Are You Sick and Tired of Being Sick and Tired?

May 17th, 2018 by

If you are sick and tired of being sick and tired, join Bill Bachrach’s LIVE online training where you will discover the answers to 4 vital questions:

 

  1. Who should be your target client and why?
  2. Why is it easy to “steal” (rescue, as Bill likes to call it) the best clients from established advisors?
  3. What’s the BIG mistake that most advisors make and what to do about it?
  4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects?

 

Not only will you get the answers to these questions, Bill also shares case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong.

 

In order to work fewer hours, acquire the RIGHT clients, and make more money, so you can improve your quality of life, join us LIVE for this training session. Register at: https://youradvisorroadmap.lpages.co/clientacquisition-5-24-18/.

 

Note: Too little money, too many work hours, and too many of the wrong clients didn’t happen by accident. This problem will NOT fix itself.

4 Characteristics of Great Opening Questions

May 1st, 2018 by

The easiest way to start a conversation with a stranger, after the standard exchange of names, is to ask a question — preferably something less bland than, “How are you doing?” or, “What do you do?”. There are better questions that create better conversations that can lead easily and naturally to an offer to talk again.

Great opening questions have 4 characteristics:

  1.  be-relevantThey’re relevant. In many situations, there’s an obvious relevant opening question. Recently my wife, Anne, and I went to a wedding. At the reception, we were seated at a table with 8 people we didn’t know. The obvious first question was, “Are you a friend of the bride or the groom?” In other social situations, you could ask, “How do you know our host/hostess/the honoree?” If you’re at a fundraiser or charity event, you could ask, “How did you get involved in supporting this cause?” At a conference, convention, or business-networking event, you could ask, “What do you hope to learn at this conference and how will that help you?”
  2.  Great opening questions get and keep people talking about themselves. Therefore, questions should be open-ended and require more than a one-word answer. In the wedding example, after I asked, “Are you a friend of the bride or groom?” I followed up with, “And how do you know him/her?” That question requires a much more detailed answer.
  3.  Your questions should get people to focus on the positive. Old-school, “sales-y” financial advisors would ask questions focusing on problems and fears. However, trusted advisors inspire people about the future, not scare them. One of my favorite positive questions is, “Tell me something good that’s happening in your life today.” If you just ask, “How’s it going?” there’s no telling what kind of response you might get. But when you ask, “Tell me something good,” even if someone has had a bad day, it moves him or her into a more positive emotional state.
  4.  Ask questions about topics that are likely to lead to more extended and meaningful conversations. There are 7 reliable topics that will get and keep people talking on subjects that are meaningful to them. I call them the 7 “F’s” (yes, I know that the last starts with a P, but it sounds like an F):
  •  Family
  •  Friends
  •  Fun
  •  Fitness/health
  •  Finances/career
  •  Faith
  •  Philanthropy

the-confident-advisorDownload your FREE copy of our new e-book, The Confident Advisor for more tips on how to improve your communication skills and the way you engage with your clients and prospective clients.

 

Get started now by becoming a member of the AdvisorRoadmapVirtual Training Platform community. You will experience a self-guided, online virtual training platform packed with interactive training courses, videos, scripts, demonstrations, and high-value resources to help you master the communication skills that are crucial to acquiring and serving Ideal Clients.

 

To Get More Ideal Clients, Achieve the Ideal Business, And Live Your Ideal Life…
Join the AdvisorRoadmap Training Platform Today!

 

Do you currently have a Proven Process for Client Acquisition?

April 20th, 2018 by

Do you currently have a proven process for client acquisition in the “new world” that will attract the type of clients you really want to be working with?

 

If YES, could that process be even better so you more quickly get even better results?

 

If NO, you need one!  Otherwise, you’ll get caught up in the cycle of working too many hours, for too little money, and serving too many of the wrong clients!

 

Join Bill Bachrach on April 24th at 11:00am Pacific / 2:00pm Eastern for a FREE LIVE TRAINING, Client Acquisition Mastery in the New World of High Regulation, Digital Advisors, and Disruptive Technology.

 

Don’t Miss Out and Claim Your Spot for The Free Training Now!

 

Since the industry is changing to become totally transparent, let me be totally transparent with you right now…Most Advisors work too many hours, for too little money, and for too many of the wrong clients! More importantly, this problem will NOT fix itself.

 

In a survey we recently conducted,

  • 93% of advisors say they need or want to make more money,
  • 83% say they want to work fewer hours per week and take more REAL vacation every year, and
  • 98% say they would like to have a smaller total number of clients who each pay them more.

 

If this is you, claim your spot for our FREE Training on April 24 at 11am Pacific Time / 2pm Eastern Time!

 

If you have a sincere desire to work less, get paid more, and work with the ‘right’ clients, you don’t want to miss this free training.

 

In addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, you will discover the answers to 4 vital questions:

 

  1. Who should be your target client and why?
  2. Why is it easy to “steal” (rescue, as we like to call it) the best clients from established advisors?
  3. What’s the BIG mistake that most advisors make and what to do about it?
  4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects and convert them to clients.

 

Bill also shares case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong.

 

In order for you to work fewer hours, acquire the RIGHT clients, and make more money so you can improve your qualify of life, join Bill Bachrach “LIVE” for this training session.

 

Claim Your Spot for The Free Training Now!

 

Bill is looking forward to having you join him on this powerful training session to help you accelerate your 2018 results.

 

 

Are You Tired of Working Too Many Hours and for Too Little Money?

April 18th, 2018 by

If you are, you can change it!

 

The responses from our recent surveys indicate that:

  • 93% of advisors say they need or want to make more money,
  • 83% say they want to work fewer hours per week and take more REAL vacation every year, and
  • 98% say they would like to have a smaller total number of clients who each pay them more.

What about you?

Chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients.

Ironically, most Advisors want exactly the opposite: more money, less hours, and a smaller number of the right clients who each pay you more.
When you participate in this LIVE, online training, in addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, in about an hour, you will discover the answers to 4 vital questions: 

1. Who should be your target client and why?
2. Why is it easy to “steal” (rescue, as we like to call it) the best clients from established Advisors? 
3. What’s the BIG mistake that most advisors make and what to do about it?
4. What are the keys to successful Client Acquisition, like where to find higher-net-worth

and convert them to clients?

Bill Bachrach also shares case studies, stories, and examples of what the best Advisors do well and what most Advisors are doing wrong.

In order to work fewer hours, acquire the RIGHT clients, and make more money, join us LIVE for this training session on April 24 by clicking the REGISTER NOW button below or going to https://youradvisorroadmap.lpages.co/clientacquisition-4-24-18/.

 

We are looking forward to having you join Bill on this powerful training session to help you accelerate your 2018 results, so you can stop working too many hours, for too little money, and with too many of the “wrong” clients.

 

P.S. Too little money, too many work hours, and too many of the wrong clients didn’t happen by accident. This problem will NOT fix itself.

 

 

Wouldn’t it be Great to be a Master of Client Acquisition?

April 11th, 2018 by

If you answered YES, chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients, so you need a proven client acquisition process.

If you are like many Advisors, you want to:
1. Make More Money. 
2. Work Less so you can spend your time doing more of what you want to do.
3. Have a smaller total number of clients who each pay you more. 

In addition to getting the most clear and concise definition of “client acquisition” you’ve ever heard, in about an hour, you will discover the answers to 4 vital questions: 

1. Who should be your target client and why?
2. Why is it easy to “steal” (rescue, as we prefer to say) the best clients from established Advisors? 
3. What’s the BIG mistake that most advisors make and what to do about it?
4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects? 

You will also hear case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong. 

In order to work fewer hours, acquire the RIGHT clients, and make more money, join this  LIVE training session on April 24 by going to https://youradvisorroadmap.lpages.co/clientacquisition-4-24-18/.

Join this powerful training session to help you accelerate your 2018 results.

5 Things to Live By When it Comes to Longevity and Your Business

April 3rd, 2018 by

Every Advisor should re-do the math for their personal financial plan. Add another 10, 20, or even 30 years to the forecast to have enough money to maintain your lifestyle forever. How much do you need? How much do you have? What business decisions do you need to make today to bridge the gap?

For veteran advisors, it’s pretty simple:

1. Plan to work longer. One of the great things about our business is that it’s a great business to operate for a long time, even part time. Finally, once and for all, do what you’ve always known you should do to have the business you really want.

2. Focus on your Ideal Clients. Your best clients are going to live longer and want to keep their money and their lifestyle for their entire life, so it’s not as important as many would have you believe that you have to kiss the asses of their kids in order to keep the assets on the books. It’s much more important that you have a high-trust relationship with both spouses. 70% of widows leave their advisor within a year of their husband’s death. That’s the problem worth fixing.

3. Elevate your client experience and value promise. Embrace true, values and goals-based financial planning. Your clients need more than asset management or “financial planning lite” to prepare for and navigate the future. When mid-career and younger advisors realize that your clients control most of the money now and will be keeping much longer than previously believed, the competition for your clients will heat up. The advisors who work to “rescue” the high-net worth ($2M-$20M) ideal clients from apathetic veterans.

The "IT" Auditor4. Harness technology. If it’s over your head, make sure your staff gets it. It’s crucial to not compete with the machines. The machines are better at the hard skills and they can help you streamline your operational efficiencies and some of your client deliverables. For about $1,000 per/month, you can have all the best financial planning and client service technology you’d ever need to acquire and serve ideal clients.

5. Improve your people skills. Ask great questions, listen with empathy, make an emotional connection, build high-trust client relationships, counsel individuals and couples to establish goals that are crystal-clear and well defined, tease out their core values and other emotional drivers, inspire people to take the action required to achieve their most important goals and fulfill their most deeply held values, coach clients to stick to the plan during uncertain economic times, and hold clients accountable to do what needs to be done…especially when it’s not comfortable and they don’t feel like it.

the-confident-advisorMid-career or new advisor? We have tips for you too. Download your FREE copy of our “Ehanced” e-book, The Confident Advisor.

Get started now by becoming a member of the AdvisorRoadmapVirtual Training Platform community. You will experience a self-guided, online virtual training platform packed with interactive training courses, videos, scripts, demonstrations, and high-value resources to help you master the communication skills that are crucial to acquiring and serving Ideal Clients.

 

To Get More Ideal Clients, Achieve the Ideal Business, And Live Your Ideal Life…

Join the AdvisorRoadmap Training Platform Today!

 

Tired of Working Too Many Hours and for Too Little Money?

March 21st, 2018 by

If you are, you can change it!

 

Advisor responses from the polls we have been running indicate that:

  • 93% of advisors said they need or want to make more money,
  • 83% said they want to work fewer hours per week and take more REAL vacation every year, and
  • 98% said they would like to have a smaller total number of clients who each pay them more.

What about you?

Chances are very high that your current approach to client acquisition practically guarantees that you will work too many hours, for too little money, and for too many of the wrong clients.

I’m sharing case studies, stories, and examples of what the best Advisors do well and what most Advisors are doing wrong.

In order to work fewer hours, acquire the RIGHT clients, and make more money, join us LIVE for this training session on March 22 by going to https://youradvisorroadmap.lpages.co/clientacquisition-3-22-18/.

 

I’m looking forward to having you join me on this timely training session to help you accelerate your 2018 results so you can stop working too many hours, for too little money, and with too many of the “wrong” clients.

 

P.S. Too little money, too many work hours, and too many of the wrong clients didn’t happen by accident. This problem will NOT fix itself.

 

 

What do the best Advisors do well and what do most Advisors do wrong?

March 17th, 2018 by

Register for this LIVE training to get the most clear and concise definition of “client acquisition” you’ve ever heard, in about an hour, while you also discover the answers to 4 vital questions: 

1. Who should be your target client and why?
2. Why is it easy to “steal” (rescue, as we like to call it.) the best clients from established Advisors? 
3. What’s the BIG mistake that most advisors make and what to do about it?
4. What are the keys to successful Client Acquisition, like where to find higher-net-worth prospects? 

In addition to the answers to these questions, I will share case studies, stories, and examples of what the best advisors do well and what most advisors are doing wrong.

 

In order to work fewer hours, acquire the RIGHT clients, and make more money, join us LIVE for this training session by going to https://youradvisorroadmap.lpages.co/clientacquisition-3-22-18/.

 

I’m is looking forward to having you join me on this powerful training session to help you accelerate your 2018 results, so you can stop working too many hours, for too little money, and with too many of the “wrong” clients.

 

REGISTER NOW by going to https://youradvisorroadmap.lpages.co/clientacquisition-3-22-18/.

 

 

What If There’s No App For That?

March 1st, 2018 by

street girl smartphoneI love the modern world. I love the computer, transportation, DVR, and my iPhone.

Perhaps one of the reasons technology is so quickly embraced by us human beings is because we struggle to delay gratification.  We spend more than we earn to live a lifestyle we can’t really afford, we get duped into believing we can get rich quick and without risk, we waste billions of dollars a year on fad diets that promise weight loss without effort, and we do the same with fitness equipment and programs that promise to make us fast and strong without breaking a sweat. Most of us joined the Financial Services industry, in part, for the unlimited income and total time freedom.

The “app” is the ultimate promise of instant gratification. Just download the app and you’ve got a way to do something you want done rightnow. It’s very cool. I love apps! Wouldn’t it be great if there was an app for everything? Need referrals instantly? There’s an app for that! Need to execute a brilliant client interview right now? There’s an app for that! Need to know the right advice to give a client so they achieve their goals for a meeting in 10 minutes? There’s an app for that! Need to hire a great assistant tomorrow? There’s an app for that! Need to know what to say to engage strangers at a social or business networking event so they want to meet you for business tomorrow? There’s an app for that! Need more confidence to build your business? There’s an app for that! Need to know how to get wealthy people to trust you with all of your money? There’s an app for that! And of course they are either free or only 99 cents and there is very little effort involved in using them and the results are guaranteed.

Sorry. I was being tongue in cheek to make a point. Of course, there are no apps for these things because not everything can be taken care of with an app.

What technology can’t change, not even the brilliance of the iPhone or the iPad or the many apps, is the fact that there are universal laws and principals that govern real and lasting success in life and in business. No matter how cool the technology becomes there will never be an app for those things that require mastery.

This is good news and bad news. The bad news is that there is no app for that. The good news is that there is no app for that.

There’s no app that will make you a black belt martial artist. Becoming a black belt will require a good instructor, lots of practice time, commitment, implementation in the real world, and dedication over several years.

Scratch golf? Sorry, no app for that.

Triathlete? Sorry, no app for that.

Tennis? Sorry, no app for that.

Guitar? Sorry, no app for that.

Piano? Sorry, no app for that.

Successful business person? Sorry, no app for that.

Good Spouse? Sorry, no app for that.

Good Parent? Sorry, no app for that.

Engineer? Sorry, no app for that.

Doctor? Sorry, no app for that.

Lawyer? Sorry, no app for that.

Mechanic? Sorry, no app for that.

Cop? Sorry, no app for that.

Firefighter? Sorry, no app for that.

Financial Advisor? Ditto. No app.

Bummer.

There’s no app for conducting brilliant client interviews, effective implementation and progress meetings, asking for referrals, making follow-up calls, building the administrative and technical expert team to help you serve your clients. It’s all do-able, but there is no shortcut or silver bullet to produce results at the most important things in business and in life.

There’s no app, but there is a formula: a good instructor, lots of practice time, commitment, implementation in the real world, and dedication over several years.

The flip-side is that most Financial Advisors waste years, even decades, seeking and trying to circumvent a truth that cannot be escaped: there’s no app for lasting success. No shortcut. No silver bullet.

How is this good news? If you are one of the few who are actually willing to do the work, over time, to build these skills you have a distinct and substantial advantage over what will no longer even be called the “competition.” Embark on the Master’s journey and you will acquire all the Ideal Clients you need to generate all the business revenue to cover your expenses, pay your taxes, and have all the net income you want for a great present lifestyle, and all the money you need to fund your future goals and financial independence.

What does a Financial Advisor need to master in order to build a successful business?  Just 6 things.

Client Service Mastery. Help your clients get their entire financial house in perfect order and keep it that way forever. This starts with the implementation meeting, which is the first meeting after you’ve been hired, and cycles through 3 meetings per year to help your clients keep their financial house in perfect order.

Client Acquisition Mastery. Master 4 elements: 1. Asking for referrals. 2. Making follow-up calls in a way that is engaging and leads to a reasonable percentage of referrals agreeing to a more indepth phone appointment about how you can help them. 3. Facilitating this phone appointment in an effective way so a reasonable percentage agree to a face-to-face initial client interview at your office. 4. Conducting brilliant client interviews so a reasonable percentage hire you.

Leadership Mastery. Building and leading a team of best-in-class subject-matter experts; technical and administrative, who help you help your clients get their entire financial house in perfect order and keep it that way forever.

Communication & People Skills Mastery. Asking the right questions, being an empathic listener, and when it is your turn to talk giving your advice with conviction in a way that’s all about them so your clients take action and implement.

Mindset Mastery. Thinking like a business owner instead of like a practitioner. Focusing on what you can control and not being distracted by events out of your control like the market, or the economy, or world problems and conflicts.

Time, Priority, and Calendar Mastery. You running your business instead of it running you. Know your priorities, put them on your calendar as appointments with yourself and others, and develop the habit of honoring your calendar.

These are the important things that are required to tap your true potential as a Financial Advisor. There will never be an app. The sooner you embark on the Master’s journey, the sooner you will enjoy the benefits of Mastery.


To Get More Ideal Clients, Achieve Your Ideal Business, and Live Your Ideal Life…

Join the AdvisorRoadmap™ Virtual Training Platform Today!

If you want to make an impact – do you need more Mental Fortitude?

February 23rd, 2018 by

Photo-William H. McRaven-Admiral-FormerNavySealThis retired Admiral and Navy Seal trainer, William H. McRaven, delivers one of the most inspiring and uplifting speeches you will ever hear.  To watch this short 6-minute video, go to https://www.youtube.com/watch?v=xoQn2ZRp6Yo&feature=youtu.be.

 

After you watch the video, ask yourself a few questions.

– How did the video make you feel?

– What lessons did you take-away from watching this video that you will implement in your business and life from this day forward?

– How do you think these actions you implement will impact your life?