How to Really Grow Your Business in Today’s Marketplace!

1. How to Really Grow Your Business in Today’s Marketplace! Pacific Advisors 2019 Breakout Session Attendees

2. STRATEGY #1 Leverage Your Best Clients and Grow Effectively

3. 1. Being in the marketplace is easy. Being foundis not!

4. 2. The Mass Market is now a Mass of niches or verticals.

5. 350 Financially Successful Consumers Were Asked • How can advisors obtain more clients like you?

6. Interviewees said, “Mass marketing is offensive. Advisors don’t know us and have no idea what we want.”

7. 87% of people belong to an organization or network that supports what they do for a living 87% of people interviewed belong to an organization or network that supports what they do for a living or other interests and… and 71% say they want to work with an advisor in “their network!” 71% said they and their friends “want to work with an advisor in their network!”

8. How to identify good verticals and move forward?

9. Duplicate your best 10 -15 clients/prospects.

10. A. They see you as their financial resource.

11. B. They are delighted advocates for all of your work on their behalf.

12. C. They are activemembers of the community.

13. How to Determine Where to Focus???

14. Focus on definable segments or groups … based upon how they network and communicate…

16. Here is an example of a relational segmentation worksheet done correctly that uncovers potential vertical markets.

19. The ONLY way to complete the relational segmentation worksheets correctly ……... is to CALL your best clients and prospects to discover their networks.

20. “We have made a decision to know more about our clients, so we can serve you better and grow our business with more people like you. To help us focus our service efforts and marketing activities, and to update our file data, 1-what are some of the (associations, clubs, organizations) to which you belong that support your (industry, profession, passions)? 2-What are some of the recreational, charitable, or cultural organizations to which you belong?”

21. STRATEGY #2 Leverage the Organizations Where Your Best Clients Are Involved and that You Choose to Target

22. 1. Join your target vertical market(s) clubs and associations.

23. 2. Be sure to attend every event and meeting so they get to know you.

24. 3. Get involved by participating in meetings, functions and committees.

25. Best are: Welcoming Membership Development

26. 4. Move from involvement and participation to having businessmeetings.

27. • Transition from meeting people to “meeting with people.”

28. Use This Proven Transition Script Exactly As It Is Written: “Now that we have spent time together personally (serving on a committee together, etc.), I would like the privilege of introducing myself to you professionally.” “Let’s have breakfast or lunch one day next week. After we have a conversation about your business and mine, we can decide if we need to bring it up again. Would Tuesday or Thursday be best?”

29. STRATEGY #3 Leverage the Clients in Your Chosen Markets to Increase Prospecting Velocity

30. Ask your top clients in a target market for targeted introductions that drill into your markets.

31. Step 1 Use a list.

32. Step 2 Ask who they know.

33. Step 3 Ask for their help to meet the people they know.

34. Step 4 Close the discussion by outlining the next steps.

35. STRATEGY #4 Use The Weylman Center Coursework and Tools to Execute Effectively