It all starts with a
PROBLEM
You know exactly what I'm talking about, we do it every day of our lives. When we have a question or need to figure out how to do something.
What do we do?
Go ask Google or Youtube.
I want you to do this right now. Go to Google and type in the following.
Google: "How much money do I need to retire at the age of 65?"
Now I want you to count how many LOCAL financial advisors pop up. You will probably get 1 or 2 national firms (who are paying to be there) then news sites, blogs, and everything else under the sun, but no local advisors.
WHY?
Because local advisors are still operating like it's 2010. They spend their money on a beautiful website that do nothing for them, zero. No one, not a single person has ever signed up with a Financial Firm because of their website.
Why local firms don't show up.
Financial Advisors are still selling their team, their philosophy and their strategy.
I'm going to say something a bit harsh. No one cares. They just want to know how much money they need to retire. Why are firms not answering the questions prospects are asking?
Advisors say things like, "we take a holistic approach..." STOP! That does not work today.
When a person has a question, they want an answer.
Stop selling your team and start selling solutions to your prospects problems and they will line up at your door.
You won't even need to tell them about your team, philosophy, and strategy. Because you will be to busy solving their next problem.
Figure out the problem and who you want to solve it for.
Every problem has a solution.
Every solution reveals more problems.
Start by picking a problem that's narrow and meaningful.
Solve it for them and a whole new set of problems will reveal themselves.
Let me give you an example.
Imagine we help homeowners sell their homes. That is a broad solution (Like retirement planning or business). But what about the steps before selling a home? Homeowners will want to know:
- What is their home worth.
- How to increase its value.
- They will need photos.
- They need it cleaned.
- They need landscaping.
- Moving services.
- Maybe even staging.
These are all narrow problems, great for getting your foot in the door.
Imagine that you took beautiful pictures of their home and they love them. They still need to sell their home, plus take care of all the other narrow problems listed above.
Old websites and "selling the team" are not designed to solve peoples problems, they are just fancy brochures and tactics. It's actually much worse than just bad websites and bad tactics. It's uphill marketing. You have to push that boulder up hill with every new prospect.
Let me show you how easy it should be.
Step 1
Prospect goes to google and types in "How much money do I need to retire at the age of 65?"
This person doesn't know what they don't know. Our job is to answer their question and guide them towards other questions they would need to be aware of.
Step 2 Google Calculates.
Google prioritizes local, which gives us a leg up.
If we simply give google the answer to the question the prospect asked.
Google would then send the prospect the results prioritized with your firm as the best option.
Step 3
Your firm pops up with the exact answer to their question and since we have their attention, we give them related questions to serve them in a more complete way.
"You should also be aware of the following..." and then give them five other questions with the answers to those questions.
Sounds pretty simple right?
The approach is simple, the implementation is a revelation, because it forces you to...
- Identify the exact people you serve.
- Identify exactly what problems they have. All of them.
- Identify exactly what your solutions to those problems are.
Once you do this you will achieve a perfect product market fit. Once you have a perfect product market fit you can dominate a market or scale to additional markets.
The one thing you won't have to do anymore is sell. Nobody likes to be sold to. They prefer more natural interactions. But they can't work with you if they don't know you exist.
Stop making client acquisition so hard. It's actually a simple process when done right.
Download our FREE booklet to learn more.
Once you understand how this process works you will never need to spend time selling again!
