Leading Marketing Strategies For Every Aspect of Your Practice

Michael Morrow, CFP Prudential Indonesia April 2 to 4, 2012

Successful Marketing

What Makes You Successful

Marketing Strategies to Attract High Quality Clients

Client Contact Strategies to Move Clients to Action

KNOWING to DOING

The DNA of:

A blueprint or code containing the instructions on how to build and maintain a highly successful practice.

DNA

How to Graduate Clients Up Loyalty Ladder

Results

More ClientsBetter Clients

More From Existing ClientsClients Who Whine Less

Clients Who Don’t Blame You For What Is Out Of Your Control

Clients Who Follow Your AdviceClients Who Ignore The Media

Quality Referrals

Things To Do By: Friday April 13th 2012

1) ________________________________

2) ________________________________

3) ________________________________

4) ________________________________

FREEDOM from labour and

pain; FREEDOM from concern and

anxiety;FREEDOM from great effort; FREEDOM from financial

need.To render LESS DIFFICULT.

EASE

E

DNA for Success

ASE

DUCATIONCTIVITYKILLSXCITEMENT

Lack of one will require overcompensation by the other three

Ranked In Order of Importance by actual CLIENTS

1 – Enthusiasm2 – Trust3 - Service

Value consists of Ideas

SolutionsBenefits

PriceCost

QualityIntegrityService

CommunicationCharacter

Investment?Or

Expense?

The Marketing System is an investment to protect your

investment

Marketing

Questions to ask before sending anything to clients or prospects

• Different and Better

• High Impact

• Long Shelf Life

• Credible Source

• Attract Additional Assets / Insurance

• Generate Quality Referrals

• Improve Client Retention

• Demonstrate Value Proposition

Outcome

You drive for

SHOW

You Putt for

DOUGH

Quality Thank You Card

Dear David and Mary:

Just thought I’d send you note to let you both know how much I enjoyed our meeting.

I look forward to the opportunity to work with you and appreciate your confidence.

Please feel free to contact me at any time.

All my best!

Sincerely,

Michael Morrow

People will sit up and take notice of you if you

will sit up and take notice of what make them sit up and take

notice.Frank Romer

simplypersonalized.comanydate.combirthdayandanniversarygifts.com

usedmagazines.com

( Google historic newspapers or historic archives )

Questions to ask before sending anything to clients or prospects

• Different and Better

• High Impact

• Long Shelf Life

• Credible Source

• Attract Additional Assets / Insurance

• Generate Quality Referrals

• Improve Client Retention

• Demonstrate Value Proposition

Outcome

Sent a post card made of Wood

I HAVE IDEAS THAT ARE STRONGER THAN THIS

Send letter to assistant with box of chocolates asking her to give the enclosed letter to her boss.

Call your most successful prospect and tell them that you will pick them up, drive them to the airport and sit next to them on the plane.

Questions to ask before sending anything to clients or prospects

• Different and Better

• High Impact

• Long Shelf Life

• Credible Source

• Attract Additional Assets / Insurance

• Generate Quality Referrals

• Improve Client Retention

• Demonstrate Value Proposition

Outcome

Questions to ask before sending anything to clients or prospects

• Different and Better

• High Impact

• Long Shelf Life

• Credible Source

• Attract Additional Assets / Insurance

• Generate Quality Referrals

• Improve Client Retention

• Demonstrate Value Proposition

Outcome

VoicemailAlways give phone number twice.

Do you promise to return call today

EmailWhat does signature look like

What does TO and FROM look likeDo you have full signature

Do you invite to your websiteHow quickly do you reply

Never forward funny pictures

Facebook / Twitter / LinkedinWould you be proud

You are always on the job

Successful Marketing

What Makes You Successful

Marketing Strategies to Attract High Quality Clients

Client Contact Strategies to Move Clients to Action

KNOWING to DOING

The DNA of:

A blueprint or code containing the instructions on how to build and maintain a highly successful practice.

DNA

How to Graduate Clients Up Loyalty Ladder

Campaigns

Thank you cards Client binder Calendar Family picture “Newsletter” Articles of interest Lunches/Dinners Life Insurance Investment Revenue Specific Financial Planning Fees

Simple “one-off” campaigns.

Sports pools – easy, online, high participation, fun. Golf Tournaments – sponsor a hole, bring a client, donate prizes. Acme humble pie website. Rocky Mountain Chocolate Retirement Business Card Retirement Party/Birth day Party Historic News Paper Sponsorships Prize Donations Promotional materials historicnewspaper.com anydate.com newspaperarchive.com usedmagazines.com

Client Family Events

Birthdays Anniversaries Death of a relative Graduation of a child/grandchild Client relationship anniversary Investment milestones Seasonal holidays

Campaigns for Kids

Area activities and programs for kids. Toy Mountain charity, food bank,

pumpkins etc. Books – The Money Tree, The Richest

Man in Babylon, The Wealthy Barber. Websites Graduations, summer jobs, investment

symposiums etc. Child Binder.

“I lost my legs, I didn’t lose my heart” Bob Weiland

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