Helping Insurance, Investment and Financial Advisors
Attract More Ideal Clients  to Grow Your Business

 

"If you do the same things today, that you did yesterday,     then why should you expect to get better results tomorrow?"        Let us help you get off the treadmill and achieve greater success.

Why should prospects choose to do business with you?

Do you have a university education?  Do you have one or more professional designations? Do you know your products inside and out? Do you have a 6 Step process to financial planning? Do you represent one or more financially sound and stable companies? Are you honest, ethical, trustworthy, and always place your clients’ interests ahead of your own? Do you offer exceptional service, innovative investment vehicles, great rates of return, and competitive insurance products and premiums?

Congratulations and welcome to the world of commoditization. Why, because many of your competitors also answered yes to the above questions. 98% of all advisors look the same and talk the same, and to the consumer, you are the same! Do you still think that you unique or different from the rest of the pack?

Advisors spend a disproportionate amount of time on technology, products, proposals, and paralysis-by-analysis, and much too little time on marketing and appealing to emotions. It is a much shorter distance from the brain to the heart than it is from the brain to the wallet. Research studies have proven over and over that people buy on emotion and justify with logic. Yet most advisors spend a tremendous amount of time and effort trying to sell to the logic side of their prospects. Have you ever presented a perfectly sound investment vehicle or portfolio, financial plan, or insurance solution, and your prospect looked at you with a stone face and ultimately did not buy and you could not figure out why? Does your marketing appeal to your clients’ emotions and touch their hearts or do you spend most of your time talking about facts and statistics and appealing to logic?

“No appeal to logic is ever as successful as an appeal to emotion”
Aristotle

Ask most advisors what business they are in and the typical responses are “I am in the insurance business” or “I am in the financial services industry”. Wrong! You are in the people business first and foremost. And your main objective should be to market yourself first. Why? Because people buy you first, before they will buy your products, services, or the companies that you represent. If you fail to touch your clients’ hearts, you will fail to earn their trust. Today’s consumer wants a relationship with an advisor that they can trust. Study after study reveals that trust is the #1 factor in choosing and staying with an advisor. Trust is 2x more important than even superior investment returns. If all people wanted were the lowest premiums, lowest MER or the best index funds, they can go to an unlimited number of discount and on-line brokerage houses.

You sell intangible products and services. The only product your client can see, hear, feel, touch, and smell is you. Today’s consumer is more skeptical, more knowledgeable, more demanding, and less trusting than ever before. That is why knowing how to package yourself, promote yourself, and market yourself are imperative to attracting more ideal clients and achieving greater success. Remember, clients buy you before they buy your products, services, or company and they must have trust in you before they will do business with you.

“If you can’t touch your prospect’s heart, he’ll never let you touch his pocketbook”
Michael Masterson

Ask yourself, “What am I really doing to differentiate myself from the competition? Why should a prospect do business with me? What sets me apart from all the other equally qualified advisors”?  Competition is fiercer than ever before in today’s financial services industry. What are you doing to make a great initial impression and convert that into a lasting impression? What are you doing to establish your credibility and develop trust? Today’s consumer is looking for a trusted professional advisor, not just a salesperson. What are you doing to avoid being perceived as just another stereotypical financial advisor? You are in the marketing business first and foremost … prospects must buy you first, before they buy your products, services, or company.

You’ve probably heard the expression “people judge a book by its cover”. Yes it is true that people will make a 1^st impression of you in less than 10 seconds, so your 1^st impression has to be a great impression and your marketing must do a great job of packaging you in the best possible way. But it doesn’t end there. Have you ever bought a book or a DVD movie just because it had a beautiful cover or intriguing package, but you were thoroughly disappointed in the content? Remember how you felt? Do you want a good prospect to think of you that way?  That’s why packaging is important to get you in the door and make a great initial impression. But once you are in the door, content is vital to make a lasting impression that results in a trusting long-term relationship.

"What are you doing to be memorable?"
Seth Godin, author of Purple Cow

Competition is getting fiercer by the day. There is no silver medal and rarely any reward at all for finishing second in this business. Are you happy with your current level of sales and income? Is your marketing producing results that you are satisfied with? If you continue to the same things day after day after day, why should you expect to get better results? You must get off the treadmill and learn to work smarter instead of harder. Effective marketing tools and systems are an investment in your business (not an expense) that you will recover many times over. You are in the marketing business, first and foremost. Clients buy you before they buy your company or your products. Differentiate yourself from the competition. Stand out from the crowd. Distinguish yourself as a professional advisor. And watch your sales grow!

The Power of Marketing You™ has never been greater than it is today, because your prospects and clients buy you first, before they buy your products or services. Every time you meet a new prospect, you are applying for a job; the job to be their advisor. Are you always at your very best for the all important first meeting? The typical consumer will often interview 3 or 4 advisors before they “hire” one. Why should they choose you over the other candidates? What differentiates you from all of your competitors?

"I'm not very good at selling. Therefore I must make it easy for people to buy"
F.W. Woolworth

Thousands of articles, books, courses, training classes, and seminars have dealt with the “art of closing” the sale. But, how quickly you "close" the sale, depends on how well you "open" the sale, through the use of effective marketing. Sales people push products! Advisors consult and help their clients solve problems and recommend the most appropriate solutions.

      Would you like to....

• Position yourself as the advisor of choice?
• Work smarter, work less, and dramatically increase your revenue?
• Instantly differentiate yourself from your competition?
• Build a highly efficient and superior practice?
• Astonish your prospects and clients with a tremendous 1st impression?
• Create credibility before you even meet your prospects?
• Reinforce trust and confidence with existing clients to generate repeat business?
• Significantly increase the lifetime value of your clients?
• Turn prospects into clients, and clients into passionate advocates?
• Fill your pipeline with ideal referrals and personal introductions?
• Keep you top of mind when prospects and clients are ready to buy?
• Tell your unique story to your target audience like only you can?
• Make it easy for Centers of Influence to refer you and introduce you like never before?
• Clone yourself and be in hundreds of places at once and always be your very best?
• Clone your very best clients and replicate your top 10 clients over and over?
• Get past the gatekeeper to see affluent prospects you were never able to see before?
• Close more sales and bigger sales and take your business to new heights?
• Have clients and prospects call you to make an appointment to meet with you?
• Give your prospects and clients a compelling reason to meet with you?
• Rise above the crowd and set yourself apart from the competition?
• Position yourself as a trusted professional advisor vs. just another salesperson?
• Articulate your unique story and value proposition?
• Attract ideal clients, repeat business, and quality referrals?

“People don’t buy equity mutual funds from people they understand,
they buy them from people they trust”
Nick Murray … Industry guru

Make your sales soar, increase your revenue, and take your business to new heights with your professionally designed prestige Custom Made multimedia business cards and Laser Marketing process from White Knight Group™.

Every advisor's practice is unique. Our multimedia business cards are not mere cookie cutter CDs with your name and photo.

We offer prestige custom made solutions to tell your unique story and articulate your value proposition.

The White Knight Group™ is the only company specializing in prestige
custom made multimedia business cards exclusively for financial professionals.