In fact all you need to do is follow 4 simple steps if you want to implement a marketing system that will do precisely what you want it to. If you want to get more affluent clients, there’s really no reason why any advisor can’t have a highly effective system set up and running in less than 30 days.

This video shows you precisely how to do just that.

It’s easy to caught up in all the things that you feel you should be doing. When you get feeling overwhelmed remember, if you make a great offer on your website that resonates with people who visit, you’ll get a large percentage who will opt-in. And if you stay in touch with everyone who opts-in, you’re positioned to turn a large percentage of them into actual clients.

Makes sense, doesn’t it?

But it does leave unanswered the question of, Who’s going to write the free report or article? Who’s going to write the stay in touch messages?

Well, one option is for us to do it for you. Read more HERE

Linked In appears to be the preferred platform since it enables advisors to target specific groups and types of individuals, but doesn’t require as many frequent updates as Facebook or Twitter. While social media seems to be effective as a tool for relationship building and increasing awareness, it’s not surprising that advisors are warned against making investment recommendations via social platforms.

Eric Rehl, first VP at wealth management company Robert W. Baird & Co. is quoted, “We’ve moved beyond participating at the firm level and are exploring how to extend the power of social media to our advisors.”

Baird is using teams of financial advisors to reach out via Facebook and Twitter. Interestingly, the company isn’t restricting the content advisors choose to distribute. The advisors are typically distributing such items as financial news and insights, and retweeting similar content.

“We’re not preapproving everything they send out. We want it to be authentic. If not, people will see right through that.”

Riehl has realistic expectations, “I don’t think that a million-dollar client will just come through the door. It’s more about nurturing the community with meaningful relationships that over time will result in business coming your way.

What’s your firm’s view on social media as a tool for relationship building?

Need a LEAD CAPTURE & DRIP MARKETING SYSTEM, but don’t have the time? THIS will be of interest.

While that’s understandable, the reality is that you’re probably never going to get out of the feast-or-famine business cycles, or take your business to the level you desire, without some sort of marketing system in place.

And that word “system” is key.

The beauty of having a system is that once you set it up, then you can largely let it run on autopilot. But, (you knew there was a “but” coming) that doesn’t completely address the issue of how to set up your system without getting overwhelmed. Let me try to help-and keep in mind I’m a passionate believer in “simple” vs “complex”.

The Don’t-Get-Overwhelmed-With-Marketing approach starts with a simple philosophy; “Never sell to strangers.” What I mean by this is to focus on building relationships first, and only sell to people with whom you already have a relationship. Fortunately, setting up a system to do precisely just that is straight-forward.

There are 3 components, and you need to do these in order. (Please resist the temptation to worry/focus on step 3 before you do steps 1 & 2.)

Step 1: Go to your website. Is there a great “hooky” offer of free information that is prominently advertised on the page? (And no, I’m not talking about a “sign up for our newsletter” box.) This is the crucial step #1. According to those who track such things, up to 96% of visitors who come to your site, aren’t ready to buy or contact you for more information. That means that if you don’t offer this great “hooky’ free offer, you don’t have a chance of building a relationship with people who have a small amount of interest in you. (And if you do step #2 right, you’ll convert a whole lot of these idle prospects into paying clients.)

So the first thing you need to do is create that great free offer. (Remember “HOOKY” topics-not “Here’s what we do”. There’s a big difference.)

Step 2: Create great messages that you send after people request the free offer. Nope, this isn’t a newsletter (although you can certainly supplement the personal messages with a newsletter). You want to have your drip messages have a tone of intimacy as if they are being written to a single individual (even though they may be sent out to dozens, hundreds or even thousands of people over time). This is crucial regardless of whether you’re selling b2b or b2c. Building the emotional connection is key and it’s these messages that will do just that for you.

Step 3: Now (and only after steps 1&2 are done-to beat a dead horse) focus on driving traffic to the page. There are lots and lots of options: SEO, paid advertising on google, facebook, linked in, article marketing, videos, slideshare, direct mail, speaking…the list goes on and on.

Although people tend to focus and obsess on traffic, it’s really steps 1 & 2 that are the most crucial.

Once you have this system in place (the hooky free offer and the drip marketing sequence) now you are in a position where you can put as much-or little-marketing muscle into getting people to the site. What you finally have is a SYSTEM. And guess what…?

That feeling of being overwhelmed just goes away.

Now, if you’d like some personal guidance on how to do this I’d recommend my coaching program.

Alternatively, if you’d like for us to create your hooky free offer, write all your emails, send them out, create the “eye-catching” ad for your website, well no big surprise, I can do that for you as well. Information about that is HERE.

Thanks and talk soon,
Mark

If you are a member of a group or association who periodically seeks engaging, motivational and practical speakers, I hope you’ll contact me (mark@GentleRainMarketing.com). Likewise, I hope you’ll consider joining me on May 17th here in Atlanta for my one day program on Million Dollar Sales Stories: How Top Performers Sell. There’s information HERE.

So why are only a few of us great chefs?

The key is that they understand how the ingredients fit together. They know when to add a “touch of this” and a “dash of that.” There’s a science to it, but there’s also an art.

I’m not sure the art can be taught, but the science certainly can. I firmly believe anyone can master the art of of telling great sales stories and on May 17th I’d like to show you how.

Let me make you a great (and persuasive) story teller.

More here

What I found is the answer is “Yes, you can” if you position yourself as one of the leading experts in your field. What I also found is that this is something all of us can do.

As many of you know, over the past year I’ve been a member of Steve & Bill Harrison’s Quantum Leap program. In a nutshell, it’s a year long coaching program that is specifically designed to teach you how to market yourself to the media so that you become the expert which attracts new clients to you.

Over the past 12 months I’ve gone from someone who had zero media visibility to being featured on ESPN, WABC, Inc Magazine, Entrepreneur, Selling Power, Investment News and many others. I can say that without a doubt this has dramatically increased the number of calls I get from prospects who are interested in learning more about my services.

If you’re serious about growing your brand, gaining greater visibility in your market or desire to to be “sought after” rather than always “chasing business”, I think this is something you should consider.

As you know I don’t recommend others lightly, but I can speak from personal experience that this was outstanding. What I learned from Steve and Bill took my business to a new level, and I think it could do the same for you.

If nothing else, it’s certainly worth checking out, and there’s additional information is HERE

Finally, it occurred to me that it was a complete waste of time.

Think about what’s typically developed.

Either it’s what I call the Yellow Page classification answer…”I’m a financial advisor”…accountant…butcher…baker…candlestick maker.” Exceeding dull and only serves to check off our list of polite chatter, “I’ve said what I do.”

Or it’s incomprehensible to anyone who doesn’t live in your business world…”I’m a supply chain consultant.” (Come again?). “I integrated proprietary networking systems into legacy based infrastructures.” (How nice for you.)

Or, we attempt to get creative…”I help people live their dreams.” “I turn potential into gold.” Blah, blah, blah. (As an aside, how does anyone actually say that stuff with a straight face? It’s a rhetorical question-so if you are someone who uses a “creative” elevator speech, there’s no reason to write me an angry note.)

But, we do have to say something. So what’s the answer?

Here’s what I think.

The goal for what you say is to stimulate curiosity. If they’re interested in learning more, they’ll let you know. That permission then enables you to tell them the short story about what you do.

I recently saw a great example of this from, of all people, a lady involved in MLM/Network marketing. As a group, these people are usually the worse at this sort of thing, but this lady had a great answer to the “what do you do?” question.

“I help mature women look as attractive as possible.”

I was intrigued and followed her around the room for a bit. Virtually everyone she said this to, asked a follow up question. That question then gave her permission to tell her story about how she started selling this product. (Did you catch why this line works so well?)

The lesson? Get them curious.

For years I told people some version of “I’m a marketing consultant.” The alternative I used, “I assist business owners attract more new clients with no cold calling” was OK, but never flowed as smoothly as I desired.

One day it occurred to me that one of the primary ways I attract clients is through my books, and that I spend the majority of my time preparing, writing or promoting them. Thus, I shifted my answer to, “I primarily spend my time writing books.”

What a change in reaction.

“What types of books?” “How many have you written?” “What are they about?” “Where can I get them?”

This naturally enables me to transition into the story about how I became an author, how I speak, train and coach people on using stories to sell.

Rather than just blab at people uninvited about what we do, or attempt to be cutesy with our elevator speech, focus instead on making them curious. That way you’ll be invited in to tell the longer story about how clients benefit from your services.

However…figuring out what precisely will make them curious requires that pesky mental heavy lifting I often refer to. But, if you’re planning on using networking events or other social engagements as a tool for meeting new clients, it’s certainly worth the effort.

Good food for thought.

PS: Would you like some assistance is developing your Anti-Elevator Speech? GO HERE