Grant Hicks, CIM
Don’t find more
ideal prospects let ideal prospects find you, as a valuable financial advisor
What would you give
to an ideal prospect? Think about this for a minute. What would you offer
them and expect nothing in return? What are they not getting from their
current financial advisor or financial institution?
What are your ideal prospects not getting?
We know that they are not getting the attention or communication that they
deserve. For the last 40 years, the number one reason why clients leave is
not because of performance, but lack of communication. Read https://www.advisorpracticemanagement.com/how-often-do-elite-advisors-communicate-with-their-best-clients
blog and you will see how often you should communicate. Besides
communication, what else are they not getting? Let me ask you a few
questions. Are they getting clarity around all of their goals ( 4-6 goals or
more) mapped out on paper? Goals-based planning in a comprehensive way,
updated on a regular basis as goals get accomplished and goals change. The
number one thing ideal prospects want is clarity around the future.
What else would be valuable for an ideal
prospect?
How many ideal prospects are completely organized in all 7 areas of their
financial life? And or business life? Tax, estate, investment, risk
insurance, debt and cash flow. Are you completely organized in all seven
areas of your financial life? Do you have a comprehensive plan that covers
all 7 areas and all of your goals? These are questions that start to engage
the wealthy prospects for one simple reason. They don’t know they are not
getting these types of conversations and advice, do they? They have an
advisor and say they are happy. Where do you go from there? How do you engage
them and make offers with something you know they are not getting, but may
not value? What would be valuable to them?
Great question? Great conversations great offers?
It starts with having multiple offers, multiple questions that lead to
potential conversations. How you make your offers is the difference between
success and failure in engaging wealthy prospects. What would you offer an
ideal prospect and expect nothing in return? Start with great questions in
the form of an offer. The offer is to have a deeper conversation of value. It
can also be a tangible offer, such as a valuable book, organizer, guide, or
checklist. What does your ideal prospect find valuable that you give in
return for nothing? “The more value you give, the more valuable you become”
Grant Hicks CIM September 2020 Write down your valuable offers, turn it
into a valuable conversation, and start asking ideal prospects. Remember it’s
not you, it’s their money issue when it comes to timing. They are not putting
you off because of your offers, they don’t have an urgent or pressing money
issue when you contact them. It takes time. Read my blog on timing your
marketing and offers: https://www.advisorpracticemanagement.com/everyone-has-a-financial-issue-every-6-months
How will they find you?
When you have something valuable to offer, expecting nothing in return, your
prospecting becomes easier. All you have to do is get your message out
through regular communications and conversations on a regular basis to
clients, prospects centers of influence. You become a great messenger, with
emotionally compelling questions. Getting on the phone and asking people your
great questions on a regular basis over and over and you will start to
discover people will start to repeat you great questions and ask other people
they know. What are your valuable questions? That is when people will start
to find you, as a valuable financial advisor.
Grant Hicks, CIM is President of www.advisorpracticemanagement.com
where financial advisors and financial firms go to acquire more ideal clients
and implement elite practice management processes in their practices. Grants
combined financial advisor clients manage over 3 billion AUM , and earn over
$30 million dollars combined!
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