So many advisors are looking for that high-net-worth prospect, but aren’t confident what to say should they actually sit down with one. Closing a high-net-worth prospect isn’t difficult – but you need a next-level strategy to make it happen.
Idea Decanter talks with Erin Botsford, CFP® – founder of The Advisory Authority to learn the secret sauce to sealing the deal in the very FIRST meeting.
Cheat Sheet
4:00 How can advisors express gratitude around the holidays?
4:35 Why should you express gratitude to clients? (Gratitude letters, pies)
6:00 Remembering the people who make the magic happen
6:22 Should gratitude be pinned for the holiday season or throughout the year?
7:15 How to remember the small things about your clients
8:15 Setting up an internal system to celebrate clients
10:40 ID Tip: Pick 1 or 2 things that you do well and be consistent
11:20 Stand-out trends that are working for advisors
11:50 Never being out of sight or out of mind
14:00 Using your why story to help guide your next steps
15:50 ID Tip: WIFM (What’s in it for me?) What are the needs for our clients?
17:30 Why it’s cheaper to keep your clients than win new ones
18:15 Marketing to and through clients to retain family generations
21:00 Never make assumptions about your clients’needs
22:40 Building your own personal content creation strategy
25:00 Q&A: Any guidance for adding value to Instagram for Raymond James advisors? (Suzanne Scheer)
27:40 ID Tip: Social media works when you work it
