If you asked your family, friends, associates, or people you know in life, “What do I do?” how would they answer? Would they know exactly how to describe what you do and the value you bring to the table? Would they all say the same thing?
If you answered “I don’t know.” to these questions, you’re missing a lot of new business!
You see, most of the financial advisors I coach want to attract more business. The problem is they have no message. Their friends and family would say, well, they’re a financial advisor, which takes your business nowhere. You genuinely have to identify who you are and what you do.
You have to have somebody help you peel the onion back on who you are to pinpoint your value. This is a real challenge for many female advisors.
You must first know your value, which I guarantee you it’s not your portfolio management skills. It’s so much more than that! Until you peel the onion back and uncover what you genuinely bring to the table, you may never know.
I know coaching programs will say, well, create a focus group. Ask your clients what you do. I’m sorry, I disagree with that method! Do I teach my clients how to use a focus group? Yeah. Because a focus group is a fantastic prospecting tool, but only after they know their value.
You see, your real value is the benefits that your clients gain after they have been working with you. Things like:
- Confidence
- Clarity
- Peace of mind (This phrase is overused. So don’t use it.)
As you can see, this is how a client wants to feel about working with you. That is your value. And until you grasp your value, you’re going to have to continue chasing clients.
Isn’t it time to start attracting clients with a unique, compelling message that’s totally you?
Related: Turn Your Database into a Thriving Source of Referrals