When your best clients drive your practice,
attracting more of them is easy
Learn to get referrals the natural way
and revolutionize your business
Most of what you have heard about getting referrals
is incomplete, outdated, or wrong
Advisors don’t get referrals because they
have no formal plan to attract them
Steve Wershing is the best marketing mind in
financial planning. - Bob Veres (Publisher, Inside Information)
Introductions following our last client advisory board meeting represent almost $30 million in new assets.

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Pittsford, NY  14534




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Entries in communication (4)


To Clients, Jargon Zown Sly Kjib Erish

Clear communication enhances client engagement. That may be obvious, but many advisors persist (inadvertently, I'm sure) in speaking jargon with clients.

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When You Describe Your Differences, Say What Others Say About You

Your clients’ words are more credible than yours. To attract new clients, you have to establish why you are different. Beyond why you provide a solution the prospect needs, establish why it would be in their best interest to choose you over all the other advisors they could choose from. And when you talk about your differences, using the words your clients use will do a better job of communicating than your words. One of the biggest mistakes in advisor marketing is developing your messages yourself and not involving your clients. That's one of the main reasons a client advisory board such a good idea. Gathering clients together for a facilitated group conversation is a more effective way of understanding your value and your difference. When advisors describe their value and their difference without the clients input, they very often miss the mark.

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How to Communicate About Your Advisory Board and Drive Referrals

Spread some of the referral generating power of your advisory board to the rest of your client base with an effective communication strategy.

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A Change Of Mindset Can Be The Event That Drives The Client To You

The best time to get a referral is before the prospect is ready for a change. It is when their thinking shifts to accommodate the possibility.

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160 Allens Creek Rd, Suite 270 Rochester, NY 14618 | 585-381-2662

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All rights reserved.

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160 Allens Creek Rd, Suite 270, Rochester, NY 14618 | 585-381-2662

Home | Contact Us | Login | © 2013-forever, Stephen Wershing. All rights reserved.