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Seven Secrets to another $250K this month
The document outlines 7 secrets for financial advisors to increase their assets under management by $250,000 per month. The first secret is to focus marketing on one or two target markets. Additional secrets include researching the target market to understand their wants, writing compelling marketing messages, becoming an expert in helping clients achieve their goals, and showing marketing materials to clients and referrers. Implementing all seven secrets is presented as a way to transform an advising practice by attracting more profitable clients and referrals. The document encourages readers to take action by completing forms with their plans.
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Seven Secrets to another $250K this month
- 1. by Stan Mann I coach financial advisors to get $1 or $2M more assets under management every month
- 2. You'll Learn andPut into Action • The 7 secrets to get over $250K • Start using the secrets today
- 3. Is this you? • Too many clients? • No time to do any growth?
- 4. Game Plan • Learnthe first secret • Make an action plan
- 5. Next, You WillLearn • Secrets two, three and four • Again, make an action plan
- 6. In the Last Section You Will Learn ... • Secrets 5, 6, and 7 • Make an action plan for them
- 7. When You PutAll Seven Secrets in Place • You'll have a soul satisfying practice
- 8. The First Secret Focusall your marketing on one (or two) specific target markets
- 9.
- 10. 92% success ratehelping realtors and mortgage lenders become millionaires • “Go see Stan. – some of the best money I’ve ever spent in my life was for his coaching. • I highly, highly recommend him.” Rick Ruby, CEO of The CORE Training, Inc
- 11. Finding a TargetMarket the Hard Way
- 12. The Most CostEffective Way to Find a Market You Will Love
- 13. Clone your idealclient List her/his characteristics
- 14. You know youhave a viable target market if… 1. Easy to find 2. Willing to talk to you 3. You can provide what they want
- 15. The Most PowerfulWay to Attract Profitable Clients Be known as a specialist in two areas • Your financial expertise } a niche • Your target market
- 16. Summary: The firstsecret is focus on a target market • Target your best clients • Make an ideal client profile • Serve their financial wants • You Now Have a Niche
- 17. When you find yourniche • You will work with clients you love • Know where to find plenty of future clients eager invest **
- 18. First Call toAction Ready to take the first step to increase your earnings $250K? • Then step up • Speak up
- 19. $250K ACTION form IWILL COMPLETE: Secret #1 Date _________ Phone _________________ Name ___________________
- 20. Email your actionplan to [email protected] • What you will accomplish • By what date • Anticipated increase in sales • Phone # to give you support
- 21. Next • We’ll coversecrets 2, 3, and 4 • Commit to put the secrets into action
- 22. Secret 2 Research what theyreally want and are willing to pay for
- 23. Don’t be a mindreader • Ask your target market
- 24. Create Your Key Questions • Craft about a dozen questions
- 25. Find the Answers That Will Make You Rich • Interview target market • Start with best clients • Contact their groups
- 26. Secret 3 • Writeyour compelling marketing message • Base it on your research
- 27. Secret 4 Make yourselfexpert at helping clients get what they really want
- 28. Second Call toAction Who will take the next step to getting $250K?
- 29. $250K ACTION form IWILL COMPLETE: Secret #2, 3, 4 Date ______ Phone ______________ Name _________________
- 30. Secrets We Coveredso Far 1. Target your best clients 2. Research your market 3. Write compelling messages 4. Serve their financial desires
- 31. Secret 5 Write yourmarketing materials. Include... • Who you serve • The special value you provide • A compelling core message • Present a suite of core offers
- 32. Secret 6 Show clientsand affiliated professionals your new marketing messages • Get referrals
- 33. Set the Stage To Get Higher Quality Referrals • Show your Ideal Client Profile • Show those special services you provide • How you add value • Give your referral message
- 34. Secret 7 ShowProspects Your New Marketing Messages • Show your Ideal Client Profile • Show your special services • How you add value • Enroll them as clients
- 35. Chris Arnold was struggling “I was struggling, indecisive, and isolated. Then I hired business coach Stan and…”
- 36. 147% GROWTH IN 4MONTHS
- 37. Chris Arnold skyrocketed hissales 147% by targeting one niche
- 38. Last Call toAction Who is ready to take action to get $250K?
- 39. $250K ACTION form IWILL COMPLETE: Secret #5,6,7 Date ______ Phone _____________ Name __________________
- 40. When you haveall seven secrets in place • Your practice will be transformed • Prospects will start chasing you • Get profitable clients • Two extra referrals a month • Start earning $250K
- 41. Remember I’m here foryou • Contact me on the agreed dates • Send me emails with your questions • If you’re stuck, give me a call
- 42. Email me at [email protected] • What you will accomplish • By what date • Anticipated increase in sales • Where I can give you support • Call me at 734-261-0550 • Start Earning $250K Now
- 43. Overall performance 1 =Poor 2 = Fair 3 = Good 4 = Very Good 5 = Excellent
- 44. Free Strategy Session Meetingby Phone to Explore... •Leadership •Goals •Challenges
- 45. BONUS: Your owncomputerized personality profile. Find out where you fit on this wheel. You’ll find it a powerful tool for influencing others. Value $180
- 46. BONUS #2: PersonalMotivators. Another computerized assessment to help you understand what are the secret motivators of yourself and those around you. Value $180 • THE WHY BEHIND YOUR BEHAVIOR AND ACTIONS • THE WHY BEHIND OTHER’S BEHAVIORS AND ACTIONS
- 47. Send those emailsnow •Your Action Plans •Your Free Strategy Session 734-261-0550 [email protected]
Editor's Notes
- #2 I love it. I have a proven track record helping small business owners get great results. I've had clients increase their client acquisitions by 147% in four months, increase their revenues from 1,000,000 to 4.5 million in one year and launch very profitable new businesses. They achieved great results using the seven secrets I'm going to share with you today. You're not only going to learn how they did it, but you will have the opportunity to start using the seven key concepts today. You want to earn another 250 K? Let me hear you say yes
- #3 During this workshop you'll be invited to make an action plan to apply the secrets on your own practice so you can start earning 250 K dollars more immediately. I know that some of you have "hit the wall" because you have over hundred clients and you can't figure out how to manage the time to serve your clients, run your business, oversee your staff and still have time to actually do any growth.
- #4 Some advisors I’ve talked to are worried about having to pull their kids out of private school. Others are putting off vacations. Some of you are not funding your own retirement as well as you want. These seven secrets can turn that all around for you, just like they did for Chris, who sky rocketed sales 147%. I'll tell you more about Chris later.
- #5 1. Show you step-by-step exactly how to do it2. You will have the chance to start using secret #1Putting this secret in place will give you about $50K more
- #6 Putting these secrets in place will give you $150 K
- #7 Be on the path to adding $250K
- #8 You'll make a big difference in people's livesYou'll lead a rich and rewarding lifeYou'll be making 250 K more – maybe 500 K. And with less work! You will be able to step away from the grind of BUSINESS DEVELOPMENT (PROSPECTING).
- #9 Most advisors I've talked to try to sell to anybody and everybody. Just like I did when I first started coaching. That just doesn't work. It dilutes your marketing message and nobody listens. – I know what some of you are thinking. You're working so hard now trying to find prospects, you fear if you narrow your pool… Show next slide
- #10 This is most common self-defeating fear that holds advisors back from getting a steady flow of profitable referrals. That fear is a paper tiger. The opposite is true. Quote. “Specialists have more profitable businesses than generalists in virtually every profession. Any of you ever have your doc send you to a specialist? Mine did. She sent me to a dermatologist. I had a funny spot on my back. When I was a kid I play with matches... That pinch of skin cost me $3840. I never paid that much to my general practitioner. Specialists get big bucks!
- #11 1 CLICK. For example, my client Rick Ruby has a multimillion dollar coaching business and has only two target markets, mortgage lenders and realtors. He helps them become multimillionaires like himself. Rick has made himself an expert helping these two markets. The point is, he targets mortgage lenders and realtors, nobody else. This helps him enormously. He knows how to speak their language so they will listen to him. He was able to become an expert at those two businesses. This makes it much easier for him to help them. He saves so much time, he works about five hours a day and goes on three or four vacations a year. NOW CLICK REST Here's what Rick said about me.
- #12 So, how do you find a target market? There's a hard way and there is the easy way. CLICK. Other consultants and coaches have you segment the market, research family wealth and do a lot of other hard work that can take forever. I have a much better way. It simpler, easier and saves precious time. Who likes easy? Say "I do.”
- #13 You're really going to like what I'm about to show you.."
- #14 Identify the following:Age, Gender, Occupation, Employment status, Investable assets, • Their socio-economic group • Their geographical location • Education • Income • Profession Where they congregate.You could have something like, male over 35, plastic surgeon in your city. Belongs to the Academy of plastic surgeons. Who has an ideal client profile?
- #15 1. Where do they congregate, hang out? Orgs, clubs, groups. Can you contact them easily. You have access to telephone numbers, email addresses.2. Are they willing to talk to you? answer the phone? your emails? Or can you meet them at the golf course or some other activity they engage in regularly.3. Will they tell you specifically what financial services they are hungry for? Can you provide those specific financial services? Knowing this will save you years of struggle.
- #16 Most financial advisors I know only get half of this equation. They have a financial specialty, 401(k)s, Social Security, 403(b) tax-sheltered annuity or account, etc.But most of them don't specialize in a specific target market. When you combine the two you have what is called a niche. Who has a niche? A niche gives you focus and you get interest. You can leverage your niche to become highly referrable. When Randy got this right, His revenue increased from $1 million to $4.5 million that year. Colleges >> high schools, exec boardrooms
- #17 Chose clients you love to work with. Those that are fun. Any Questions?
- #18 You can become crystal clear about who you serve and what they want. I'll be showing you how later.
- #19 Are you ready to start getting another 250 K? Say "yes."
- #20 Right now pull out a blank piece of paper and copy this slide. (Read the slide in case they can see it)Decide when you can complete implementing secret #1. Enter that date.. Enter your phone number.. And your name.Everybody, were going into Q&A mode. Press*six. Give me your name, the date your going to implement secret #1. Then your phone number.Soon as you're ready, press*six.
- #22 Like we did for secret #1.
- #23 Wouldn't you love to know what your prospects REALLY want? What they're willing to pay for and will start chasing you to get it.
- #24 You can take the guesswork out of building your practice. You need to interview people in your target market. You can get the exact answers you need from the best teachers in the world – and they are FREE – your clients and their friends and colleagues.
- #25 Here's your chance to find out what you really want to know from prospects. Wouldn't you just love to know what financial services they most want to invest in? Things are eager to buy. What they most want in a financial advisor.Write your questions down and ask everybody the same ones.
- #26 Also your advisory board.
- #27 I coach financial advisors to get $4M or $5M more AUM every 6-12 months.Rick Ruby, "the CORE helps real estate agents and mortgage lenders accumulate wealth, net more income and run more efficient teams and businesses."Chris Arnold, "... Specializes in medical device, and biotechnology. We provide the best selection of fully qualified candidates for your key positions."Dan Goodwin: live smart. Retire rich.
- #28 BEFORE CLICK: When you get it right, you have prospects chasing you. Writing advertising will be easier. Picture a flesh and blood person and write like... Selling will be much easier because you be offering the exact services your prospect want.Moving on to secret 4…CLICK#401 (K), 403 (b), Deferred Compensation, ESOP, Defined Benefit, Cash balance plans
- #29 Say, "I will."
- #30 Please get your $250K ACTION form again, That piece of paper you've been usingDecide when you can complete implementing secret #2.3.4. Fill in your answers.Everybody, were going into Q&A mode. Press*six. Give me your name, the date your going to implement secret #2.3.4. Then your phone number if you haven't given it to me before.Soon as you're ready, press *six.
- #31 4. Become expert at delivering what they want
- #32 (target market) (marketing message) (that speaks directly to their heart ) (that compels prospects to hire you).
- #33 Here's how. CLICK Have this information written in all your marketing material. Know it very well. Have a one-page profile and branded with your logo on top and contact info on the bottom. Use bullet points to describe who you best serve and why you're the best choice.
- #34 Include your message in your LinkedIn profile, website, results on Google search, reports, articles, newsletters. Set up your expertise in your package of information. This will position you as advisor choice to your target market. Your package should include a customized cover letter, Your bio with your credentials, maybe a free report and any materials the prospect completes before the first meeting.If you regularly review your clients plans, you have the perfect opportunity to use your referral system. Who has 5 stars?
- #35 Just like you set the stage for getting referrals from your clients, you set the stage for enrolling new prospects into clients. You show him/her the same marketing materials as you did when asking for referrals
- #36 PAUSE: where in the last lap. We covered the seven secrets that catapulted Chris Arnold 147% increase in sales and got my California client to grow his business from 1M to 4.5 M.Went Chris called me he was really worried. CLICK He felt isolated and alone. Sales were so bad he developed sales call reluctance. I started coaching him. We went through the 7 secrets. He chose as his niche medical device manufacturers. He started getting his confidence back. When we put all 7 secrets in place, the results were spectacular. GO TO SLIDE.
- #38 And putting all seven secrets in place!
- #39 I unmuted the line. All those ready to get another 250 K say "YES.
- #40 NOW decide when you can implement the final three secrets. 5.6.7. Everybody, were going into Q&A mode. Give me your name, the date your going to implement secret #2.3.4. Then your phone number if you haven't given it to me before.Soon as you're ready, press*six.
- #41 You heard about the success my clients Chris, Rick and my man in California had. OPEN Do you want success like that? Say "yes."Thank you for your commitment to do the secrets. These seven secrets will increase your revenue 250 K. Measure the results you get.Here's a warning. There are two reasons people will fail. One, by not following through, not delivering on that date. The second is they know how to do it, but have some bad habits that make them trip over their feet.
- #42 You're going to need some help to apply this. I'll be there for you. Like I said, call me to celebrate your successes, send me an email for questions and give me a call if you're stuck.
- #43 This Is a Moment of Choice Remember those moments of choice when you decided that she was the one for you, or he was the one for you? Remember when you chose your college? Remember when you chose to be a financial advisor? Those choices changed your life forever.You have another choice now. You can choose to build a practice that provides for a rich lifestyle.
- #44 Please rate this webinar and give me your suggestions for improvement. After we do this, I have one final free offer that you will love.
- #45 Finally I like to offer you one more thing. Again I like to get a virtual show of hands. Who here is totally committed to improving your company's revenue and earning another $250 K?... Okay, great. What I offer after every talk I give is up to five marketing strategy sessions. This is an individual meeting by phone with me that explores your current marketing, leadership, goals and challenges. The session is valued at $375 and I can't offer it to everyone only the first five who request it . If you'd like to take advantage of that session, just send an email with free strategy session in the subject line. You also get 2 free bonuses
- #47 You will learn the six main values in our society. You can avoid unnecessary conflict when you understand what motivates people. For instance, someone who puts of high value on return on investment for the time, effort and money, will clash with somebody who puts a high investment on helping people.