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is incomplete, outdated, or wrong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 elevator speech (5)


A Good Brand Will Repel More Than It Attracts

Financial advisors work hard to develop a value proposition that will get the attention of prospective clients. Focusing on how well your slogan or elevator speech attracts attention, though, can backfire.

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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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Some great tips on advisory boards from Marie Swift, and some lousy examples of value statements from RIABiz

Marie Swift gives a great tips on advisory boards, and Brooke, you can do better

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Have Two Elevator Speeches – One To Get Their Attention, One To Draw Them In

Have two introductory speeches, the first to get them to focus on you if they are prospective client, and the other to give them a reason to come talk to you.

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

© 2013-forever, Stephen Wershing.
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.