On Wednesday, July 28th at 12 pm ET join Duncan MacPherson for this LIVE 60-Minute Q&A session where he will be helping you explore the untapped potential in your practice and your process. Feel free to ask a question when you register or ask live during the broadcast. Click here for complimentary registration

Can’t make it, but don’t want to miss out? Don’t worry, register now and ask your question, and we will give you access to the recording following the broadcast.

Weblink: https://attendee.gotowebinar.com/register/2513312473482277132 

A value proposition is not a jargon-filled burble where you spout a collection of words and hope they resonate with someone. It’s not an elevator speech or a mission. It is a methodical approach that differentiates you and invites someone to engage in a conversation. You aren’t trying to impress someone, you are trying to impress upon them what your points of difference are so that it engages them.

Join Duncan, with Part 2, as he continues to discuss strategies to reconnect with your clients after this lengthy disruption in terms of interaction with your long-term clients. He goes on to provide ideas to avoiding loyalty fatigue and cracking the code in terms of strengthening relationships, competitor-proofing, capturing money in motion and converting clients into advocates.

There is an old maxim that states that, "Marketing is what you say; branding is what they hear." At a basic level, marketing helps you sell something, while branding helps you build something. Marketing typically involves stand-alone campaigns and strategies that have a beginning and an end. Branding is ongoing and every investment into your professional branding strategy builds upon itself, and can become a proprietary asset over time.

Join Duncan as he discusses strategies to reconnect with your clients after this lengthy disruption in terms of interaction with your long-term clients. He goes on to provide ideas to avoiding loyalty fatigue and cracking the code in terms of strengthening relationships, competitor-proofing, capturing money in motion and converting clients into advocates.

For a professional whose solutions are not tangible, and the benefits of which can be delayed, it is essential to create a client experience that de-commoditizes your services – and a process that communicates those benefits clearly.

Communicating that you understand the concerns of your clients - what matters to them - family, occupation, recreation and money - is of immeasurable value in your referability and more. When it comes to consistent client acquisition through advocacy, when it comes to fee-worthiness, client loyalty and total client engagement over the lifetime of a relationship, your technical ability and core competency matter. But words matter, too.

How do you help your clients communicate your value to others so that you actually receive qualified referrals? Hint: It’s not by communicating your minimum asset level. 

You can rebrand the tired and dreaded “Review Meeting” into a refreshed “Strategy and Tactical Meeting” to rejuvenate and competitor-proof the client relationship and make it part of your overarching process. “Review Meeting” - just by its name - looks back and is a passive regurgitation of the previous period, where a “Strategy and Tactical Meeting” is forward-looking, investing the past into the future.

Referrals come from communication - reminding clients, talking about it - but in a way that's positioned professionally, that is the gateway between endorsement and introduction. Join Duncan as he discusses how the Rule of 52 applies in a financial advisory practice and the impact it can have on the rate of referrals the firm receives.