Cracking the Code – Mastering the Client Acquisition Process
After years of consulting with many of the most successful advisors, especially during this recent period of unprecedented turbulence and uncertainty, Duncan MacPherson has taken that experience and created a presentation that helps advisors thrive rather than just survive, and in the process, take their client acquisition results to the next level. In this presentation, Duncan focuses on 3 essential components that virtually all financial advisors can use to identify untapped opportunities that exist in their respective businesses. Client Acquisition Through: Client Referrals – Maximizing Client Relationships, Partner Referrals – Engaging Strategic Partners and Target Marketing – A Professional Prospecting Process.
Fast Track to Referrals
Today’s financial advisor understands that it costs far more time and effort to convert a prospect into a client than it does to convert an existing client into a flag waving advocate. But consider the personal fulfillment involved as well. It can be draining and anticlimactic to be perpetually convincing new people to work with you. Why not work more effectively with the people who are already convinced and let them do the convincing on your behalf? The real value in a client relationship is not in the initial commissions you earn, it’s in the commitment the client demonstrates to you over the lifetime of your relationship. There are no silver bullets when it comes to referrals. They are not realized because of clever phrases or by asking your clients well timed questions. Most referral approaches are transparent and make the advisor look needy and put the clients on the spot. Top advisors attract a steady stream of referrals because of reciprocation felt by their clients, not because of obligation.
Ultimate Client Experience
Ultimate Client Experience was designed specifically for elite advisors that want to achieve a breakthrough with his/her top clients, and deploy a proven process to consistently attract high-value clients going forward. Part 1 looks at how to develop a personal branding strategy to ensure you are perceived and described as professional consultant with a process. Part 2 shows how to deploy a family investment legacy process to ensure you are well positioned within the family tree In part Part 3 audiences gain full empowerment- capture money in motion. Finally, Part 4 sets up how to be positioned for anything – a sequential approach to create a trajectory that is aligned with your goals.