Most advisors are unknowingly KILLING their value with prospects. Making themselves look cheap and worth little.
“How?” you may ask.
“Exactly,” I answer.
Let me explain.
If you’ve been to our Double Your Affluent Clients® Boot Camp, you’ve seen our daughter, Anni, speak from stage. In addition to being a Keynote Speaker on Leadership, she also owns a vintage furniture rental company.
When she received her first order for (10) ten farm tables, she didn’t have any. Nor did she know how to make one.
So….
… she did what everyone does when they want to know “how” to do something: she searched in Google.
How much did she pay for the “how to build a farm table” advice?
Zip-da-dee-doo-da. Nada. Nothing. It was F*R*E*E.
Today, “how to” advice is free.
Here’s the point: if you market yourself as someone who provides how to advice, you are killing your value in the eyes of your prospects.
Go ahead. Try it. Type in “how to retire” into Google. 156 MILLION results.
Try “how to invest”. 2.3 BILLION results.
Two ways to break free of the freebie zone:
1. Tell your 2 stories: the Story of YOU and the Story of WHY. They communicate why you are unique and make a connection with qualified prospects. Realize that qualified prospects “buy” WHO you are and WHY you do what you do.
2. Show prospects how to THINK about their money, wealth, investments and financial future using Frameworks. Frameworks make the complex simple and teach prospects how to think about their money and wealth.
That’s why frameworks are so powerful.
In The Seminar Money Machine, our public seminar system for millionaire prospects, we show attendees how to THINK about their wealth with a 4-Phase Framework.
We share a 4-Phase Framework in our joint prospecting book with advisors, Retire Abundantly, and in our online marketing system.
You will be paid more to teach affluent prospects how to THINK, then you will be sharing “how to” advice.
Check out your prospecting tools and system and see whether it’s filled with “how to” advice. If it is, you are positioning yourself in the FREE-BIE zone.
Help affluent prospects THINK differently – and you will be perceived differently.
And you will be paid differently!!