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1 Financial Adviser Business Builder epack GhostCEO TM Financial Services epack Everything you need to build a six-figure financial planning practice in just minutes a day. Avoid the challenges, learn the tools, follow the program, and measure your progress. 1

2 Copyright All contents copyright of Flett Ventures Inc. All rights reserved. No part of this document or the related files may be reproduced or transmitted in any form, by any means (electronic, photocopying, recording, or otherwise) without the prior written permission of the publisher. This publication is protected under the US Copyright Act of 1976 and all other applicable international, federal, state and local laws, and all rights are reserved, including resale rights: you are not allowed to give or sell this epack to anyone else. If you received this publication from anyone other than GhostCEO.com, you've received a pirated copy. Please contact us through at support at: support@ghostceo.com and notify us of the situation. Limit of Liability and Disclaimer of Warranty: The publisher has used its best efforts in preparing this book, and the information provided herein is provided "as is." Flett Ventures Inc. makes no representation or warranties regarding the accuracy or completeness of the contents of this epack and specifically disclaims any implied warranties of merchantability or fitness for any particular purpose and shall in no event be liable for any loss of profit or any other commercial damage, including but not limited to special, incidental, consequential, or other damages. 2

3 Table of Contents Overview of business development! 7 Ongoing efforts.! 7 Be consistent!! 8 Common challenges financial advisers face! 9 You get what you focus on.! 9 We are all in the solution business.! 9 Promote features, but sell benefits.! 10 How people think of financial advisers.! 12 They fit you, not the other way around. Be authentic.! 12 Your book is your business.! 12 Always learn more and be more.! 13 Financial and business goals! 14 What s your big picture?! 14 If you can t measure it, you can t manage it.! 14 Baseline your personal and professional finances.! 15 Other business goals you have for yourself.! 16 Using the Sales Funnel! 17 Prospects! 17 Presentations! 17 Clients! 18 Don t let people take up space.! 18 3

4 Update it daily and review it weekly.! 19 A funnel for each niche market.! 20 Understanding niche markets! 21 Go to niche markets you are familiar with! 21 Become the go-to person in your niche markets.! 22 Understand what makes them tick.! 22 Find someone you already know in that niche.! 22 Mastering the three questions! 23 Know what you are going to offer them.! 25 No more than three niches at a time.! 25 Developing strategic alliances! 26 Get clear on who you are aligning with.! 26 Make sure that the companies fit together.! 26 Work the same niche markets.! 27 Rules of engagement.! 27 Review the alliance every six months (over lunch or a drink).! 27 Great strategic alliances for financial advisers! 28 Building champions for your business! 29 Give to get.! 29 Spend some time educating your team.! 30 Keep everyone in the loop!! 31 Review your champions list at the end of every month.! 31 Developing loyalty within your clients! 34 4

5 Focus of being of service rather than offering a service.! 34 A handwritten note.! 35 Find out what is important.! 36 Remember to show gratitude.! 36 Business management tips and tricks! 38 Small is the new big.! 38 Take your money management seriously.! 38 Market your business 12 months a year.! 38 Make sure you are different from the competition.! 39 Keep front of mind, even with old clients.! 40 Always look for new tools to add to your business arsenal.! 40 Everything you do in business will make your money or cost you money.! 40 Practice makes perfect with business development.! 41 Your mind will make or break you. Stay focused on the goal.! 41 Worksheets! 44 Worksheet - Features and benefits! 45 * If you get stuck, refer back to page 10.! 45 Worksheet - Business goals! 46 Worksheet - Personal goals! 47 Worksheet - Financial goals! 48 Worksheet - Sales Funnel! 49 Worksheet - Three questions! 51 Worksheet - Niche markets! 52 5

6 Worksheet - Strategic Alliances! 54 Worksheet - Champions (Part 1)! 56 Worksheet - Champions (Part 2)! 57 Worksheet - Building loyalty with my clients! 59 Worksheet - Checklist for BD activities! 61 A little something extra...! 62 6

7 Overview of business development Starting with the basics Business development, by our definition, refers to all activities that grow a business both in sustainability, cash flow, and bottom-line. Companies and professionals have a responsibility to develop their business if they hope for it to have value. Most professionals, financial advisers included, believe that if they get good at the skills they are selling (i.e. investing people s money), they will inevitably become successful. This is rarely the case.! If you have 50 financial advisers in the room, the worst adviser with the best business skills will out earn the best adviser with the worst business skills. Skills in investing are simply not enough. Understand this point. Being an exceptional financial planner will not guarantee your success. Being an exceptional business developer will. Now imagine being competent at both. This is within your reach by reading and making use of the tools in this epack. Your skills and expertise lie in investing and managing assets; ours in business development. Integrate the tools and techniques into your business and you will not only be a happy adviser, but a wealthy one as well. Ongoing efforts. The Ghost CEO TM has a saying, Once you start, you can t stop. This refers to two lines of thought that are probably best explained before we go any farther. The first truth is that doing any of these tools inconsistently will deliver dismal results. You have to commit to making these tools part of your ongoing business practices. You must give yourself time to learn them, get familiar with them, implement them, and finally make them part of your business. Using just one of these tools consistently is much better than using all the tools periodically. Baby steps become major leaps over time. For the second truth of our saying, once you start to see the results that these tools and techniques deliver, you run the risk of losing focus on your overall business. It s exciting to make money and see prospects coming through the door. This being said, don t forget the details that are getting you paid. Don t over promise. Don t be afraid of referring work out if you don t have the time to do it. Don t forget that being a leader in your profession means taking time to work on developing your craft. Once the business development machine 7

8 starts to get momentum, money gets intoxicating. Focus on the financial plan for you and your business (we cover this later in the epack), and stay the course. It is all about focus and commitment, so stay on track. Remember that to increase your professional value, you need to protect your reputation, increase your skill set, and build your overall business network. Be consistent! At the end of this guide, you are going to see a group of worksheets for you to use as you build your business model. These are not one-time-use materials. You should be referring back to them, updating them, and integrating them into your business when and where you can. As you build more business, things will change. Business challenges will come and go Your personal, professional and financial goals will shift New niche markets will develop Strategic alliances will shift Champions will come and go Your client types may change, tip, shift, or evolve. These are the same tools that have supported over 5,000 professionals in building six-figure careers, either in their own businesses or working for others. It will be tempting when you hit your goals to try new things. This is okay to do, as long as you always use the fundamentals of your business development platform. Believe in your systems and they will support you to grow consistently. If you do find yourself stuck or with no business for whatever reason, come back to this epack. Read through it and start using the tools again. In this epack lies everything you need to build a successful and sustainable financial services business model. 8

9 For more information, please visit our website at: 63

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