(VIDEO) Why You Cannot Afford to Miss This Workshop & Online Course with David Bach, Kevin Knull and Bill Bachrach
Bill Bachrach has teamed up with MoneyGuidePro® and FA Magazine to present a 3-Day Workshop & Online Course, Mastering the Art of Client Acquisition & Business Development: The 7 Critical Conversations to Building a Seven-Figure Financial Advice Business.
A 3-Day Workshop + Online Course. Earn 16.5 CE Credits.
Register at www.peopleskillsnetwork.com. Use Promo Code BAI1K to receive $1,000 off tuition.
November 13th – 15th, 2015 in Atlanta, Georgia.
Powerful keynote presentations by industry leaders, a highly interactive workshop to develop skills and confidence you can apply immediately, and instant access to our robust Online Course Materials to get your next ideal client… and the one after that and the one after that and one after that.
Who Are the Keynote Speakers?
Kevin Knull, President of MoneyGuidePro® – As the president of MoneyGuidePro®, Kevin has a unique perspective on the action-able data that will help you make better business decisions and elevate the value of your client experience. In this session you will discover why and how being a great financial planner is also great for business.
David Bach, 9 Times New Work Times Best Selling Author / Expert Financial Services Marketer – You will learn how you can grow your business applying the same “people skills” that David used to become a 9x best-selling author, making over 100 appearances on the Today Show as their go-to financial guy, and appear 6 times on Oprah.
Bill Bachrach, Chairman & CEO of Bachrach & Associates, Inc. – Bill Bachrach has 27-year track record of training the best financial advisors in the world and those who aspire to be as measured by value delivered to the client, financial success, and quality of life. Hall of Fame speaking skills and humor combined with practical content that consistently produces excellent results have made him a popular resource for advisors who choose to be the best.
What Will Be the Result of Registering?
You will more effectively engage higher net-worth prospects, more rapidly convert prospects to clients, inspire clients to consolidate all of their business with you and get more referrals. In short, you will generate more revenue and grow your business more than you’ve ever thought possible. Don’t believe us? Check out just a few of our success stories here: https://peopleskillsnetwork.com/results/
Register or learn more at www.peopleskillsnetwork.com. Make sure to use Promo Code BAI1K to receive $1,000 off tuition during registration.
There are vital ingredients necessary to engage people in the conversations that turn leads into prospects, prospects into clients, and clients into people who take action on your advice and refer you to their friends, family, and colleagues.
These vital ingredients are easy to understand but hard to master.
Let’s first examine the vital ingredients, The 7 Critical Conversations.
Critical Conversation #1: Mastery of the first conversation.
Every future Ideal Client relationship starts with a stranger. However you choose to prospect and market, your ability to engage strangers is critical to your success.
How do you engage a person or couple, in any situation or environment, in a way that inspires them to want to talk to you again without coming across like a schmucky financial salesperson trolling for business?
This is a skill that anyone who is dedicated can master. It’s about asking the right questions, listening with empathy, hearing what’s most meaningful, important, significant, and compelling to them, and then being able to make an offer to take a simple first step that’s relevant FOR THEM.
Critical Conversation #2: Mastery at scheduling the appointment.
How do you inspire people, both spouses, to come to your office with all of their financial documents? Given all the demands on their time and all of their options for getting financial education, information, advice, and products… what will be the reason they agree to take the time to get their financial documents together, carve time out of their busy work schedules or retirement activities to come see you?
It won’t happen by accident. It’s a skill that can be mastered. Scripted, practiced, and executed in the real world.
People have embedded in their subconscious minds an imaginary trust dial. And everything you say and do moves the needle on the trust dial one direction… or the other. We’re talking about the first 45 to 60 seconds. It HAS to be scripted. It has to be scripted word for word and you have to practice those words over and over and over again until you are brilliantly effective. Not just at delivering the words, but with the right tonality, the right facial expressions, and with a totally trustworthy way of being.
Do you remember that scene from the movie Jerry McGuire where Renee Zelweiger’s character said, “You had me at hello?” That’s your goal: to have them at hello.
Critical Conversation #4: Mastery at making an emotional connection in the face-to-face interview.
What follows the opening is a conversation, with each spouse, about their personal core values. Core values are the emotional why that drive all of their important decisions. Most FAs jump too quickly into asking clients about their goals without laying an emotional foundation of why they want what they want. The skill to set this emotional foundation is crucial. Why always precedes what.
“If you don’t design your own life plan, chances are you’ll fall into someone else’s plan. And guess what they have planned for you? Not much.”
- Jim Rohn
My close friend and mentor couldn’t have said it any better.
For the last 27 years I’ve been helping Financial Advisors from around the world build their Ideal Life by building an Ideal Business with Ideal Clients. Watch a video message from me below about a special opportunity you are personally invited to that will help you build and maintain a seven-figure financial advice business and live your Ideal Life. Additionally, below the video check out my recent article, The Relationship Bridges, that will help you create more enjoyable and profitable relationships with each of your clients.
MoneyGuidePro® (PIEtech, Inc.) Announces 3-Day Workshop in Association with Financial Advisor Magazine and Bachrach & Associates, Inc.
Mastering the Art of Client Acquisition and Business Development: The 7 Critical Conversations to Building and Maintaining a Seven-Figure Financial Advice Business
MoneyGuidePro® in association with Financial Advisor Magazine and Bachrach & Associates, Inc. is pleased to announce a highly interactive workshop designed for financial professionals that want to learn how to more effectively engage higher net-worth prospects, more rapidly convert prospects to clients, and inspire clients to consolidate all of their business with you. This 3-Day Workshop will be hosted in Atlanta, GA from November 13-15, 2015.
During this 3-Day Workshop, attendees will learn how to:
- Attract better clients
- Implement full-service, goals-based financial planning with prospects and clients
- Gather more assets
- Generate higher planning fees
- Get more referrals
- Inspire clients to act quickly on advice
The interactive workshop includes powerful keynote presentations by industry leaders including Kevin Knull, CFP®, President of MoneyGuidePro®; Bill Bachrach, an expert trainer for top financial advisors and CEO of Bachrach & Associates, Inc.; and David Bach, a 9x best-selling author including Smart Women Finish Rich and Smart Couples Finish Rich. You’ve probably seen David on Oprah, NBC’s Today Show, and CNN.
Upon enrollment, attendees receive immediate access to video lessons, demonstrations, and scripts. The advanced content empowers participants to immediately start learning, improving, and getting results, while allowing more hands-on time during the workshop to develop and practice skills with like-minded financial professionals.
To register now for the 3-Day Workshop, please visit https://www.peopleskillsnetwork.com and be sure to use the promo code MGP1K for subscribers of MoneyGuidePro® to receive a $1,000 discount off the published tuition price. Clients of Bachrach & Associates, Inc. can use promo code BAI1K.
MoneyGuidePro®, innovated by PIEtech, Inc., is the industry’s leading financial planning software. MoneyGuidePro® makes powerful, profitable planning easy, allowing financial advisors to help more clients achieve their financial goals. MoneyGuidePro® provides college, retirement, estate and Social Security planning, investment and insurance needs analysis, technology integration and account aggregation. For more information on MoneyGuidePro® visit, http://www.moneyguidepro.com.
The experts on achieving goals say the first, and a very important step, to achieving a goal is deciding to. My hope is that this article points out some opportunities for you to make more money and serve your clients at a higher level and that you decide to do something about it.
The 5 ways FAs leave money on the table are:
1. Not charging a fee, or charging too small of a fee, for up-front planning and advice work.
2. Not consolidating your client’s assets.
3. Unimplemented advice.
5. Wasting time.
1. Not charging a fee, or charging too small of a fee, for up-front planning and advice work.
If I had a nickel for every time I’ve heard an FA say, “I do the planning for free in the hopes of getting some of their assets” I’d have a lot of nickels. This is an amateurish approach. Instead, charge a fee for quality planning work that stands on its own merits, whether the client implements with you or not. And if they do choose to act on your advice with you then you deserve to be paid for that as well. How is this better for the client? Because when a person pays for advice they tend to be more inclined to act on it. And it’s acting on advice that produces results. No action. No results.
How much should you charge? A good starting place is $5,000 – $10,000. If your spine is still under construction or the idea of charging an up-front fee for planning and developing your advice freaks you out then at least start with $2,000. Just make sure that your fee doesn’t make you look like a weenie. E.g.: quoting a $2,000 fee to someone who has over $1,000,000 will make you look like a weenie. And don’t charge by the hour either. Charge for the value of your advice, not the hours it takes to create it.
The bottom line is that you must have confidence that the work you do is valuable in order to expect other people to value you and your work. It’s business. Value is measured by money. Stop leaving this money on the table and under-serving your clients. Charge a fee for up-front planning and developing advice.
Learn how Chris, a Trusted Advisor, increased his predictable fixed-fee, generated more commissions, and received more referrals with the Financial Road Map®.
Get started today by scheduling your Business Accelerator Consultation here or calling us at 619.255.4888.
Elevate Your Business to the Next Level and Get On Track to Make 2015 Your Best Year Ever?: Enroll yourself in this 5-part Webinar Series presented by Bill Bachrach and the cumulative effect will be:
- Inspiring your Existing Clients to do ALL of their business with YOU.
- Improved focus and skill acquiring clients.
- Offering and delivering a Client Value Proposition that no other Financial Advisor can offer.
- Generating more revenue from planning / advice fees, AUM / FUM, other advice implemented.
- More REFERRALS.
- Improved Quality of Life – Working fewer hours, serving the right type of clients and making more money so you can spend more time doing the things you truly want to do.
- Understanding Robo-Advising: Why You Shouldn’t Compete With The Machines
- A Fixed-Fee for Advice Business: How Transparency is Changing Our Industry and What To Do To Stay Ahead of The Curve
- Kill The ‘Elevator Pitch’: Leverage Change by Building Trust in an Industry That’s Not Trusted
- The Work Habits of the Most Successful Financial Advisors: How to Master 4 Key Elements That Will Transform Your Business
- An Introduction to Values-Based Financial Planning and How to Utilize the Financial Road Map
Tuition: $500 until May 8th ($650 after)
Dates: June 9th & 23rd, July 14th & 28th, August 11th
All Webinars will start at 8:00am PST.
(Duration = 60 minutes – Recorded Video / Audio Replays Will Be Made Available)
Be In the Top 1% of Financial Advisors Worldwide
“As a result of completing 39 Financial Road Maps I have added 5 Ideal Clients that pay me $24,000 per annum. Additionally, I have added $304,000 in recurring revenue as a result of funds / assets under management.
Following a Financial Road Map® meeting, many of our existing clients have asked us to help them with more and more of their overall finances meaning we have been able to help them more holistically than ever before, and, raise our ongoing fees for the added value the clients feel they are receiving.
The biggest benefit of using the Financial Road Map® is the relationship it develops and the flow of referrals it provides, I have received 42!”
The above video and below text is from the website, Perfect Client reviewing Bill Bachrach’s article, ‘Crossing the Relationship Bridges.’ It’s always nice to hear others giving us a review about our work and how we train the top Financial Advisors in the world, and those who aspire to be. Enjoy!
*We will be doing a 3 part series on the article “Two Bridges” by Bill Bachrach in Financial Advisor magazine.
According to Bill Bachrach, there exist two bridges for clients.
For the first bridge, on one side, clients like you and trust you enough to do some business with you. On the other side of this first bridge, clients trust you so much they give you all of their business.
For the second bridge, on the other side, clients do all their business with you AND they introduce you to their friends, family and colleagues. This entails a very high level of trust since they are risking their relationships by referring you.
But, the key here is getting your clients to cross the bridge. By crossing the bridge, your clients are making a statement about you. You have done the work to make them come to you. Now, how do you get clients to cross the bridge? In this blog post and video, we cover Bill Bachrach’s first two strategies.
1) Don’t be in relationship denial.
As an advisor, you have to come to terms with the fact that some of your very best clients may have money with other advisors.
2) Elevate your client value using these four words:
Visual: Make everything you create visually interesting.
Engage: Engage all parties about their future and the financial decisions needed to make that future a reality.
Compelling: Make every recommendation more compelling.
Experiential: Improve the experience of working with you and every human and non-human element of your process.
But, we believe Bill Bachrach is not addressing a critical piece of the puzzle.
You have to develop the relationship first or else none of these strategies matter. Without a strong and trusting relationship, there is no way you can get your clients to cross these bridges.
Lastly, who are you developing this relationship with? Who exactly do you want to cross these bridges? At Perfect Client, we develop relationships with centers of influence, in most cases CPAs, which provides the benefit of strategic leverage. When you do that, the CPAs’ best clients are going to cross the bridge with them.
Stay tuned for part 2 and 3 of this series!
Watch these Financial Advisors share their whole story in the videos to follow.
Learn more about the program at:
Get Started At: