Upgrade to Pro — share decks privately, control downloads, hide ads and more …

3 Challenges Advisers Faces

dunnston
September 24, 2014
170

3 Challenges Advisers Faces

Challenges Advisors Face Presentation. Created for talk at Tarkenton financial.

dunnston

September 24, 2014
Tweet

Transcript

  1. 3 THE OLD WAY ISN’T WORKING ANY MORE Seminars Radio

    Ads Direct Mail Buying Leads Even Knocked on People’s Doors Wasn’t Even Close to Getting Results
  2. 4 THE NO THEORY ZONE 200 THOUSAND 2,615 LEADS 52

    THOUSAND In First Year Commission In 12 Months… Subscribed To Our Mailing List Generated In The Last Three Months From a Test With a Rep In MI
  3. 5 THE ODDS WHERE STACKED AGAINST ME WHAT I DID

    HAVE Cutting edge knowledge on How to effectively leverage the Internet to generate leads. 1 Year Life and Health NO CFP Or College Degree EXAM PREP Spent Part of That Time Getting Securities Licensed
  4. 6 THE THREE THINGS THAT WERE HOLDING ME BACK 1.

    LEADS Finding enough quality to people to present to…. 2. DIFFERENTIATING Myself from all the other planners out there. 3. MARKETING/BRANDING Developing marketing and branding materials.
  5. 7 I HAD A THEORY 7 Maybe technology, the internet

    and social media is changing the way people respond to advertising.
  6. 8 200 Million Americans have registered their Their phone numbers

    on The FTCs “Do Not Call List” 44% of direct mail is never opened 84% Of 25 to 34 years-olds Have left a favorite website Because of intrusive or irrelevant ads’ 86% Of people skip TV ads 91% of email users Have unsubscribed From a company’s email list IMPORTANT CLUES
  7. 9 That can be both good and bad depending how

    you react it . Before you say to yourself that your ideal clientele are in the 60s or 70s and do not use the internet much, consider the following: THE INTERNET IS CHANGING THE LANDSCAPE
  8. 10 BABY BOOMER INTERNET STATS TOP 4 SITES for people

    over 60 are Google, Facebook, Yahoo, and YouTube ADULTS 50+ represent the web’s largest population 89% SENIORS 65+ have personal email and use it regularly PURCHASES The internet is the most important source of information for baby boomers when they make a major market purchase Juniper Zomerang Nielsen AARP Sources
  9. 11 SO WHAT CAN YOU DO ABOUT IT? How Can

    You Turn These Challenges Into A Competitive Edge?
  10. 14 THE OLD WAY Communication Is One Way Customers Are

    Sought Out (print, radio tv, direct mail) Marketer Provides Little To No Value Marketer Rarely Seeks To Educate or Entertain THE NEW WAY Communication Is Two Way Customers Come To You (search engines, referrals, social media) Marketers Provide Value Marketer Seeks To Educate or Entertain
  11. 20

  12. 22

  13. 23 4 LIFECYCLE STAGES Info Search Evaluation Purchase Post Purchase

    Your goal move them through each stage of the funnel at their own pace.
  14. 24

  15. 26 TALK IS CHEAP Instead of telling people you are

    the best at what you do, that they can trust you and that you have their best interest in mind prove it.
  16. 27 1. Focus on quality over quantity 2. Be creative

    3. Deliver exactly what they are looking for without expecting anything in return 3 KEY FACTORS
  17. 28 CHALLENGE TWO: DIFFERENTIATING YOURSELF 1. Easiest way I found

    was to carve out a sub niche and focus on that.
  18. 29 1. Stand out from the crowd 2. Connect on

    a deeper level ADVANTAGES OF A NICHE…
  19. 30 CRITERIA TO CONSIDER • 1. Must be someone you

    enjoy working with. • 2. It has to align with your practice. • 3. Must have a large enough reach. • 4. There has to be a market for your services.
  20. 31 QUESTIONS TO ASK YOURSELF • 1. What does your

    ideal client look like? • 2. What do you want to focus on in terms of sales? • 3. How many people are in that niche total? • 4. What's the average commission in that niche? • 5. Does the niche have a major problem that needs to be solved?
  21. 32 OUR NICHE FEDERAL EMPLOYEES The Need For What We

    Offer • Little understanding of their benefits, downsizing of HR departments. • Overwhelmed when it comes to understanding their benefits. • Not very many good educational resources. • Group life is 5 year term and prohibitively expensive for most after age 55.
  22. 33 OTHER REASONS WE CHOSE: THIS NICHE ALIGNS With Their

    Need For Security 300K On average that usually Needs to be rolled into And IRA 2.65 Million Federal Employees Nationwide 50% Eligible to Retire In The Next 5 Years
  23. 36

  24. 37

  25. 38

  26. 39

  27. 40

  28. 41

  29. 43 ELIMINATE PROSPECT AVOIDANCE Simple Solution…. Give someone else the

    sole responsibility of calling leads and setting appointments. INSPIRED By “The Game Of Numbers”
  30. 45 1. Your Image Matters 2. Be Unique 3. Add

    Personality 4. Video (if done well) can be really effective…. CHALLENGE THREE: MARKETING/BRANDING
  31. 46 NO EASY SOLUTION This is not easy to accomplish

    because it requires certain skills and a lot of time.
  32. 47 OUR SOLUTION: HIRE A TEAM COREY DUNN Media Director

    BARRY CANTOR Content Writer, Attorney, CPA NATALIE WAIBEL Campaign Manager / Quality Control ALEX MICHUR Prospect and Client Communications.
  33. 48 SHORT CUT: INSTANT INTEGRATION If you are the kind

    of person who prefers to make the wheel better rather than reinvent it.
  34. 49 Build on top of all the hard work we

    have already done. It took me over a year with a team of eight people and many sleepless nights not to mention well over 250K to build this infrastructure. PARTNER WITH US
  35. 50 SOME OF WHAT THE THE PARTNERSHIP INCLUDES: Leverage our

    brand and team. Appointments set in your calendar. Collaborate with top of the table producers regularly. Ongoing training and support, including a 2 day in person bootcamp.
  36. 51 PARTNER PROGRAM MOTIVATED And Coachable LICENSED In Securities (or

    willing To get licensed) PAY YOUR WAY Fund Your Own Advertising and Training. At this time we are only looking for 5 partners and they must meet a certain set of criteria: (this is a partnership both parties must be willing to have skin in the game)