Tag: Target Market

The wider the marketing net you cast, the less relevant and effective your messaging becomes. Standing out and attracting the right clients can feel like an uphill battle. Many advisors resort to casting a wide…

Online Reviews = Social Proof Social Proof = Winning New Clients [Guest Article from Whit Lanier, CEO – Amplify Reviews] The financial advisory industry doesn’t exactly have a reputation for innovation. In line with that…

When it comes to intergenerational wealth – some advisors get it right and others make very costly mistakes. Drawn from my recent podcast interview with family office advisor, Barry Banther, here are three insightful and…

Harvey Mackay managed an envelope company in the 1960s, yet he solved a problem that still haunts advisory firms today. In Harvey’s case, his salespeople had superior product knowledge. But their customer knowledge was skipping a…

When markets get choppy, financial advisors often shift into “defense” mode, focusing primarily on calming anxious clients and protecting existing relationships. And rightly so. While it’s crucial to provide reassurance during volatile times, focusing exclusively…

The difference between winning and losing a prospective client often comes down to how clearly you can demonstrate your value. While many advisors rely solely on verbal presentations and informal discussions, implementing a formal proposal…

In the world of rifle marksmanship, there is a widely embraced mantra: “Aim small, miss small.” This principle underscores the idea that focusing on a very specific, small part of a target minimizes the margin…

The trend is clear. More and more advisors are finding value in narrowing their focus to target a well-defined niche or target market. Here are the results of an unscientific LinkedIn poll I conducted recently… Benefits of Focusing…

The Language of Asking for Introductions Without Pushing, Begging, or Looking Like The Creepy Referral Guy Excerpted from Bill’s new book… The Language of Referrals:  The Words & Scripts Financial ProfessionalsUse to Win More Ideal…

You are in the evidence business! Your prospects need to see the evidence that you are the right fit for them. Your prime evidence building tools are: In today’s blog, I’m going to focus on the stories that come from…