The service being provided and the marketing of the your service.
It isn’t enough to have the knowledge and skill to do a KT, an FNA appointment, and a carry back-plan presentation appointment for a prospect.
It doesn’t matter if you have no other prospects to see?
You need a simple and effective marketing process that is comfortable for your clients, prospects and you. A process that is subtle and not salesy.
Here’s how one Advisor I worked with explained it:
“Matt Bellis made the comparisons to our family farm. (My husband and I have a successful farming business) and the fact that there were two separate aspects of that business as well.
There was the actual farming of the crops and, of course, there was the marketing of the grain and other business decisions that were vital to our success.
Farming and Marketing… two separate skills and both had to be learned.
I can tell you that there were plenty of excellent farmers that could raise an unbelievable crop, but they weren’t marketers, and they certainly were not good businessmen. Consequently, they are no longer in business.
Similarly, it isn’t enough to be able to put together a good FNA for a client and have the knowledge and expertise to help them understand and implement the solutions.
What does it matter if I don’t have anyone to see? I need to have a simple, comfortable and effective marketing system. That is what Matt’s mentoring and coaching was all about.”
L.A. – Iowa