A few weeks ago I wrote about how we are currently in one of the best possible environments to get new clients. Well, how are you doing on that?
Last week I set two new appointments with multimillion dollar prospects. I’m running the appointments tomorrow and the potential is huge.
As most of you know, earlier this year I started marketing in a brand new part of the country with no office, no staff, and no contacts. I did a seminar right out of the gates and gathered about $3 million in new AUM. One of those new clients is who referred both of these prospects.
Here’s the cool part and what you can copy.
The referrals came via my blog (not this one, my business blog). I didn’t beg, grovel, or awkwardly put the new client on the spot. I just provided value in a time investors were frustrated and let my blog readers know to share the blog posts/videos with people they thought might get value.
The beauty of this method is I’m simutaneously creating value for my clients and giving them an easy way to introduce me to the people they influence. Everyone wins.
So if you aren’t getting new referrals without ever directly asking for them just follow these steps:
- Gather all your client and prospects email addresses.
- Start a blog.
- Send an email to your list letting them know to check out the blog.
- Take 15 minutes each week to make a post or put up a quick video.
- At the end of each post or video let people know how to automatically subscribe to future updates AS WELL as how to share the blog with their friends, colleagues, etc.
After about 6 weeks you’ll find your list growing and inbound questions coming in. Every couple of months make an offer via one of your posts that if your readers have questions you are happy for a personal phone call or meeting to help them out. Give the phone call or meeting a cool name and explain in advance what the benefit is for them to take you up on the offer.
That’s it. It’s easy and will help you grow your business.
If that’s not enough, it will also free up time. For me, since I started my blog the amount of calls and emails from clients have dropped dramatically. It’s like overcoming objections before they come up. Sales 101.
Now the final touches to this blog post:
If you’ve not checked out MM1 Method yet – I’d suggest you do now. You can get there by going to www.MM1Method.com. There’s 4 free videos as well as the big reveal to our next session which opens this week. Vegas this time around and it’s sure to be a blast. Not only will I be covering everything an advisor needs to do to grow their business old-school – I’ll also be teaching all the new school methods using the web (blogging, Facebook, LinkedIn, etc.).