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Started reading
September 20, 2018
permission marketing.
say something compelling to someone, prompting them to ...
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Tighten up your message and be sequential in your delivery.
The first A speaks to Assets
Attitudinal qualities
third A in the Triple-A Ideal Client Profile: Advocacy.
articulating your value and creating a fully integrated and converged branding strategy is that you can methodically create far more advocates.
2: Define What They Want
it’s not what you say but rather what they hear that matters.
your hook has to speak more to what your clients want rather than what it is you do.
Family, Occupation, Recreation and Money.
sleep well at night
They have goals and they are trying to determine if you are the means to those ends.
3: Define How You Enable Your Clients to Achieve Their Goals
After you’ve defined your ideal client and used a hook to describe what those clients aspire to, explain clearly how you will bridge their goals to these outcomes and enable them to achieve their aspirations.
“I’ve developed and refined a process that puts all the pieces of the puzzle together for people who want what YOU want”,
they start to understand the dynamic and fluid nature of their needs over the long term.
life unfolds and their needs evolve,
4: Define your Process - Give It a Name
I’ve never felt more comfortable about the track I’m on because of her process.”
what’s the one thing you value most about our relationship?”
Step One - Discovery: Which gives us clarity. Step Two - Design: Which gives us comfort. Step Three - Deploy: Which gives us confidence
“that’s why I have second and third generation clients.”
differentiate and elevate you in the client’s eyes is if you listen.
you are a professional with a process that values communication.
Listen to learn, not to buy time to think about your reply.
Tie your trailer in with your symbol and your unique value proposition t...
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A planning process for a client encompasses Wealth Management, Risk Management, Tax Management and Debt Management.
Wealth management process focuses on diversification.
make or protect money for your clients
It’s incumbent on the taxpayer to be savvy,
good decisions always stem from strong positions.
The higher the velocity of technological change, the more the human touch matters.
you must always have an agenda,
What is resonating as they walk out the door?
Framing your ideal client with AAA and actually writing that on their agenda for them to see has greater resonance than only talking about your ideal client.
the prospective client achieves validation, contrast and self-motivation.
the asset management process is fluid and dynamic. There are critical life events that occur that render any current financial plan obsolete.
birthday, holiday, important milestone, referral thank-you, or to welcome a new client as part of your onboard process, send a card that has impact
ensure it has impact and shelf life.
Use tangible tools as a symbol of your professionalism and as an extension of your brand, and your results will be outstanding.
Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix
photo album with pictures of the events, charitable causes, and local athletes you sponsor?
your sense of purpose, your personal legacy and your overall fulfillment in life is being achieved.
use a fit process to fast-track new clients to advocacy.
Who views it as an accomplishment when you bring on a new client?
are they excited because they’ve qualified to work with you?
Do you ask clients to buy from you or do you ask them to buy into a relationship with you?
two emotions are front and center: Anticipation and apprehension.
