Javelin Marketing Blog

 
It amazes me that most financial advisors go through their career saying the same things as their competition, selling the same products an services and never setting themselves apart. Why would any client come to you if you are not different than your competition? If you don’t have an answer, it may be why your [...]

The tremendous benefit that accrues from status as a financial advisor is that you have no agenda, no product to sell, and no objective other than do what’s right for the prospect and the prospect can sense that. Because prospects do sense the difference between a financial sales person and financial advisor (no matter what [...]

The most widespread yet ignored problem shared by most financial advisors is the lack of focus. Interestingly, most advisors fail to see that this problem is at the root of all of their other problems.
For example, most advisors will tell you there are not enough hours in the day. They believe this time shortage is [...]

Few people in the financial services industry ever become seven-digit earners but there are thousands that attain this sales success, which means it is possible for all. In fact, the financial services industry offers more opportunity for large earnings than possibly any other industry. So why do so few get there?
It’s the same reason that [...]

The title of this article is bad. It emphasizes what you want, but if you want to win specific new clients and win at business development, the focus needs to be on them. While this sounds simple enough, most professionals conduct their marketing without an understanding of their potential clients. We assume we know what [...]

There’s a ridiculous notion in the advisor community that keeping your clients happy is the way to get referrals. While happy clients are a necessary condition to get referrals, it is not a sufficient condition. Sure, your clients must be satisfied with your advice and service, but that’s not enough to have them send you [...]

Potential prospects are more readily drawn to financial advisors with financial credentials and financial designations. In a poll of retirees asked what was most important to them in a new advisor, “specialized training” and “a credential evidencing specialized training” ranked 2 and 3 respectively out of 8 choices.
First, a financial designation implies that you think [...]

Financial Advisors Earn More

The tremendous benefit that accrues from status as a true financial advisor is that you have no agenda, no product to sell, and no objective other than to do what’s right for the prospect and the prospect can sense that. Because prospects do sense the difference between a financial sales person and [...]

Many financial advisors would like more and better clients. But their client prospecting is often wasted and misplaced. Here are three concepts that can help you attract more and better clients:
Make yourself scarce
We live in a culture where people want what they cannot have. In order for people to want you, you must make yourself [...]

We don’t do what we’re told. It starts at a young age, and we continue to resist doing what others tell us to do. So it’s no wonder baby boomers are sick of being told and continue to resist saving for retirement.
This problem won’t be solved by greater tax incentives. It will also not be [...]