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is incomplete, outdated, or wrong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 marketing (11)


You Should be Blogging – And Here is a Great New Guide to Help You Get Started

Blogging is a good way to project your personality and a better way to keep in touch with clients and prospects when there is not a good reason to meet. A new book by Susan Weiner can help you get started.

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Your Marketing Claims Need To At Least Make Sense!

I look at hundreds of advisor websites – of my clients, their competitors, and in doing research. Most say pretty much the same thing. It is frustrating, boring, but understandable.

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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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Talk about your clients in your marketing – not yourself

When a prospect in your niche sees your brochure or website, the response you probably hope for is "Yes! This is exactly what I was looking for." A lot of what I see, however, (especially in the fee-only community) is oriented around "this is what we believe."

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Getting Feedback Is Required In Discovering Your Brand

Your brand is what people (and Google) say it is. Your brand is critically important to attracting referrals and new clients. In some ways, it is the cumulative whole of your marketing efforts. It is the totality of the experience someone has with your firm. It includes your marketing, your office, the appearance and demeanor of your staff, what you do for clients and how you do it, and your customer service. And as much attention as you might paid to it, it is not under your complete control.

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Study Shows Clients Get First Impression From Your Website – Make Sure Your Message Is Clear

Don't make the mistake of saying what other advisors put on their websites.

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Niche Marketing Will Become Mandatory For Clients To Find You

Back in March, Lisa Gray posted an article on Advisors4 Advisors entitled “The Big Referral Myth: How The Internet Has Changed The Way Advisors Get Business." In it, she suggests that referrals are no longer the most important way advisors get new clients, but that searching on the web has become the single most critical way to attract new clients.

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How Selling Screws Up Your Marketing

Even advisors who "get" the marketing concept frequently sabotaged it when they sell.

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The Second Step In Your Communication Plan Is Training Your Staff

Creating a compelling brand image that will attract referrals requires everyone in your firm deliver a consistent description of who you can help and how.

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Five Things You Can Do To Attract Referrals In 2012

To help you get started on your referral marketing plan, here are five things you can include in your plan that will help you attract referrals.

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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.