The Ultimate Client Marketing System

The day you open a new account with a new client, the potential spectrum of how they will come to think of you is the widest that it will ever be. In 30 days or less, they will have defined you and the relationship in their mind. Will you be an indispensable resource or the person down at the bank that handles the CD alternatives?

This module focuses on a 10 Step new client marketing sequence designed to turn your new accounts into referring, raving fans in the first 90-Days that you are working with them.

Ask most advisors if they receive all the referrals they would like, and the answer is unanimously no. Ask them why and the answer is usually, "we don't ask". Dig deeper into that answer and you will usually find two common concerns. First, they are concerned it will strain the relationship. Secondly, they often feel they have not earned the right to ask for the referral. Raving Fans of your practice (like most things in life) are created one of two ways--either accidentally or on purpose. In this module, we explore a framework that "earns' the right to ask for the referral, and a positioning strategy that makes giving referrals a privilege for the client, not an obligation.

In this module, we will cover:

• The 90-Day Dazzle- This is the Industry's Most Complete New Client Marketing Sequence. We will take you systematically through this sequence, which turns your new clients into ravings fans from the very beginning of the relationship.

• The First 30 Days--Laying the Foundation- If you opened a new account today, how many times in the first thirty days would you "touch" your new client? For most advisors, the answer is less than once. We use this naturally low client expectation to positively separate ourselves from the competition. The program design calls for six high impact "touches" in the first 30 days.

• The Ultimate Financial Advisor Referral Conversation- The second month of the Dazzle begins with a seed-planting referral letter. It is followed with a strategic referral conversation that uses powerful psychological triggers and a "sleight of mind™" technique to position referrals as a privilege rather then an obligation.

• The Compliment Swish- The feedback from the advisor's clients will range from above average? to outstanding. We will teach advisors how to leverage this feedback for three positive outcomes. Including a technique to answer the two biggest (and often unspoken) obstacles bankers have when it comes to making referrals to investments.

• The Annual Review Campaign- This is a powerful campaign for filling your appointment book and looping your existing book of business back into the Dazzle and creating additional referral opportunities.

• Developing your Marketing Calendar- With increased compliance requirements, even approved campaigns can take weeks to get underway. The marketing calendar is a simple approach for the advisor to lay out his calendar a year in advance, creating a plan and structure in their practice and taking advantage of natural annual themes to create leverage in the advisor's practice.