A client makes a referral when they tell someone else about you and recommend that they call you. And 90% of the time those people don’t actually contact you.
Clear communication enhances client engagement. That may be obvious, but many advisors persist (inadvertently, I'm sure) in speaking jargon with clients.
Steve will be the guest on the Accelus Partners Expert Series Interview teleconference “The Art of Referrals.” The conference will be on April 30 at 5:00pm EDT. Click here to register.
Our interview will address the following topics:
- The challenge of asking for referrals
- Understanding what prompts a client to refer
- What you need to do to encourage more referrals
- The referral conversation
- Developing a referral marketing strategy
Join us for 30 minutes of discussion followed by an open Question and Answer session. Those registering for the live event will be provided a replay of the call, even if you cannot attend.
Register for this teleconference here.
In a sea of generally dismal service in its industry, JetBlue stands out. And there is a lesson in that for financial advisors.
Please join me for a free webinar on niche marketing Wednesday, March 20 at 3:00PM Eastern. You can register here:
When you meet an ideal prospect, what do you tell them is the reason they should hire you rather than any of the other advisors they meet? Trust, good service, great employees, and experience won’t do it – all advisors say that. “Because I am a fiduciary” doesn’t work because it just confuses people. So what will work?
You need a special service or skill tailored to something your ideal clients are looking for. It means you need a niche.
You have probably heard this before, but how do you find a niche and create a compelling offering around it? The answer is what is missing from so much of what has been written about in courses and articles.
By the end of this webinar you will know:
- · Defining your niche (hint: it’s not demographics, profession or level of wealth)
- · Connecting with your niche
- · Developing a niche marketing strategy
My webinar on referral marketing was voted in the top 5 of all webinars on Bright Talk last year. This program is just as valuable and interesting. I hope you will join me!
I look at hundreds of advisor websites – of my clients, their competitors, and in doing research. Most say pretty much the same thing. It is frustrating, boring, but understandable.
I am compiling success stories of advisors who have been particularly effective at defining a niche market and building a practice around it. Who are the advisors who, in your mind, have:
- Carved out a specific group and identified a special need to fulfill
- Built a practice with a clear and distinct specialty
- Developed an expertise most advisors do not have
- Networked unusually effectively within a target market
Who stands out in your mind as a practitioner or a firm that has become known for something specific and communicates their special skill or value particularly well? Please suggest people or firms in the comments below or by email. I would love to recognize them for their sucessful strategy!
Over the next month or so, I will be in Boston, Philadelphia, and Orlando. I have other trips coming up this year. But I am happy to talk to your nominees wherever they are!
Being client driven means engaging clients in helping you focus your strategy on delivering the best experience. Part of that is learning what services or expertise you can add to separate yourself from other advisors. And part of it means eliminating what does not add value.
When a client asks for your help in achieving a goal, what is the first thing you ask? Do you have a plan?
The recognition is based on number of viewers, viewer ratings, and feedback received on the program.
BrightTALK started their Thought Leadership for Financial Advisors series of programs in September, 2011. Since then, the program has grown to 4,500 members and 67 presentations.
Thanks, BrightTalk! We are proud we could be part of the series!