Are you hoping to make a strong six-figure or even a seven-figure income this year? Start by thinking about what it takes to succeed as a financial adviser with high-net-worth clients. Get on board with these 7 Steps and make this a banner year.
Step 1: Specialize in an area where you can differentiate from competitors and develop market dominance. Affluent prospects look for the best in a field when they need advice for solving complex problems. Build your business and your marketing effort around your greatest passions, strengths and expertise in order to create a unique specialization.
Step 2: Understand your market niche. Target the ideal market segment for your business. Without a target market you have no clue about how to make the best use of your resources. If you don't determine who is ideal for your service you'll end up spending a lot more money and time for a disappointing result. What's worse you could end up spending too much time on the clients you don't want and end up wearing yourself out.
Step 3: Create relationship value. Thank you, Strategic Coach, Dan Sullivan for your value creation model. Sullivan's model includes three critical elements in the value creation process-providing leadership with direction, offering relationship that assures confidence of achieving desired results and demonstrating capability by delivering creative solutions. In order to be successful with high-net-worth clients, trusted advisers must be adept at delivering value as an expert problem solver.
Step 4: Captivate then capture your target market. Captivate your market with a compelling and consistent marketing message. Capture the attention of your market niche by keeping your message focused on what affluent prospects want most.
Step 5: Educate prospects and clients. Savvy consumers want information but they crave wisdom and learning from their trusted advisers today more than ever. This brings huge opportunities to the forefront for street smart advisers. Not only are educated clients more enjoyable, they are more decisive and more profitable.
Step 6: Simplify everything. Affluent clients value simplicity and control. The more advisers can simplify and bottom-line their wealthy client's personal finances, the more likely they will value the advisory relationship. Trusted advisers must be able to provide clients with enough information to make an informed decision while endeavoring to reduce everything to the simplest terms.
Step 7: Systematize your business. The most important operations in an advisory business to systematize are marketing, sales, customer service delivery and maintaining client loyalty. Systems will save you time, energy and money. Automate everything possible so you can spend more quality face time with your affluent clients.
That's it. Now you know the seven simple steps that spell "success". I guarantee that implementing them in your practice will lead to more money and less stress.
Author, teacher and business coach Rebecca Stone is turning attorneys and financial advisers right-side-up with her Attorney Alliance Marketing System. This one of a kind system helps professionals get a steady stream of ideal clients at a price they can afford.