Articulate Your Value Promise—A KEY SUCCESS STRATEGY - Episode 21

Описание: To get affluent clients’ attention these days, you must communicate the tremendous value you deliver to your target market and why you care so much about helping your clients succeed. Here’s how to do both.

Build a great financial advisory business—and a great life!

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Most clients can’t tell financial advisors apart anymore.

The good news: There are two steps you can take that will clearly and definitively tell prospective clients and referral sources such as centers of influence how you are different from the pack and why they should work with you.

In fact, we have discovered that the elite financial advisors who consistently earn $1 million or more each year take these steps more often than do their peers—and they do a better job at implementing them.

Clearly express your value promise

When you’re in front of prospective clients—and potential referral sources such as centers of influence—you need to be able to provide a precise, succinct and compelling description of:

• The clients you serve
• How you serve those clients
• How those clients become more successful as a result of working with you

When you do all those things, you clearly express your value promise. This leads to two big benefits:

• It makes it easy for new prospective clients to start exploring working with you.
• It positions you as a go-to advisor in the eyes of the community of people (or “niche”) you most want to serve. When your niche thinks of great financial advice, they think of you.

Tell your personal story

You also want to share a personal story about yourself—your experiences and your values—that tells ideal prospective clients why you care so much about serving them extremely well.

It’s your specific and heartfelt narrative of your reasons for working with your clients.

When you craft a personal story well and tell it in a compelling way, you set the stage for a personal bond between you and clients that other advisors can’t match.

The upshot: With the simple yet elegant power of your words and your story, you will stand well apart from your competitors—and send the powerful messages that you have the passion and can deliver the value that affluent clients want from their advisors.

So, check out the latest episode and don’t forget to leave a comment. What do you say when a prospective client or COI asks you what you do? Do you have a way to precisely and succinctly send the twin messages that you add tremendous value and are passionate about helping your clients?

John Bowen

Don’t forget to share this business-building advice with your team and others so they can gain key insights, too:    • Articulate Your Value Promise—A KEY SUCCES...  

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ABOUT JOHN BOWEN
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John Bowen is the founder and CEO of CEG Worldwide, the world’s leading coaching firm for financial advisors. For more than 19 years, Bowen and his team have had the privilege of coaching elite financial advisors to build simple, elegant wealth management businesses that serve their affluent clients extremely well while building lives of significance for themselves, their teams and their loved ones.

Before founding CEG Worldwide, Bowen worked directly with affluent clients as a financial advisor for 21 years, managing up to $2 billion in assets before selling his firm. Following the sale of his firm, he became CEO of Assante Capital Management. During this time frame, Assante more than tripled its assets under management to more than $25 billion.

Bowen is widely recognized as a leader in the financial services industry. Over three decades, he has delivered hundreds of keynote presentations and workshops to thousands of top advisors around the world. For more than 20 years, he wrote a highly acclaimed monthly column for the leading U.S. financial services trade journal, Financial Planning. And he is the author or co-author of more than a dozen books, including The Elite Wealth Manager: Delivering Exceptional Value, Achieving Exceptional Success; Your Optimal Financial World: How Driven Entrepreneurs Can Benefit from High-Performing Virtual Family Offices; The Wealthy Client Pipeline: Leveraging Thought Leadership to Build Profitable Partnerships with Attorneys and Accountants; and Breaking Through: Building a World-Class Wealth Management Business.

Take the next step: Accelerate your pathway to elite advisor status—Schedule your complimentary Strategy Session – Best Year Ever Consultation call to get on the fast track to even more success: https://bit.ly/3g226uv