Category: Success Principles

How to Get Your Ideal Clients without Sounding Like Every Other Financial Advisor

December 11th, 2018 by

I’ll let you in on a secret…..

We find ourselves more interesting than anyone else.

Talking only about yourself is a one-way ticket to boring your prospects. But you’ll see Financial Advisors being guilty of this all the time.

So, why is it that when Financial Advisors talk to a potential client for the first time, they talk about themselves for much longer than they should?

It boggles my mind that’s how they think they’ll win over the business of their ideal clients. They don’t let the prospect say a word.

‘Being interested is more important than being interesting”  Ann Landers.

Today, you’ll learn you how to win over high-value(dollar) clients without coming across as a total sleazebag.

Before we get into that, think about your best clients. The ones that make you the most money and give you the most satisfying feeling.

You might recall meeting them in various situations like charity events, networking, and other social events.

It wasn’t a planned meeting; it was spontaneous. How do we make the most of those situations?

If you meet someone who would make a perfect client, you need to ask the right questions.

Please don’t ask them tedious and superficial, ‘Hey how’s the weather?’ Type of questions. You’re going to put them to sleep. You’re a Financial Advisor, not a sleep doctor.

Your questions should get them talking about something that’s meaningful to them. One question you can ask is, ‘Tell me something good that’s happening in your world today?”

Short and sweet but very useful. This question elicits a positive emotional state no matter how bad the other person’s day is. They might talk about:

  • Something fun they did this weekend.
  • Something great that’s happening in their family, maybe a marriage or a childbirth.
  • A new fitness program they’ve stated that they wanted to brag about to anyone who’d listen.

Nothing puts a smile on a face faster than being able to talk about something that matters. Additionally, you could ask questions about any of the following categories to get a similar result:

Friends, family, fitness, fun, faith, career, philanthropy and passion.

Guess what? No one wants to talk money and assets with a person they just met. But they’d love advice from a person they like (and they trust).

Building this rapport gets you into the door and is the first building block toward a profitable relationship.

Well, tailored questions build rapport and help get your foot into the door.

The best way to get good at this is to practice. Next time you want to spark up meaningful conversation ask a sincere question.

Watch their eyes light up, like a thirst they hadn’t quenched in years.

If you want clients to more quickly trust you, hire you, move all their money to you, implement the advice from your planning process, and introduce you to everyone they know… you need to have strong communication skills. Join me on my December 12 LIVE web training at 11:00am PT / 2:00pm ET to find out how to do this.

To reserve your seat NOW, go to https://youradvisorroadmap.lpages.co/communication-12-12-18/.  

 

Every Financial Advisor on the planet should be doing this.

December 8th, 2018 by

“Listening to recordings of a potential client interviews has been the most valuable professional development experience of my entire career”Mike T.

Do you know how the best Football players in the world stay at the top? Well, they don’t do it by guessing what they did, they do it by watching exactly what they did.

They have entire facilities like these dedicated to watching game footage.

Like the best football players, many successful Advisors record their meetings.

Now, I understand that you might be a little hesitant at first to try this out. It’s new territory, and it’s a bit uncomfortable taking the first step.

I completely get it; there’s nothing more painful than listening to a recording of yourself. Being under the microscope is terrifying.

But if you’re not recording yourself, you are:

  • Not making as much money as you should be. If you listen to your recordings, you can learn from your mistakes and get better. That’s how you command the best fees.
  • Not getting the ‘cream of the crop’ clients you deserve. There’s no way to know why clients don’t choose you until you hear it for yourself.
  • Missing out on details that can come back to bite you. Notes can only take you so far; there’s nothing like having a recording of your interaction, and compliance loves it too.

So, how do you get started? If you’re like most FA’s out there, you’re terrified to tell a prospective great client that you are going to record the meeting.

What if they say no?

Will I lose this potential great client?

Don’t worry, I’ve got you covered. I’ll share with you the script all my students use to have client’s opt-in for a recorded session. Here it is: 

“In addition to asking lots of questions and taking copious notes, we’re also going to record this session. And the reason that we record, is because we’re very thorough. 

Do you know how you can watch a movie a second or third time and see things you didn’t see the first time?

[PAUSE and wait for them to respond] 

Well, your financial life is more important than a movie. So, should we decide to work together, my team and I will listen to this recording once more. That way we can make sure our advice is just right for you.” 

That’s how you turn an awkward conversation in a strength and another reason for your client to trust you.

If you’ve been reading up to this point, you probably want to start recording right away. Before you start using your phone to record – hold on.

You need to know how to use your recordings. If you’re going to spend that much time going over your game footage, you want to make sure you get something out of it.

Here’s what I want you to do. When you listen to your recordings make sure to note the following:

  1. What are two things that I did well?
  2. What’s one thing I can do to improve?

You’ll be able to zero in on both your strengths and your weaknesses. You’ll be able to formulate a personal game plan on how to be a better communicator (and an even better Financial Advisor).

If you can make recording your sessions a habit, you’ll be able to get more out of every client and prospect meeting.

You’ll get more clients wanting to do business with you and who let you handle ALL their investments.

Not to mention, refer all their wealthy friends to you.

If you’d like to discover exactly what to say and what NOT to say in order to attract and retain the clients you really want, you’re invited to attend the free web training on December 12 at 11:00am PT / 2:00pm ET.

Register now by going to https://youradvisorroadmap.lpages.co/communication-12-12-18/.

 

Make Your Own Tailwind

November 14th, 2018 by

Long distance cycling has delivered many lessons that have contributed to me helping FAs run better businesses and live better lives.

An obvious fact about riding a bike is that it’s easier to ride with a tailwind. The problem with this, of course, is that you don’t get better, stronger, or faster riding with a tailwind. That usually comes by riding uphill or into a headwind or both. Where’s the fun in that, right? Don’t worry, this is not another “no-pain, no-gain” lecture! Instead, here are 3 things you can do to make your own tailwind. Each is guaranteed to contribute to your success and happiness in business and in life. When the real world is not giving you a tailwind, implementing these ideas will make it feel like you have one anyway.

  1. Attitude: We were in Alta, Utah this past January for our annual ski trip and mastermind week when first-timer, Michael, who had just met Judy the day before, said “Judy, you just glow! I really like you. You exude this terrific energy which is totally contagious.” How’s that for a spontaneous compliment? He’s right. Judy does glow with a radiant positive attitude. How can you get one?
  • Attitude is truly a choice. Judy didn’t build a successful business, raise 5 children, and create an enduring marriage with Larry because everything in life just goes her way. If you knew her whole story and the many serious challenges she has faced you would be even more impressed with her attitude choice. What attitude do you choose most of the time?
  • Be more grateful. Chances are that anything that could cause your attitude to be bad is a “first-world” problem. You live in America. How bad could it really be? During your next “woe is me” moment consider how much more challenging every single element of your life would be if you were born, or lived, somewhere else. Even the other modern, Western democracies have more headwinds than the United States.
  • Be less “me-focused.” When your attitude turns south consider the direction of your focus. Chances are that you are focused on how you are not getting something that you want. Ask yourself, “What could I do right now that would make a difference for someone else?” Just thinking about helping others will shift your focus and your attitude to a more positive place.
  • Turn off the news. Or at least watch and read less. News tends to trigger emotions of frustration, anger, and despair. Especially because there is little, if anything, you can do to change the enormous problems covered by the media. Instead, listen to your favorite music. How often has the news inspired you to tap your foot, snap your fingers, or get up and dance? Wouldn’t it be sad if you spent more time every day with the news than listening to music that makes you smile or want to dance? As I’m working on this article on a flight home the song “Music is the Doctor” by the Doobie Brothers just started playing in my headphones. Whether you are a classic rock fan or not, I defy you to listen to that song and have a bad attitude at the same time. Create a positive attitude playlist and listen to it… a lot. Especially, when you’re feeling a business or life headwind. Maybe music really is the doctor.
  1. Work smarter. Evaluate what you do when you are at work to determine how much of what you do is real work that leads to a better client experience, better client outcomes, and adding more ideal clients versus how much is just busy work that could be dropped completely or delegated to someone else.

Start by looking at your calendar. How many appointments do you have with clients? What do you actually do on those appointments with your clients? Are you pretty much on auto-pilot with a market update and a few comments about being on track? Or are you asking great questions and uncovering more opportunities to elevate their experience and results in ways that could provide more value to them and more revenue and business for you? Do your client meetings feel proactive or reactive?

 

What does your calendar say about how much time you invest in acquiring new clients, especially ideal clients? Most advisors say they want more ideal clients. Upon examination of the reality of where their time goes, unless those future clients fall from the sky, this goal will not be achieved. It’s no secret that the most successful advisors work with fewer clients for higher per client revenue. Acquiring those clients comes from consistent, proactive client acquisition activity.

 

After evaluating your time and determining how much of your so-called “work” hours are really not productive, you can convert some of that wasted time into activities that are more fruitful and take some of that time off. After all, if you’re not really doing something productive anyway… go home and have some fun with the people you care about.

  1. Relax.Lower your expectations. Take a breath. Take the pressure off. This may seem like odd advice from the trainer and coach of top advisors with over-achiever tendencies, but sometimes it’s the right formula. Another new Alta Mastermind ski tripper, Jeff, was frustrated because he wasn’t feeling passionate about his FS business. Somewhere along the way he picked up a belief that he’s supposed to be passionate, especially if he wants to go to the next level. Where is it written that you have to be passionateabout your work? It’s okay to simply enjoy your work. And you don’t have to enjoy it all the time! After all, there is a reason why they call it “work.” Some days suck. Some activities suck. Some people suck. Sometimes clients suck. Some employees suck. You’ve heard the saying, “Find what you love to do and you’ll never work a day in your life.” What a load of crap! Don’t create headwinds for yourself by setting expectations that don’t really matter or are BS. Maybe you can enjoy your work enough so it gives you the money and the freedom to do more of the things you are more passionate about. Like being with your family, your friends, and skiing. Maybe there will be times in your career when you are more passionate than others. Maybe you will have a great career with financial success and excellent client service and never have felt passionate about it. Passion is not a KPI. You can very effectively, with a high degree of skill and confidence, execute the activities that lead to acquiring and serving ideal clients… without passion.

The financial services industry is a tailwind business. The 2 main reasons are:

  1. People need help with their money. Lots and lots of people in several profitable demographics will pay for financial planning and advice.
  2. The market trends up and the economy are more often good than bad. Sure there are headwinds: competition, regulation, economic downturns, technology overload, etc. When I started in the business in the 80s the Dow was about 1,500 and now it’s about 20,000. That, my friends, is a tailwind!

Headwinds or tailwinds, this is a great business. You can create your ideal life income, have time freedom, and help people. Enjoy your ride.

Check out www.youradvisorroadmap.com to help you elevate your client value and accelerate the growth of your business.   

 

Article written by Bill Bachrach

The Key to Getting More and Better Clients

November 6th, 2018 by

If you want clients to trust you, hire you, move all their money to you, implement the advice from your planning process, keep working with you in any market or economic conditions, and introduce you to everyone they know… you need to have strong communication skills.

 

Words matter a lot. What you say, how you say it, and when you say it can make all the difference in the world to your success or failure.

 

If you’d like to know exactly what to say and what NOT to say in order to attract and retain the clients you really want, you’re invited to attend a free webinar training with Bill Bachrach on November 8 at 11:00am PT / 2:00pm ET.

 

When you learn to speak the language of trust you can create relationships where people trust you enough to do business with you in a fairly short period of time.

 

Everyone has an imaginary “trust dial” embedded in their subconscious mind. Everything you say and do moves the needle on their trust dial in one direction or the other.

 

What moves the trust dial most effectively is an emotional connection that comes from understanding who people are and what’s truly important to them.

 

Join us for this free web training and discover how to speak the language of trust, so you can move the needle “trust dial” in the right direction, on-purpose. As a result, your clients will get more value and you will generate more revenue from planning fees, advice fees, AUM, and insurance and annuity business.

 

Register right now by going to https://youradvisorroadmap.lpages.co/communication-11-08-18/

Why Financial Advice Alone Won’t Cut It

October 26th, 2018 by

Are you sending your clients and prospective clients financial porn?

In other words, are you emailing them financial advice information? If you are, I won’t judge you.

But while your intentions are good, the fact is, your clients are paying you to handle their financial future—they don’t want to spend their valuable time learning something you should be handling for them.

After all, that is your job, right?

However, there is something you CAN send them that’ll instantly warm their hearts and help you earn their trust: a Values-Based Quality of Life™ Newsletter.

Simply put, this newsletter will provide your clients with quality advice they can instantly implement in every aspect of their lives, including advice on:

  • Physical Health.
  • Inner Health.
  • Career Health.
  • Relationship Health.

We hear time and again from our Committed Advisors how beneficial this newsletter has been in building rapport and strong relationships with their clients.

In fact, many have credited the Values-Based Quality of Life™ Newsletter as the single factor to acquiring (and retaining) higher-paying clients. If you’re one of the hundreds of Advisors that have completed the Referral Process training course within AdvisorRoadmap™, you know just how important this Newsletter is to the Referral Process, and how sending this Newsletter to your clients, prospects, and referrals will set you apart from all other advisors.

Click here to learn more and to see if the Values-Based Quality of Life™ Newsletter is right for YOUR business.

“This is a really good newsletter, it’s well done. I didn’t throw it in the trash like I do with 99% of what comes in here.”          – Client of Scott P.

How to Measure the High-Trust Client Relationships

October 19th, 2018 by

The evidence of brilliant client interviews is the existence of high-trust client relationships. Ask most financial professionals if they have good client relationships and they say, “yes, of course.” Ask them how they define a good client relationship and it gets a little fuzzy. Sometimes we describe our client relationships more by how they feel than by tangible evidence. “We have rapport.” “I like them and they like me.” “We have been doing business for many years so we must have a good relationship.” “They own three products I recommended.” Much like a good golf shot is more effectively measured by where the ball lands than by how the shot feels, great client relationships are better judged by proof than by feelings. If you have ever hit a golf shot that felt really good, but the ball didn’t go where you wanted it to go then you know what I mean.

For the discriminating financial professional with high standards I offer the following five criteria for measuring great client relationships.

1. You know where all the money is.  If you are still discovering assets months or even years into the client relationship the client is sending you a message. Are you listening? I am amazed by the number of financial professionals who do not believe that prospects will tell them where all their money is in the first interview. Especially because I know many financial professionals who consistently get clients to bring all their documents and fully disclose where all their assets are in the first interview. If they won’t tell you where all the money is in the first meeting when will they tell you? That’s right, when they trust you. So if you don’t believe people will tell you where all their assets are in the first interview then what you are really saying is that you don’t know how to deliberately earn their trust. (Because if you had a strategy for deliberately earning their trust you would do that first thing in the first meeting, wouldn’t you?)

2. The client does what you advise them to do with little, if any, convincing, persuading, or selling. This is not because they are ignorant or irresponsible, but because they trust you. The old-school lessons we learned in sales training led us to believe that we had to make clever features and benefits presentations, be a master objection-handler, and a smooth closer. But have you noticed that when you are trusted you don’t need anything you learned in sales training? The harder you have to sell the more you know that this person doesn’t trust you enough to follow your advice. Your great clients follow your advice without selling.

3. Referrals. A good way to measure what your clients think of you is by how many of their family, friends, and colleagues they introduce you to. You can make all the excuses in the world, but the truth is that if your clients really trust you and are impressed with your work they will give you referrals, frequently unsolicited and always when you ask for them. Clients who trust you and are impressed with your work will do all of your prospecting and marketing for you.

4. The client is more influenced by you than by all outside sources. Clients who question your advice (or lack of it) based on what they read in magazines and newspapers, see on TV, hear on the radio, or input they get from friends and relatives are sending you a message. Are you listening? Clients who believe you are their trusted advisor are not swayed by outside influences.

5. Bad market. High-trust client relationships are as strong in a bad market as a good one. Your high-trust client relationships don’t expect you to predict the market, interest rates, world economics, or all the other things you both know you have no control over. No client is happy when performance isn’t good, but your great clients don’t blame you. Your relationship is based on helping them make smart financial choices and being their coach to consistently execute the sound financial fundamentals that lead to financial success.

Yes it’s true: your best client relationships have told the whole truth about where all their money is, do what you tell them to do, do all your prospecting and marketing for you, are more influenced by you than anything else, and don’t let events you cannot control diminish your working relationship. They sincerely value your advice and their relationship with you. This is the proof of great client relationships. Yes these are high standards for measuring client relationships. Imagine what your life will be like when all your clients live up to them.

Check out the AdvisorRoadmap™ Virtual Training Platform that provides you with everything you need to know about Client Acquisition, Client Service, Leadership, and Time Management available 24/7 on your computer, laptop, tablet, and mobile phone for an extremely affordable price.  To discover more so you can build trust even more quickly and accelerate your results, go to: http://www.youradvisorroadmap.com/

Article written by Bill Bachrach

“Attract Trust: Build a community of right-fit clients by behaving in a way that earns trust.”

October 6th, 2018 by

Trust is not the objective in an advisor-client relationship. Rather, trust is a byproduct of the other things you do, such as your behavior, your communication, and the quality of your work.

If gaining your clients’ trust is your objective, then the focus is in the wrong place: you. When your goal is to establish trust, it might be to further your agenda: “I have to get them to trust me so they hire me, so they give me assets, so they buy my product or idea” and so on.

Consider this point of view instead: “I am going to show up relaxed, be authentic and professional, create a great client meeting experience, ask great questions, listen with empathy, be well-organized, respect their time by not bragging about myself or my company or over-explaining financial concepts and ideas, and be selective about letting only right-fit people join my community of ideal clients. If, in the process of behaving this way, they trust me and hire me, fine. If not, that’s OK, too.”

You may be concerned that relaxing or abandoning a more intense sales focus will diminish your results. Actually, the contrary is true. Which is more likely to attract successful people as clients: the relaxed trusted advisor or the intense salesperson? Relaxed doesn’t mean lacking in passion for helping people make smart choices about their money. It means that you don’t show up with what we used to call “commission breath.”

Below are nine time-tested ideas for behaving in ways that create the byproduct of trust.

  1. Look for right-fit people to join your client community versus going after anyone with money. Create an ideal client profile where personality is equally important to money for them to earn an invitation to join your client community. Notice the difference in how it feels to think of inviting people to do business with you versus thinking only of closing the deal.
  2. Ask good questions about your clients’ values and goals: What’s important about money to you? What are your tangible goals that require money and planning to achieve? How much do you want to have for that goal? By when? What are two or three words that describe what you are thinking and feeling once you have achieved that goal? Does the idea of having a comprehensive financial plan that gives you a higher probability of achieving your goals and fulfilling your what is truly important to you in life (your core values) appeal to you? Would you like to join our client community and have us do this work for you?
  3. Listen with empathy. The tendency, especially during an initial client interview, is to think about what you are going to say next while they are answering your question. When you do this, you don’t really hear what they said. It’s difficult to be empathetic to things you weren’t mentally present to hear. The solution is to have your questions memorized so you don’t have to think about what you are going to ask next, thus allowing you to be fully present and a much more empathic listener.

  1. Record your client meetings, especially the initial client interview. You may have seen one of my previous articles in a magazine before about recording client meetings.  To save you the trouble of searching back issues here’s a script for introducing the recorder.  “I appreciate the investment of time and effort you made to be here today. The fact that you have done so tells me that you must be serious about your money – is that true? (Pause for answer.) You’ll notice that I’ll ask many relevant questions, take copious notes, and I also record the meeting. (Refer to the recorder and pause.) The reason I record is because I’m very thorough. (Pause.) Do you know how you can watch a movie a second or third time and see things you missed the first time?” (Long pause for response.) “Well giving you advice about your money so you can achieve your goals is obviously much more important than a movie, so I want to make sure our advice is right for you. If we choose to work together, I’ll listen to this recording at least one more time to make sure to get it right.” (pause)  Ask your first question.
  2. Give advice with conviction. Salespeople tend to offer alternatives and let the prospect or client choose. Trusted Advisors gather all the information they need, consult with other experts where appropriate, and – with conviction – give the best advice for the client. There may be more than one way to achieve a goal, but there is only one best Find the best way and give advice with conviction.

  1. Tell the truth, even if doing so jeopardizes the relationship. Serious and successful people don’t want to pay good money for a rubber-stamp, “yes-person” telling them only what they want to hear. It’s your job to tell the truth, especially when it’s what they need to hear and not what they want to hear.
  2. Be inspiring. Focus on helping clients and prospective clients create a compelling vision for their future and become their bridge to make it happen. Being a future vision creator is much more trust-building than being a problem-solver.
  3. Be a comprehensive financial professional. It’s interesting that most financial advisors claim to be comprehensive, which implies “everything.” Do you really help your clients take care of everything related to their money?
  4. Put the client first. It sounds almost silly; yet, there is a lot of discussion and controversy by regulators and industry leaders about the fiduciary standard. It’s simple. In all situations, under all circumstances, put your client’s needs ahead of your own. Isn’t that what you already do? The good news is that your competition needs somebody else to define integrity for them.

Keep in mind that these are not tactics to build trust. They are powerful behaviors of financial professionals who are very good at what they do and who genuinely care about helping people get their entire financial house in order, achieve their goals and fulfill what is truly important to them in life (their core values). By behaving at this very high level of professionalism, your clients’ trust is the byproduct of that behavior.

Join Bill Bachrach on October 9 at 11:00am Pacific / 2:00pm Eastern for a FREE LIVE TRAINING, Client Acquisition Mastery in the World of Digital Advisors and Disruptive Technology. Register NOW by going to https://youradvisorroadmap.lpages.co/clientacquisition-10-09-18/

 

Check out the AdvisorRoadmap™ Virtual Training Platform that provides you with everything you need to know about Client Acquisition, Client Service, Leadership, and Time Management available 24/7 on your computer, laptop, tablet, and mobile phone for an extremely affordable price.  To discover more so you can build trust even more quickly and accelerate your results, go to: http://www.youradvisorroadmap.com/

Do you want to work less and make MORE?

September 27th, 2018 by

If the answer is YES or DUH…, then let Bill show you how you can do it!

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 more of the right clients.

  1. More Money.
  2. Fewer Hours at the Office.
  3. Fewer Clients (but HIGH DOLLAR clients)

Bill Bachrach 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 on October 9 by clicking this link. https://youradvisorroadmap.lpages.co/clientacquisition-10-09-18/.

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

Income seldom exceeds personal development.―Jim Rohn

When you attend the LIVE training, you will have access to a special and valuable BONUS you only get when you show up for the LIVE webcast. We know how busy you are and how easy it is to register and then get distracted by something else when the time for the online training rolls around, so here’s an incentive for you to carve this event into your schedule in stone.

The bonus training video includes the 5 key habits of top Advisors who build businesses with 50 or fewer clients who each pay them $36,000 per year, or more. Whether you want to build a business exactly like this or not, these 5 key habits will help you build a stronger, better, and smarter business.

Show up for the Master Client Acquisition web training and Claim Your Bonus Training Video.

 

Alternative Advice

July 26th, 2018 by

According to Investopedia, an alternative asset is any non-traditional asset with potential economic value that would not be found in a standard investment portfolio.

 

This column uses alternative investing as a springboard to explore how alternative client conversations and advice can help distinguish your client value promise from your competitors to increase client loyalty and grow your business. What is alternative advice? Alternative Advice is advice outside of what is considered to be the traditional domain of financial planning or wealth management: tax, money management, estate planning, and insurance.

 

You will discover 3 aspects of alternative advice: Financial Organization, Identity Theft, and Health.

 

When is it appropriate to give your clients “alternative” advice? Any time it would be valuable or helpful for them.

 

Financial organization is the process where you get ALL of your financial documents and data organized and simplified. What would your life be like if all of your account numbers, user IDs, passwords, and security questions for every bank account, credit card, insurance policy, investment account, reward program, passport, driver’s license, computer, tablet, phone, and cell service…virtually everything with a statement and online access…was completely and fully up-to-date and organized? If something happens to you, how easy will it be for your spouse or children to open your computer and find all the docs and access details necessary to keep your life working or transition your financial affairs in the worst-case-scenario? Obviously, getting this done even with a power of attorney would be a nightmare. Where is the password for your computer and the code to open your tablet and mobile phone? Who knows that besides you? Wouldn’t it be amazing to be this financially organized? If financial professionals aren’t this organized, imagine the state of the general population. Even the most financially successful people who pay tens or hundreds of thousands of dollars per year for financial advice are not very financially organized.

 

On a scale of 1 – 10, one being a total disaster and ten being a perfect example for the world to follow, when it comes to being financially organized, most of the financially successful people I ask say they are at a level five or below. In fact, not a single person I’ve asked has said they are higher than seven. When asked if they would like to be a 10, they always enthusiastically say, “yes!” They often tell me that getting financially organized is a project they’ve been meaning to get to… for many years. Sadly, their financial planners, wealth managers, accountants or any other advisor has never mentioned it or offered to help.

 

This is the kind of alternative advice and help that elevates your client value and can move the needle on the trust dial in the right direction. Yes, you can charge for getting clients financially organized. And, yes, you can charge annually to “audit” their financial organization and bring everything current. Recurring revenue is not just for AUM. In a world where compensation for financial products and investment management continue to decline, perhaps the next generation of financial professional will be the financial organizer.

 

Our industry tends to focus an inordinate amount of energy on what can’t be controlled: the market, the economy, politics, and world events. Instead of wasting time having a client conversation about Trump’s latest tweet, have the alternative conversation about financial organization.

 

The financial organization conversation leads very naturally to the alternative client conversation about identify theft. Do you know anyone who has had their identity stolen? If you do, then you know what a nightmare it is. What do your clients do with all of those paper and digital statements? Where do they store them? Are they secure? How can you help? How valuable would it be for your client to have the maximum identity theft security?

 

Do all of your clients have a fireproof safe in their home? What’s supposed to go in that safe? How do you know if what’s supposed to be in the safe is actually in the safe? Where is the combination? Where are the back-up documents for everything that’s in the safe? What should be in a safe deposit box instead of the home safe? What documents can be held only electronically and the paper shredded and future paper statements discontinued? Where are their paper account statements? All too often, in an unlocked filing cabinet or desk drawer where the housekeeper, handyman, babysitter, or any other worker has easy access. What kind of shredder do they have and do they use it? I’ve been in a friend’s home office where a stack of sensitive documents is piled next to the shredder in plain sight. When I ask when they will be shredded, their “process” is to shred every week or so. In the meantime, that pile is identity theft nirvana. Are all shredders created equal? Nope. Do you know which shredders do the job and which delight identity thieves? Why not just give every client the best shredder with instructions for use? It’s not a gift like a bottle of wine, it’s a deliverable.

 

If a fire or other disaster is threatening their home and evacuation is necessary, what physical documents should be taken? That’s a trick question because the answer is NOTHING. All any family should have to worry about is themselves, their family members, their pets, and whatever personal memorabilia they can carry as they evacuate. Why? Because the few original physical documents are protected in the safe or safe deposit box and all digital documents are secure, encrypted, and backed up. Even if they can’t grab their laptop, they’re covered. Or should be, shouldn’t they?

 

For more information to help you help your clients, check out www.johnsileo.com.

 

What would happen to the quality of your client relationships if you had the alternative client conversation about identity theft and provided this service?

 

Many financially successful people feel that having money helps them maximize quality of life while they are healthy and provides the money to pay for things that improve their health that health insurance doesn’t cover.  It’s often said about money, “it’s better to have it and not need than to need it and not have it.”

 

Smart financial advisors work with clients in their 50s, 60s, 70s, 80s, and beyond. For the obvious reason that these are the people who have all the money and, therefore, the discretionary funds to pay for financial advice. As we age, we have to work harder to maintain health and fitness. Regular checkups and procedures become more frequent and more hours per week are required to stay fit. More if you’re battling a chronic disease like MS or diabetes or waging war on health challenge that’s trying to kill you.

 

Here’s a good question to get this alternative conversation started, “How hard are you fighting to maintain a high degree of physical health and fitness?” The older you get the more you understand the term “fighting.” Your clients easily engage and appreciate this conversation.

 

It’s not a deep dive, but you can use the following basic information to frame the alternative client conversation that their time and energy are better invested in maintaining a high level of health and fitness to enjoy their money, rather than wasting time and energy worrying about how things that can’t be controlled will affect their money. You take care of their money so they can focus on taking care of themselves. This is really good advice and it’s appropriate they hear it from their financial advisor.

 

The 5 basic areas are: Cardio. Strength. Flexibility. Balance. Nutrition.

 

  1. Cardio is mostly about heart health. According to the CDC, heart disease is the leading cause of death for men and women. For too many men, the first symptom they have heart disease is death.
  2. Strength is muscle mass and muscle mass begins declining after age 30 without a deliberate program to keep it. Why do you want to be strong?
  3. Flexibility or limberness refers to the range of movement in a joint or series of joints, and length in muscles that cross the joints to induce a bending movement or motion. Who wouldn’t want more of that? Being more flexible doesn’t happen by accident.
  4. It’s not the broken hip that kills people. It’s the hospital stay and the “recovery.” Best to avoid the fall that breaks the hip in the first place. Read this interesting piece in wikipedia about balance: https://en.wikipedia.org/wiki/Balance_(ability)
  5. Nutrition is the science or practice of consuming and utilizing food. You are what you eat it. No truer words ever spoken.

 

Develop a relationship with the Executive Health program at the best hospital in your town and refer your clients. These programs are typically one or two-day extensive health exams. They have all the latest, greatest data and resources for improving cardio, strength, flexibility, balance, and nutrition. They are usually not covered by insurance, but cost a fraction of what your clients are probably paying you.

 

For your next client appreciation event, hire a health and fitness expert speaker instead of a money manager or economist. Your turnout will increase, as well as the feedback.

 

“My financial advisor beat the market.”

“My financial advisor helped me prepare for retirement.”

“Is that all? My financial advisor saved my life.”

 

Besides referrals and your greater sense of fulfillment, the longer your clients live the better for your business, right? For all the talk about generational wealth transfer, do you really want to work with the children of most of your clients? Have you met their kids? Do you like their kids? Do their kids meet your Ideal Client Profile. Very often the apple fell far from the tree. If they have 3 kids and the money is divided 3 ways, after taxes and after they pay off their debt and the grandkid’s debt, remodel the house, buy a new car, and take a vacation, how much of the original money remains? How much more work will you have to do for less money? If all 3 of the kids stay with you, now you have 3 families to serve. Every advisor I know has horror stories on this subject.

 

Alternative advice is good for your clients and good for you.

 

To discover more about how Bill and his team can help you be a more direct and candid communicator who helps clients make better decisions, check out the state-of-the-art AdvisorRoadmap™ Virtual Training at http://www.youradvisorroadmap.com/  

Do you want more clients?

July 17th, 2018 by

The responses from our recent advisor surveys indicate that this is true:

  • 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
  • 98% say they would like to have a smaller total number of clients who each pay them more.

Is this 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 more of the right clients.

1. More Money.
2. Fewer Hours at the Office.
3. Fewer Clients (but HIGH DOLLAR clients).

If this applies to you, enroll yourself in this complimentary, LIVE training session with Bill Bachrach on July 24 (https://youradvisorroadmap.lpages.co/clientacquisition-7-24-18/).

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 prospects? 

In order to work fewer hours, acquire the RIGHT clients, and make more money, join Bill LIVE on July 24 for this training session by clicking the below link or going to https://youradvisorroadmap.lpages.co/clientacquisition-7-24-18/.

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

Note: When you show up on this live event, you will receive a special bonus to help you create your ideal business and life.