How To Get Clients As A Financial Advisor
Summary
TLDRDans cet épisode de l'émission Inside BS, Dave Lorenzo révèle sa méthode en six étapes pour attirer des clients en tant que conseiller financier. Il insiste sur l'importance de définir son client idéal, de se présenter devant des groupes cibles, d'offrir des informations précieuses en échange des coordonnées, de suivre régulièrement les prospects, de valoriser les évangélisateurs et de se concentrer sur un secteur spécifique pour ensuite élargir. Il propose également un raccourci appelé 'Le Chemin de la revenu' pour le développement des affaires, et conclut en soulignant qu'il ne faut jamais supposer que les gens comprennent ce que vous faites.
Takeaways
- 🎯 Identifiez votre client idéal en examinant votre base de données et en déterminant le type de client que vous souhaitez attirer davantage.
- 🔎 Effectuez une recherche approfondie sur votre client idéal en vous concentrant sur leurs démographiques et psychographiques, ainsi que les événements financiers clés de leur vie.
- 🗣️ Communiquez avec vos clients idéaux en les abordant dans des groupes cibles, par exemple en participant à des organisations où ils se trouvent ou en publiant des articles en ligne qui les visent.
- 📚 Offrez de l'information précieuse en échange des coordonnées de vos clients idéaux, comme un rapport gratuit à la fin d'une vidéo éducative.
- 📨 Suivez activement vos prospects chaque semaine en leur offrant des informations éducatives pour établir une relation de confiance et de valeur.
- 🤝 Développez des relations avec des évangélisateurs, des personnes qui vous recommandent des affaires sans être vos clients, en formant une équipe de pouvoir et en co-marchant.
- 👥 Constituez une équipe de pouvoir avec des professionnels tels que des comptables, des banquiers, des conseillers en assurance et des avocats pour échanger des recommandations mutuelles.
- 📈 Commencez par vous concentrer sur un segment d'industrie spécifique, comme les gastro-entérologistes, pour devenir le spécialiste reconnu dans ce domaine, puis élargissez progressivement votre portée.
- 📊 Ne jamais supposer que les gens comprennent ce que vous faites. Assurez-vous que votre réseau comprend en détail le rôle et les services d'un conseiller financier.
- 🚫 Ne faites jamais l'erreur de cibler n'importe qui, car cela signifie en réalité cibler personne. Concentrez-vous sur votre client idéal pour maximiser l'efficacité de votre stratégie.
- 🛣️ Utilisez le Revenue Roadmap fourni par Dave Lorenzo comme un guide étape par étape pour développer votre entreprise et générer un revenu récurrent et passif.
Q & A
Quel est le sujet principal de cet épisode du Inside BS show ?
-Le sujet principal de cet épisode est comment obtenir des clients en tant que conseiller financier.
Quel est le nom de l'animateur de l'épisode et quel est son rôle ?
-L'animateur de l'épisode est Dave Lorenzo. Il partage les secrets de l'entrepreneuriat et des stratégies commerciales pour aider les conseillers financiers à attirer des clients.
Quel est le premier pas de la méthodologie de Dave Lorenzo pour identifier les clients idéaux ?
-Le premier pas consiste à identifier les clients idéaux en examinant la base de données existante et à se demander quel type de client on souhaiterait avoir davantage.
Quels sont les éléments clés à étudier lors de l'identification d'un client idéal ?
-Les éléments clés à étudier incluent l'âge, la taille de la famille, les événements financiers qu'ils vivent et s'ils appartiennent à des organisations spécifiques.
Pourquoi est-il important de cibler les clients idéaux plutôt que n'importe qui ?
-Cibler les clients idéaux est important car même si on manque légèrement la cible, ils seront toujours meilleurs que la moyenne des clients. Cibler n'importe qui équivaut à ne cibler personne.
Quelle est la deuxième étape de la stratégie de Dave Lorenzo pour obtenir des clients ?
-La deuxième étape est de se présenter devant les clients idéaux dans un cadre de groupe, en recherchant des organisations où ces clients se réunissent ou des publications qu'ils fréquentent.
Quels sont les avantages de publier des articles ou de parler devant des groupes de personnes qui correspondent à vos clients idéaux ?
-Cela permet de se positionner en tant qu'expert dans le domaine et d'attirer l'attention des clients potentiels qui cherchent des conseils financiers.
Quelle est la troisième étape de la stratégie de Dave Lorenzo ?
-La troisième étape consiste à offrir des informations précieuses en échange des coordonnées des clients idéaux, comme un rapport gratuit à la fin d'une vidéo éducative.
Comment la quatrième étape de la stratégie peut-elle aider à établir une relation avec les prospects ?
-La quatrième étape, qui est de suivre les prospects chaque semaine avec des informations éducatives, aide à établir une relation en partageant des connaissances utiles avant même de recevoir un paiement.
Quels sont les avantages de travailler avec des 'évangélisateurs' ou des personnes qui vous recommandent des affaires ?
-Les évangélisateurs sont des personnes qui vous recommandent des affaires même s'ils ne sont pas vos clients. Ils aident à élargir votre réseau et à attirer de nouveaux clients grâce à leur confiance et leur estime.
Quelle est la cinquième étape de la stratégie de Dave Lorenzo ?
-La cinquième étape consiste à offrir de la valeur à ces évangélisateurs, en formant une équipe de pouvoir, en co-marketing avec d'autres professionnels et en interviewant des personnes qui pourraient être des clients idéaux.
Pourquoi est-il recommandé de commencer avec un focus serré sur un segment d'industrie spécifique ?
-Commencer avec un focus serré permet de devenir connu dans un secteur spécifique, ce qui facilite l'expansion vers d'autres segments après avoir établi une solide réputation.
Quel est le conseil de Dave Lorenzo sur ce qu'il ne faut jamais faire ?
-Dave Lorenzo conseille de ne jamais supposer que les gens savent ce que vous faites. Il est important de s'assurer que les personnes de votre réseau comprennent bien le travail que vous faites.
Quel est le raccourci offert par Dave Lorenzo pour le développement des affaires ?
-Dave Lorenzo propose un système de développement des affaires pour les conseillers financiers appelé 'La carte de revenus', qui offre une guide étape par étape pour attirer des revenus récurrents et passifs.
Comment pouvez-vous obtenir la carte de revenus offert par Dave Lorenzo ?
-Pour obtenir la carte de revenus gratuite de Dave Lorenzo, il suffit de cliquer sur le lien dans la description de la vidéo.
Outlines
😀 Comment attirer des clients en tant que conseiller financier
Dans ce paragraphe, Dave Lorenzo présente son émission 'Inside BS show', où il partage des secrets de stratégie d'affaires. Il explique qu'il va dévoiler une méthodologie en six étapes pour attirer des clients en tant que conseiller financier, ainsi qu'une astuce pour obtenir des clients meilleurs et plus nombreux. Il insiste sur l'importance de l'identification du client idéal en tant que première étape, en examinant la base de données existante et en cherchant à comprendre qui sont ces clients, leurs démographiques et psychographiques, et où les trouver. Lorenzo souligne également que ne pas identifier son client idéal est une erreur courante parmi les conseillers financiers.
📢 Étape 2 et 3 : Se présenter devant les clients idéaux et offrir de l'information précieuse
Dave Lorenzo poursuit avec les étapes deux et trois de sa méthodologie. Il suggère de se présenter devant les clients idéaux dans un cadre de groupe, en trouvant des organisations où ils se réunissent ou des médias qu'ils fréquentent. Il recommande également de publier des articles, de réaliser des vidéos éducatives et d'utiliser les réseaux sociaux pour toucher ces clients. La troisième étape consiste à offrir de l'information de valeur en échange des coordonnées de ces clients, comme un rapport gratuit à la fin d'une vidéo éducative, permettant ainsi de communiquer avec eux à long terme.
📅 Suivi hebdomadaire et valeur pour les évangélisateurs
Le paragraphe décrit l'étape quatre de la stratégie, qui est le suivi hebdomadaire des prospects en leur offrant des informations éducatives. Lorenzo mentionne l'utilisation de vidéos-FAQ pour répondre aux questions des clients et de communiquer régulièrement avec la base de clients potentiels. L'étape cinq concerne la fourniture de valeur aux 'évangélisateurs', qui sont les personnes qui recommandent les services du conseiller financier, même s'il ne les paie pas. Il suggère de former une équipe de pouvoir avec des professionnels tels que des comptables, des banquiers, des assureurs, des coaches d'entreprise et des avocats pour échanger des recommandations et de faire du co-marketing, ainsi que d'interviewer des clients idéaux pour un podcast ou une émission vidéo.
🎯 Se concentrer sur un segment d'industrie et évoluer
Dans ce dernier paragraphe, Lorenzo insiste sur l'importance de se concentrer sur un segment d'industrie spécifique pour se développer en tant que conseiller financier. Il donne l'exemple de cibler les gastroentérologues et de devenir le spécialiste reconnu pour ce groupe de professionnels. Une fois établi dans ce secteur, il est possible d'élargir la portée à d'autres groupes de médecins. Il conclut en rappelant les étapes de sa méthode et en donnant un avertissement contre l'assumption que tout le monde sait ce que fait un conseiller financier. Il recommande de vérifier auprès de sa propre famille et de son réseau ce qu'ils comprennent de son rôle. Finalement, il propose une 'Feuille de route des revenus' comme un guide pour le développement des affaires, offrant de révéler tous ses secrets pour aider les conseillers financiers à générer des revenus récurrents, répétés et passifs.
Mindmap
Keywords
💡Conseiller financier
💡Client idéal
💡Recherche de marché
💡Événements financiers
💡Marketing de groupe
💡Éducation continue
💡Évangélistes
💡Co-marketing
💡Niche
💡Feuille de route des revenus
Highlights
Dave Lorenzo introduces his six-step methodology for financial advisors to attract clients.
The importance of identifying your ideal client through deep research and understanding their demographics and psychographics.
Interviewing your ideal clients to discover where you can find more of them, such as their schools, living areas, and organizations they belong to.
The mistake of not identifying your ideal client first and the benefits of targeting them specifically.
Getting in front of ideal clients in a group setting, such as speaking engagements and publishing articles on platforms they frequent.
Utilizing social media to reach and provide educational information to groups of ideal clients.
Offering valuable information in exchange for contact information from potential clients.
Creating educational content like videos and offering free resources to establish communication with potential clients.
The strategy of following up with prospects every week with educational information.
The concept of 'evangelists' and how they can help financial advisors gain clients through referrals.
Forming a power team with other professionals to exchange referrals and grow the business.
Co-marketing with professionals in other industries to reach a wider audience.
Interviewing potential ideal clients for podcasts or shows as a strategy to attract them.
Starting with a narrow focus on a specific industry segment and then expanding once established.
The importance of not assuming that people know what a financial advisor does and ensuring they understand your role.
Dave offers a shortcut for business development called the 'Revenue Roadmap' for financial advisors.
Invitation for viewers to engage by liking, commenting, and subscribing for more content on financial advisor strategies.
Transcripts
- How to get clients as a financial advisor?
That's the question we're going to answer today
on this episode of the Inside BS show.
(sound made by logos)
Hi, my name is Dave Lorenzo.
This is the show that takes you inside business strategy.
We share all the insider business secrets with you.
We help you cut through all the inside BS
that's holding you back.
And on today's show, we're tackling the subject of
how to get clients as a financial advisor.
On today's show, I'm gonna share
my six step methodology with you.
I'm also gonna share with you one thing
you should never ever do,
I'm gonna share that at the end of the show,
and I'm gonna offer you a shortcut
to help you get more clients, better clients
as a financial advisor.
That's all coming up throughout the course of this video
and the shortcut in the one thing you should never do,
I'm gonna share with you at the end of the video today.
So make sure you stick with me all the way to the end.
Our goal today is going to be to help you get more clients
and better clients.
The first thing you need to do step one in my system
is identify your ideal client,
identify your ideal client.
So it's very, very simple,
look at your database of clients right now
and say to yourself, who do I want more of?
If I could have 100 of these people or 1000 of these people
I would want this specific client.
Figure out who that client is, and then interview them
and do deep research into who they are?
What they like?
What their demographics are?
And what their psychographics are?
What does this mean?
What's their age?
What's their family size?
What type of events, financial events are they experiencing
in their lives right now?
Then I want you to interview them
and figure out where you can find more of them.
Do they all go to private schools?
Do they all go to a certain type of school?
Do they live in a certain area
in your city or your state or your town?
Are they members of specific organizations?
All of these things are critical
in ideal client identification.
This is a step that's often missing in financial advisor
client attraction systems.
Financial advisors, often think to themselves,
well, I'll just go out and I'll talk to everybody
and somebody will surface.
Or I'll just go out and make sure I get the word out
to my referral sources and they'll find me people
who have money in motion type events,
and they'll refer them to me.
It's a mistake to not identify your ideal client first.
Why? Because if you identify your ideal client
and you spend all of your time targeting ideal clients
even when you miss the target slightly
they'll still be better than your average client.
If you target anyone, you're really targeting no one.
So the first step in our system
is to identify your ideal client.
The second step in our system is to get
in front of those people who are your ideal clients
in a group setting.
You have to ask yourself, how to get clients
as a financial advisor is all about
getting in front of ideal clients in a group setting.
So are there organizations that you can speak in front of
where your ideal clients will populate
the majority of the room?
Is there a publication, a paper, a magazine
or is there a website that people who look just
like your ideal clients will often visit to stay up to date
on what's going on in the financial markets
or what's happening with the economy?
Your goal is to publish articles.
Your goal y'all should be to speak to groups
that are are full of your ideal client.
Publish articles on websites that target your ideal client.
Make videos like this one in a way that can be distributed
to people who are just like your ideal client.
Social media is fantastic for this.
You can find groups of people
who are just like your ideal client in social media
and provide valuable educational information
to the people in those groups
so they will come out of those groups and hire you.
The third step in our process is
to offer valuable information
in exchange for the contact info from these people
who are your ideal clients.
Offer valuable information
in exchange for their contact info.
So you create an educational video just like this
and then you make an offer of something for free
a free report at the end of the video.
And you tell them how they can get the free report from you,
and they send you an email, you get their email information
and then you can communicate with them for ever.
And when they have an event, you're more likely to
be there to help them through that financial event.
You're more likely to be there to help them prepare
for that financial event.
If you've been communicating with them over the long term.
Step number four is,
follow up with these folks every single week.
Offer them educational information every single week.
One of the things I do with my clients
is I sit down with my clients with a camera, just like this
and I pitch them some of the questions
that their clients have asked them.
We call these frequently asked questions or FAQ videos.
We do these videos with our clients
and the clients distill them down.
We record 60 or 70 of them
over the course of two or three months
and then we break them down into weekly emails
and do a written email along with the video
and they're answering frequently asked questions,
so what's happening?
They're communicating with their database of clients.
Our financial advisor clients are communicating
with their prospects on a weekly basis
and they're sharing questions that they've received.
They're educating their prospects.
So when the prospects are ready and they're looking
for an expert, who are they gonna go to?
They're gonna go to the expert who has been
sending them videos every single week, the expert
who's been sending them those emails every single week.
Our clients follow up with their prospects
with their leads every week, educating them
delivering valuable information, helping them
before they even get paid a penny.
Follow up every week, that's step four.
Now step five, deliver value to your evangelists.
That's step five.
So what are evangelists?
Who are evangelists?
Evangelists are people who refer you business
even though they're not clients of yours.
So think of that CPA who sent you some great business.
Think of that bookkeeper who sent you that great client.
Think of the lawyer, the trust in the state's attorney
who sent you that fantastic client.
You're trying to get clients as a financial advisor
and these people are sending you great prospects
and you're converting them into clients, why?
Because these people know you, like you and trust you,
and when they refer you, that trust comes through.
Well, those are evangelists.
Evangelists are people who've never purchased your services,
who've never given you a dime
but they refer you all the time.
So there are three really powerful strategies
three really powerful strategies,
I want you to do with your evangelists.
The first is form a power team.
What's a power team?
It's you and a group of people who refer you business a lot
and there are people you can refer to all the time.
So as a financial advisor
you want to connect with CPAs or a bookkeeper.
You want to connect with a banker.
You want to connect with perhaps an insurance sales person.
You want to connect with a business coach.
You want to connect with a lawyer
who handles trust and estates work.
And you want to connect with a lawyer
who does business transactional work.
This is your power team.
These are people who are well-networked in the community,
they know how to refer.
What you're going to do is you're going to refer one piece
of business to each of them every week.
And each of them are going to refer one piece
of business to you every week.
Remember, these are people who get referrals.
They know how to pass referrals.
You need to know how to pass referrals too
if you want to learn how to pass referrals,
I have a whole host of videos on my YouTube channel
that will show you how to do it.
But attracting and passing referrals
for these people is critical
'cause they're out there selling you every day.
The second strategy I want you to do is co-marketing.
I want you to do events, webinars, speaking engagements
write articles with people in other industries
who target the same client.
You and these other professionals are going to
write articles every single week.
And you're going to send them to your list
on behalf of your partner, your referral partner,
they're going to send them to their lists
on behalf of your referral partnership.
That's co marketing.
The third step I want you to do,
I want you to interview people
who could be your ideal client.
Interview that affluent family down the street
for a podcast and ask them questions about
what they're doing with their money?
This is a great way to convert people to becoming clients
for you, interviewing people for a podcast or a video show
is a phenomenal strategy for wooing them as client.
Interview a family office manager for your podcast,
that family office manager will remember
that you interviewed him or her,
and if there's an opportunity
they will allow you to help them manage some
of their investments.
The final step is to start narrow with your focus
and grow from there.
So you're a financial advisor
and you want to grow your business,
you're looking for how to get clients
as a financial advisor.
What you can do is you can target people
in a specific industry segment.
Say you're gonna target doctors,
in fact, you're going to target gastroenterologists,
that's exactly who you're gonna target.
So you're going to conventions
that gastroenterologists attend.
You're doing speeches for local gastroenterologists.
You're educating them on how to protect their assets,
how to make more money, how to save their money,
how to buy the right insurance products,
as a financial advisor you're doing all of these things
but you're focused on that narrow niche.
Now, why are you focused on that narrow niche?
Because every gastroenterologist
in your area will know that you're the man,
you're the woman, you're the person for financial advice
for people who do what they do.
After you become known for gastroenterologists,
being that guy, that person, that financial advisor
for gastroenterologists, you can expand into
pediatricians or cosmetic surgeons or all doctors,
start narrow and become known for working with those people
and then expand afterwards.
Now I told you that I would give you all
of the steps in my system and I've done that,
and there's one thing you should never ever do.
And there's also a shortcut before I share that with you
I need your help, please if you got any value
out of what you heard today, smash that thumbs up,
smash that like button I need your likes.
And I also need you to tell me in the comments
what you want to hear more of.
I do these videos every day
and I wanna make videos that you wanna see.
So tell me what you want more guidance on
when it comes to how to get clients
as a financial advisor or business strategy
for financial advisors or sales for financial advisors.
Tell me what you want to hear more of down in the comments
please and subscribe.
When you subscribe and you hit the notification bell
you'll get a pop-up on your screen,
and it'll tell you when we upload new videos
and you don't want to miss a video cause
miss videos means miss money.
All right?
Here's the one thing you should never do,
you should never ever assume that people know what you do.
I want you to try this experiment right now,
call your grandmother or one of your aunts
or call your uncle and say,
uncle, what is it that you think I do?
And he's gonna say, well, you're a financial advisor.
You're going to say great, what does that mean?
And he's going to say, ah, blah, blah, blah,
you're like a stockbroker like in the movie wall street
and that's only part of what you do.
Everyone in your network should be able to
describe what you do and you should never assume
that people understand all the nuances of your job.
So those who are closest to you go to them right now
and make sure they can completely describe what you do.
This is essential.
All right,
if you're looking for a shortcut for business development
I've got a whole system for you.
I've got a business development system
for financial advisors.
I call it the revenue roadmap.
You can see it right there.
We're putting it up on the screen right now.
That's the revenue roadmap.
Now, if you want a breakdown of each
of the steps on the revenue roadmap that lead
to relationship revenue, this is recurring revenue,
it's repeat revenue, it's passive revenue.
This is all really good income for you.
They're the best forms of income.
I describe all of that and I give you my step-by-step guide.
If you want the guide, click the link below the video
the link down in the description.
It's a free gift from me.
Click the link free gift from Dave
the revenue roadmap I give away all my secrets.
My system for financial advisors is disclosed right there.
Click that link for that free revenue roadmap.
I can't wait to see you back here
for another edition of the inside BS show
until then, my name is Dave Lorenzo
and here's hoping you make a great living
and live a great life.
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