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© 2019 Million Dollar Round Table Million Dollar Round Table 325 West Touhy Ave. Park Ridge, IL 60068 USA
2019 MDRT Global Conference e-Handout Material Title: The 4 Skills to Build Trust and
Attract Your Ideal Clients Speaker: Jane Ellen Anderson Presentation Date: Wednesday: September 4, 2019 Presentation Time: 11:30a.m. - 12:30p.m. Session Room: ICC - Darling Harbour Theatre The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal matters and is not liable for errors and omissions. You are urged to check with tax and legal professionals in your state, province or country. MDRT also suggests you consult local insurance and security regulations and your company’s compliance department pertaining to the use of any new sales materials with your clients. The information contained in this handout is unedited; errors, omissions and misspellings may exist. Content may be altered during the delivery of this presentation.
The 4 Skills to Build Trust and Attract Your Ideal Clients
Jane, Anderson
Barry
1. How to increase trust and position
yourself as the authority you are
2. Identify the specific gaps that are
holding you back in your
communication for growth
3. The actions you need to take to
close those gaps
The evolution of robo-advisors and Advisor 2.0 Model www.ey.com 2018
What clients value most…..
1. Performance (Does my Financial Advisor understand my objectives?)
2. Engagement (Do I have enough touch points with my Advisor?)
3. Trust (Can I trust my Financial Advisor with my financial health? Do they have my best interest in mind?)
“
‘When the trust account is high
communication is easy.’
-Dr Stephen Covey
FROM ADVISOR TO INFLUENCER
KNOW YOU
DON’T KNOW YOU
KNOW WHAT THEY
WANTDON’T KNOW WHAT
THEY WANT
DIRECT CONTACT
NETWORK AND SEARCHAWARENESS
EDUCATE
© Jane Anderson
11D I R E C T
C O N TA C T
Nurtured leads spend 47%
more than unnurtured leads(Annuitas)
“
© Jane Anderson
YOU
TRIBES
II.
“It’s easier to
love a brand
when the
brand loves
you back.”
- Seth Godin
22E D U C AT E
Case Study- Rachel Bourke
IMPACT OF BEING AN INFLUENCER
• 9120% increase in views on posts,
• 7600% increase in likes
• 2600% increase in comments .
Rachel’s sales increased by 66% the
quarter this work was done.
Posting was
used to support
Rachel’s
positioning and
create leads.
10 pieces of content are
consumed before a
purchasing decision is
made(Zero Moment of Truth Study, Google)
“
“Education is the most
powerful weapon
which you can use to
change the world.”
- Nelson Mandela
AWARENESS33
“Always have
something to invite
people to.”
Michael Port, Author of
“Book Yourself Solid”.
Up to 90% of a purchasing decision is
complete before a customer calls a
supplier (Forrester Research)
90%
To recap…..
1. Set up habits and routines to keep in touch with top 150 clients.
2. Set up habits and routines to reach out to 20 ideal clients every day.
3. Share content on social 3 x per week.
“
FROM ADVISOR TO INFLUENCER
KNOW YOU
DON’T KNOW YOU
KNOW WHAT THEY
WANTDON’T KNOW WHAT
THEY WANT
DIRECT CONTACT
NETWORK AND SEARCHAWARENESS
EDUCATE
© Jane Anderson