The financial landscape is competitive and fierce! Whether you are an advisor or a wholesaler, you NEED a hook to stand out from the competition. Below are some questions potential clients might ask that you need to be able to answer at the drop of a hat, and then using those answers, gear your marketing whether it be digital, print, or in phone calls to follow suit.
Why should I do business with you?
How are you different from other financial professionals?
What can you offer me that no one else can?
How will I (or my clients) be better off by doing business with you?
How often will I hear from you?
What are your expectations from me in this relationship?
What are your incentives to do a good job for me?
Does your family trust you with their financial portfolios?
What are your specialties?
What advice can you give me before I do business with you?
When thinking of your answers to the questions above, remember these key things:
What is it that you are offering product-wise and how is it different from what everyone else is offering?
If you have exceptional customer service – highlight that! In a world with AI and poor customer service, a large target market of people seek excellent customer service and will pay a premium for it.
Go above and beyond. Send thank you notes, birthday cards, anniversary cards, holiday gifts, promotional gifts, etc.
Why should someone schedule an appointment with you RIGHT NOW? What happens if they delay? Creating urgency is especially important during popular times when financial professionals are pushed off to later dates such as tax time, summer vacations, holidays, and the end of the year.
Research your competition and figure out how you can do it better.
Provide testimonials. Provide testimonials. Provide testimonials.
Ask for referrals. Ask for referrals. Ask for referrals.
Hopefully, this helps you create a brand that will allow you to stand out from your competition and grow a successful and profitable financial business.
-Danae Branson
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