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When you're first starting out as an advisor you don't have many clients. So you have time to market and prospect. You do it and your practice grows.

Then when you finally get over $20 million assets under management with over 100 clients, you find yourself stuck. You hit a wall.

You can't figure out how to manage servicing clients, run your business, manage your staff and still have time to promote growth.

This is the second essential strategy, of seven, to get more profitable clients and freedom to work the way you want.

Wouldn't you love to know exactly what financial services your ideal prospects most want and are willing to pay for? Let me tell you the secret.

What Doesn't Work

If you're like most financial advisors, you guess how to attract clients. You write your marketing messages based on what you think will appeal to prospects. Or maybe you have a service or product you love and you offer to prospects. You think because you love it, your prospects will love it too.

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.

This is the first 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. They don't know how to attract ideal clients who pay them well and give good referrals.

 As a result they work hard with low paying clients. They feel the pressure to earn more money. They go out hunting for more clients. It's hard work. They're not sure where to find prospects or what to say when they meet them. They lack a follow-up system to nurture their leads. 

Research has shown the differences between mediocre businesses and outstanding businesses. The differences are shown in the following table.

Compare your business. Where do you stand? Which of these serious mistakes do you make? What changes do you need to make to have a high-performing business?

The left-hand column tells you what the mistakes are. The right-hand column tells you what to do about them.

– Are you struggling to get more profitable clients?

– Wondering if there’s some secret to easily getting a steady flow of them?

– Well, yes there is.

I stumbled upon it when I was a green 23-year-old life insurance agent

  Do you have family members working for you?

 Wondering how to handle conflicts with them?

Do you wonder if you should do some online marketing?

Are you marketing online already and want ideas to do it better?

  You may be doing a great job for your clients. They understand and appreciate the value you provide. You may even have educated them on who would benefit best from your services. But you may have overlooked one critical piece.

  Want better results from networking?

  You can get much better results from your efforts when networking and calling on clients with this tried and true, time-tested  method.