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is incomplete, outdated, or wrong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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Entries in differentiation (13)


Not Another Lighthouse or Compass, Please!

A lighthouse, a compass or a road leading into the woods or out to the horizon are the best ways to advertise "I'm the same as everyone else!"

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What To Do When You Get A Referral

I spend a lot of time coaching advisors on how to attract referrals. Let me take a minute and discuss what to do when you receive one.

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Wall Street Journal Article Shows the Value of Non-Advisory Services

A tweet from Michael Kitces earlier this week alerted me to an article in the Wall Street Journal called "Your Advisor Did What?! The story starts by asking a question all advisors should consider periodically: "what are you getting for that hefty annual fee you are paying your financial planner?"

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Separate Yourself From Other Advisors By “Productizing”

Face it – what most of us do for clients is indistinguishable from what other advisors do for clients, at least from the clients’ perspective. Claiming that we provide great customer service, financial planning, or adherence to the fiduciary standard won’t work. So, how can you differentiate yourself?

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A “Wow” Experience Is Not Enough

Summary: We have been told that to attract referrals and clients, we have to provide a “wow” experience. But that’s just not enough on which to base a business development or referral marketing plan.

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Do you have the guts to set yourself apart?

In a recent post, Seth Godin points out that creating a competitive advantage takes guts.

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To Get Referrals, Your Clients Must Understand Your Target Market

Your clients are willing to give you referrals, but do they understand who to refer?

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To Connect With Prospects And Attract Referrals, Communicate Solutions – Not Methods

People care less about what you do and more about what they get. When I ask advisors what they do, or what value they represent, too many describe the process they utilize and not enough describe solution they deliver.

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Client service will differentiate you better than fees or fiduciary

Summary: Two new studies reinforce that clients care more about service than how you get paid or whether you are a fiduciary.

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Let Your Clients Guide Your Marketing

Summary: Your clients know how to describe your value better than you do. Seek their guidance, and your marketing messages will connect better with prospects.

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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.