The process during which you clearly define your vision and create your story, this includes your unique value proposition, your definition of an ideal client relationship, and your client management process.  During this stage we oftentimes help advisors update or develop their core marketing materials -- essential tools for spreading your story.

Questions to consider: Who are you? What do you do? Why do you do what you do? Why do your clients do business with you? How do you do what you do? How do you tell your story?

Use the categories below to find tools to Engage: YOUR STORY,YOUR IDEAL CLIENT, YOUR CLIENT MANAGEMENT PROCESS (CMP), and YOUR VISION.

YOUR STORY Learn How to Create an Elevator Statement that's Worth Repeating Rob Brown When someone asks you to describe your vision or, more commonly, "what you do", they might be a potential client of your practice or someone who could make referrals. Whether you call it your elevator statement or your USP (Unique Selling Proposition), you should be able to respond with compelling clarity and without hesitation. This coaching session will help you do a better job of making a lasting impression. . . . keep reading What's Working Now: A Recorded Conference Call with Duncan MacPherson A couple weeks ago, Duncan MacPherson, co-CEO of Pareto Systems, and I hosted conference call. We discussed some timely advice on how to build your business. We also covered marketing strategies that are working in today's environment. This coaching session contains a link to the complete call. . . . keep reading More

YOUR IDEAL CLIENT Web Class - Building Advocacy: The Key to Finding More Clients Who Look Like Your Ideal Clients Rob Brown An advocate is a person or group of people who have an almost inexplicable desire to see you and your practice succeed; they are promoters, campaigners, and supporters of your business. Most of us would benefit from building greater advocacy in our businesses. When you know the steps, it's a simple, quick and efficient strategy for taking your practice to a new level of success. You could completely eliminate all of the other marketing and prospecting you're doing (and save a bunch of time and money). This coaching session contains a 30-minute video that walks you through our advocacy process. . . . keep reading Web Class: How to Define Your Ideal Client Relationship Rob Brown Over the last five years, many advisors have used my "Ideal Client Worksheet" to analyze their practices and develop new strategies for growing their business. Defining an ideal relationship can be the foundation for stronger client relationships, significant asset accumulation and an increase in high quality referrals. This coaching session contains a new 20 minute web class that walks you through this process. . . . keep reading More

YOUR CLIENT MANAGEMENT PROCESS (CMP) Do you treat your top prospects like they're already clients? Rob Brown Have you ever lost a big prospect just when you thought you were going to close the business? Although there are no silver bullet solutions, the best long-term strategy for avoiding unexpected prospecting surprises is treating your top prospects as if they are already clients. This coaching session offers 5 steps to make this process a part of your routines. . . . keep reading Jumpstart Your Marketing: Part Three - Developing Your Yearlong (or longer) Strategies Rob Brown My last two coaching sessions covered several simple client and prospect marketing activities aimed at giving your business a quick boost, but now it's time to step it up a notch. This week we'll begin to look at a handful of strategies that could carry you through the entire year. And over the next several weeks, I will be posting a series of Web Classes which will include complete campaign details as well as letters, scripts and action plans. . . . keep reading More

YOUR VISION How do you get the ball rolling each morning? Rob Brown One of the greatest benefits of a membership in EncoreAdvisor.com is the opportunity for members to submit their questions on practice related topics. (I usually respond within 24 hours.) Recently, a Wealth Manager associated with LPL Financial in Wisconsin (and a new member) sent me an email with this question: "(Do you have) any tips on motivational tapes/exercises to get the ball rolling each morning?" This coaching session offers a handful of suggestions with links to even more ideas. . . . keep reading Is your vision for success riding the roller coaster of up and down markets? Rob Brown As a financial advisor, your vision for success should be a personal decision that doesn't ride the roller coaster of up and down markets. It shouldn't be overly influenced by outside expectations and observations. Engaging in your vision should be all about developing and maintaining a passion and commitment for your business that reflects your personal interests. This coaching session covers five important strategies for keeping yourself and your practice on track through both good and bad times. . . . keep reading More