|
Grant Hicks,
CIM
It’s Friday
afternoon April 17, 2020, around 4 PM. I am following up with a financial
advisor I coach about feedback on another terrific webinar he did today
for clients and prospects. Attendance was great, the content was great
and usually, I have something of value to add, but not today. Today was
about acknowledging the actions he has taken. The response I got back
shocked me.
Advisors getting glowing testimonials
The financial advisor sent his most recent testimonial from one of the
clients who joined his weekly webinar. Yes, you heard me correct a
weekly webinar for his clients! The testimonial from a client singing
his praise, but promoting their advisor to colleagues bragging about
their advisor, and asking them if their advisor is doing a weekly
webinar. The email said,” who else does that?” The colleagues responded
by saying they have only gotten emails from their financial advisor
usually, but this email said, that the client “ wasn’t even graced by
an email”. Imagine how your clients feel if you have not spoken to them
by now. Even worse their statement comes out this week and you have not
even called them. Say goodbye to your client.
What are you delivering of value?
It got me thinking of what other advisors are doing. Sure you are
sending out emails to clients, you may also be doing calls, but are you
doing webinars to clients and prospects? As my favorite formula, one
race car Lewis Hamilton said:” I don’t aspire to be like other drivers,
I aspire to be unique in my own way”. Are you doing the same as every
other advisor out there, or are you being unique in your own way?
Stop sharing content start demonstrating value
We all can share content on social media, that’s easy. But showing your
true value, putting yourself out there and doing webinars for clients
and prospects creates tremendous activity, confidence, and initiative.
I am encouraging you as a financial professional, be unique, be
creative and consider webinars and other ideas to show your value. Tell
clients and prospects about your go-forward plans for the next 12
months (that I help advisors build and communicate)
Cool ideas
Here are some other unique ideas. Do a webinar for your clients, and
hire a comedian to entertain people and have some fun. Have lunch with
a client ( not in person as we have to social distance of course) but
order them lunch with a service like “skip the dishes” to you and them,
and do a video meeting and have lunch together. Send cool ideas to
clients and prospects through delivery such as books or a Netflix
party. One financial advisor sent an amazon package to a prospect of a
video camera, microphone, and headset, to get them online for a video
call. Guess who has a new client now. Next week I will talk about
sharing the "Willing Wisdom Index" for estate and insurance
planning discussions. Be creative.
Making content work
Sharing content is fine, but do you have calls to action in your
content? At the bottom of your content, do you have 1-3 calls to
action, such as book an appointment, join my webinar or share this
article? Do you ask people to share or forward your content to family
and friends? Does it have a link to an online calendar link to get
appointments? Here is mine if you want to chat https://my.timetrade.com/book/JMTNJ
I
Please feel free to forward this email to other financial
professionals
“We encourage all recipients of this newsletter to share with colleagues.
We have also committed to providing extended consultations to any
financial advisors who want to grow their business during this
challenging time. This, of course, would be 100% complementary, as we
strongly believe all financial advisors should have access to
high-level practice management during these difficult and stressful
times, even if they have a practice management coach, I think a 20
-30-minute conversation would be valuable, so they can go back to their
current coach, manager or mentor and have a deeper, more meaningful
conversation, would you not agree?
Lewis Hamilton said,” I don’t aspire to be like other drivers, I aspire
to be unique in my own way”.
|
No comments:
Post a Comment