July 08, 2019

Two key pieces of data financial advisors are not getting from their ideal clients 

Financial advisors all struggle to acquire more ideal clients. This is the hardest part of being a financial professional, is to get better clients. O when I ask advisors for these two pieces of data from their best clients, most advisors either don’t have this information or never use the information. After all, advisors who are great at getting data rarely get this information. Financial advisors who are great at networking almost always get this data. What are the two pieces of data I am referring to? It is your ideal client's events and their network of professionals.

Favorable introductions are easier than referrals
Don’t get me wrong, referrals are better than favorable introductions, but what is the difference. I truly believe that your best clients will introduce you to everyone they know, but they may not refer you to anyone they know. So why start with referrals. Ask for favorable introductions, which is almost always a “yes” answer. Ask your ideal clients what I call the “golden question”. If I were to meet a group of successful people like you, where would I go to meet them? How would I find them and meet them? Find out about the events they go to. Knowing the events and activities that your best clients are involved in, is valuable data to know. You need to ask them about the events and about joining them at the events. This is where they will favorably introduce you. For example, I go to an event with a client and they introduce me as “ I would like you to meet Grant, my financial advisor”. In that simple sentence, you were just vetted by your client to a group of ideal people.

Events
Imagine if you went to 12 events with your top 12 clients in the next year and they introduced you to people they know? Do you think you will meet and engage in a conversation with potential prospects? They know what you do, and they know you are their advisor, so there is no elevator pitch. The key is that you are vetted by your client by the introduction. Now imagine if your top 50 clients, you knew the events, charities, and activities they were involved in. Is this good data to have to meet more ideal people?

Their network of professionals
How do you find out about the client's network? Ask them this question. Do you know about our Network of professionals? Your client responds, “ no what is that?” We will work with your network of professionals, or you can tap into our handpicked network of professionals, to help you in all areas of your financial life including tax, estate, legal, real estate, (banking ( lending) and other areas….which we will COORDINATE for you. Would that be valuable to you? The collect the data on their network or offer people from your network. In your CRM system, have the contact fields to help your clients in other areas. Is this good data to have to meet more ideal centers of influence?

Have a process
Practice management is all about processes. The most successful advisors have processes to get two valuable pieces of data from their best clients. This is the process of talking about events and the process of talking about their network or your network of professionals. If you would like to successfully implement more processes to get better data to find more ideal clients, contact us for a complimentary call on how to implement, and the words to say to your ideal clients.

Let’s talk
If any of this resonates with you, let’s have a brief discussion on what’s holding you back from accomplishing more in 2019? No obligation, If you want to build your ideal practice, acquire more ideal clients, deliver more value to your best clients or run your practice more effectively, then click on the link to set up a call, https://my.timetrade.com/book/JMTNJ 
or email me at grant@ghicks.com

Advisor Practice Management’s goal 

“ Helping Financial Advisors take action, to create 10,000 comprehensive financial and investment plans for their clients”.  Ask your clients and prospects this question " What does a comprehensive financial and investment plan mean to you?  

Let’s work on your business together. Email us for your copy of our "Exclusive prospecting strategy checklist, or fee audit guide" to acquiring more ideal clients. Email grant@ghicks.com  

Enthusiastically yours,

Grant Hicks, CIM, President
Advisor Practice Management
www.advisorpracticemanagement.com

Suite 1625-246 Stewart Green, SW
Calgary, Alberta  T3H 3C8
Cell 403 970 8895
Email grant@ghicks.com   

PS Where do you want to be in 3 years?

STATEMENT OF CONFIDENTIALITY The information contained in this email message and any attachments may be confidential and is intended for the use of the addressee(s) only. If you are not an intended recipient, please: (1) notify me immediately by replying to this message; (2) do not use, disseminate, distribute or reproduce any part of the message or any attachment; and (3) destroy all copies of this message and any attachments.