Grant Hicks, CIM
It’s Friday afternoon
June 4, 2021, 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 advisor.
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 Is there an offer
to join a webinar, like this one below?
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?
How about your goals for your practice in 2021? Our Practice management
checklist or fee audit checklist
While each financial advisor's practice may have a different approach, advisors
need to
understand where their practice needs help, and will they get the right help
for the right part of their practice. What areas does your practice need help
with? Get a copy of our updated 21- page “Comprehensive Practice Management
Strategies checklist” by going to our website https://www.advisorpracticemanagement.com/about-us or
clicking here https://practicemanagement.getresponsepages.com/
Fee audit checklist for ideal prospects, click here https://feeaudit.getresponsepages.com/
Call me
Contact us to help get clarity around your goals on paper, and having the goals
conversation by contacting grant at grant@ghicks.com
or click on the link to set up no-obligation 20-minute discussion https://my.timetrade.com/book/JMTNJ regardless if we work
together, let’s have a chat and listen to your biggest practice management
concerns to help you get clarity
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