Ultimate Financial Advisor Ultimate Financial Advisor presentspresents

Is the Market Crisis a Golden Is the Market Crisis a Golden Opportunity for Advisors?Opportunity for Advisors?

Sponsored by Sponsored by AdvisorMaxAdvisorMax

““You must feel awful”You must feel awful”Lehman Brothers BankruptLehman Brothers Bankrupt

B of A Agrees to Buy Merrill Lynch for B of A Agrees to Buy Merrill Lynch for $44 Billion $44 Billion

Differentiation Catalyst Differentiation Catalyst EventEvent

• Dif-fer-en-ti-ate- to make something Dif-fer-en-ti-ate- to make something appear different or distinct.appear different or distinct.

• How will you use this moment in time How will you use this moment in time to redefine the way that you clients, to redefine the way that you clients, prospects, and referral partners think prospects, and referral partners think about you and the work that you do?about you and the work that you do?

Confusion Creates Confusion Creates Response PotentialResponse Potential

Visionary people face the same problems Visionary people face the same problems everyone else faces; but rather than everyone else faces; but rather than

get paralyzed by their problems, get paralyzed by their problems, visionaries commit themselves to visionaries commit themselves to

action and finding a solution.action and finding a solution.-Bill Hybels-Bill HybelsTheologianTheologian

Differentiation StrategiesDifferentiation Strategies• Honesty is the Only PolicyHonesty is the Only Policy

Don’t GuessDon’t GuessHave an OpinionHave an Opinion

• Develop your Ultimate Value PropositionDevelop your Ultimate Value Proposition• Teach your Referral Partners to EngageTeach your Referral Partners to Engage• Aggressively and Proactively Contact Aggressively and Proactively Contact

your Clients and Prospectsyour Clients and Prospects

Your Ultimate Value Your Ultimate Value PropositionProposition

• Separates you from your competitionSeparates you from your competition• Focuses on the Clients’ Problems not Focuses on the Clients’ Problems not

our solutionour solution• It is repeatableIt is repeatable• It causes the clients to engageIt causes the clients to engage

Teach Your Referral Teach Your Referral Partners to EngagePartners to Engage

You should recognize they will be You should recognize they will be traumatized by this market. The risk traumatized by this market. The risk to them of referring to you goes up to them of referring to you goes up

substantially in their mindsubstantially in their mind

On a scale from 1 to 10…On a scale from 1 to 10…

Client Contact Strategies Client Contact Strategies • Constant Updates Constant Updates • Market One to ManyMarket One to Many• Annual Review CampaignAnnual Review Campaign• Have an Opinion and Make a Have an Opinion and Make a

RecommendationRecommendation• Use Referral Strategies Use Referral Strategies

Market One to ManyMarket One to Many• Newsletters and E-mail (Comp. Approved)Newsletters and E-mail (Comp. Approved)• Teleconferences (Leverage Your Partners)Teleconferences (Leverage Your Partners)• Workshops Workshops • Shareholder MeetingsShareholder Meetings• SeminarsSeminars• Remember these are Referral Catalyst Remember these are Referral Catalyst

EventsEvents

Annual Review CampaignAnnual Review CampaignFive Actions from Every MeetingFive Actions from Every Meeting• New Money to InvestNew Money to Invest• Gather Assets (Seeds of Future Gather Assets (Seeds of Future

Trades)Trades)• Realign PortfolioRealign Portfolio• Referral from Your ClientReferral from Your Client• Referral of Your ClientReferral of Your Client

Have an Opinion and Make Have an Opinion and Make a Recommendationa Recommendation

• Don’t just suggest they “hold tight”Don’t just suggest they “hold tight”• Have a specific plan of attackHave a specific plan of attack• Have a logical reason Have a logical reason whywhy• Have a bold call to actionHave a bold call to action

– Complete Review Complete Review – Variable Annuity Variable Annuity – Lifetime Income PlanLifetime Income Plan

Use Referral Strategies Use Referral Strategies • 90 Day Dazzle90 Day Dazzle• Referral Catalyst Events Referral Catalyst Events • Give yourself as a GiftGive yourself as a Gift

• I’ve set aside 10% of my timeI’ve set aside 10% of my time•Might not invite them into my practiceMight not invite them into my practice

Additional ResourcesAdditional Resources• Advisor Business Institute launch by Advisor Business Institute launch by

year endyear end• 90-Day Dazzle90-Day Dazzle• AdvisorMax Coaches CornerAdvisorMax Coaches Corner• Leverage Vendor PartnersLeverage Vendor Partners•www.UltimateBankAdvisor.com