Seven Essential Strategies to Get More Profitable Clients – Part 2

This is the second in a series of blogs that offer a complete plan to get a steady flow of profitable clients and freedom to work the way you want

The Problem

I’ve talked to many financial advisors who are struggling to get enough profitable clients.

Most love what they do and are great at it, but word-of-mouth is not enough to get people ringing the phone. When advisors realize they need to market, they don’t know how and don’t like doing it. They dislike promoting themselves and asking for favors. They find it stressful. They bite the bullet and start marketing because they want to help more people.

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Seven Essential Strategies to Get More Profitable Clients – Part 4

This is the fourth in a series of blogs that offer a complete plan to get a steady flow of profitable clients and freedom to work the way you want.

Strategy #4 Position yourself as the go-to financial expert

Positioning is creating a certain perception of yourself in the minds of your target market—your tribe. It’s what you want your potential clients to think about you. It’s their impression of you. You want your people to see you as the best person for solving their financial problems. You want them to know that you are the perfect fit.

Prospects subconsciously rank you and your competitors from high to low. They compare your position with your competitors. It’s all in their minds. Those who have been interviewed by you and talked at length about their pet subject (themselves) are inclined to view you as an interested, caring advisor. A survey by U.S. Trust found 95% of wealthy investors rank trustworthiness as most important. They also tend to see advisors who charge a fee for their service as more trustworthy than advisors who are paid by commission. So how you label yourself is important.

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