Three Channels of Marketing

Until a practice becomes an Exponential Business and has over a hundred unsolicited introductions a year, it must focus on three areas of marketing simultaneously. To maintain consistent revenue a practice must have short, intermediate, and long term revenue sources.

Short Term Revenue

The best source for short term revenue is conversion of non-fee clients to fees. This first step helps simplify the management of the practice and creates and immediate increase in revenue. To learn how to transition your non-fee clients to fees read pages 133-138 in Attract Clients.

Intermediate Term Revenue

The most effective means to create revenue in the next quarter is the Mini Dinner. Invite one of your top twenty-five advocates to dinner and ask them to invite another couple that looks just like them. Then the six of you go to an exclusive restaurant for dinner together and talk about life, not business. The more exclusive the restaurant is the better. The dinner gives your prospective couple the opportunity to meet you. There is no need to convince them of your expertise, your client's attendance is proof enough. They need the chance to see if they like you. The next day offer to take them through the same analysis you do for your clients at no cost or obligation to say thank you for the evening together. If you conduct ten dinners over the next twelve months and close eight of the ten, this will be an outstanding source of intermediate term revenue with clients that look just like your top twenty-five.

Long Term Revenue

Over the next twelve months identify the next dream and next action for each of your top one hundred clients and help them achieve their dreams faster. As you become a strategic partner for change in their life, they will want others to benefit from your partnership and you will begin to receive unsolicited introductions. For more information read pages 31-92 in Attract Clients.

As you complete converting your clients to fees over the next twelve to eighteen months your long term strategy will begin to create introductions. If you will use all three simultaneously it will only be a matter of time before your short, intermediate, and long term revenue are secure. Those these steps are easy to implement few will follow through to completion. If you do your practice will be on the way toward and auto-pilot exponential business.

New Conference Call Workshop - Register Now

Attract Clients 10-Week Workshop

In the past this workshop was restricted to participants from a sponsoring firm. For the first time Lloyd Williams' 2-Day Workshop is being offered to all financial advisors.

The same workshop used by over fifty top financial service firms is now available to you and your entire team through ten 90-minute conference calls. Lloyd will take you through all aspects of building and running a successful practice in today's market.

The workshop is updated to include new material following the lessons learned in 2008.

Dates: Every Friday starting October 2, 2009 Time: 11:00-12:30 pm Eastern

To register for the workshop download registration form here and fax to 309-294-5519.

Advantages for your team:

• No travel expenses
• Entire team can participate
• Actionable ideas
• Fifteen hours of material
• Easy to implement
• Weekly feedback
• Email access to Lloyd
• Great refresher

Outline:

• Build a Practice in Today's Marketplace: Fees or Not
• The First Conversation - Part One
• The First Conversation - Part Two
• Present a Unique Solution
• Handle Questions and Objections
• Be a Catalyst for Positive Change
• Action Plan for Change
• Build and Manage Your Team
• Counter Intuitive Investing
• Presentations to Move Money Now

If you attended the workshop in the past, come for a refresher and learn what has changed because of 2008. The ten weeks will allow you to gradually incorporate these concepts into your practice.

For half the price of an airline ticket you and your entire team can participate in the updated Workshop and apply it to your practice weekly.

REGISTER NOW