About this Video

• Video Title: Client Builder Playbook Ep 3
• Channel: Client Builder Playbook
• Speakers: Brian Corrant, Larry Lewis
• Duration: 00:38:52

Introduction

This episode of the Client Builder Playbook for financial advisors discusses the importance of marketing in building confidence and avoiding taking on unsuitable clients. The speakers explore how a strong marketing pipeline allows advisors to maintain their sales process and avoid making concessions due to scarcity. They also delve into client acquisition strategies, emphasizing the power of asking questions over delivering presentations.

Key Takeaways

• Marketing Drives Confidence: A strong marketing campaign provides a pipeline of opportunities, allowing advisors to confidently disqualify unsuitable clients and stick to their sales process.
• The Importance of Client Qualification: Taking on clients who don't fit the firm's profile leads to dissatisfaction and wasted resources. Effective selling involves a process of disqualification.
• Scarcity Mindset and Concessions: When opportunities are scarce, advisors may compromise their pricing, fees, or process to secure business, leading to regret.
• Process over Presentation: Successful selling is about collaboration and problem-solving. Asking questions to understand the client's needs and pain points is more effective than simply presenting services.
• Creating a Vision: Helping clients visualize their desired outcome (e.g., retirement, home improvement) builds confidence and trust, leading to successful sales.

In this episode of the Client Builder Playbook, financial advisors Brian Corrant and Larry Lewis discuss the crucial link between marketing, confidence, and client selection. Learn how a robust marketing strategy creates a pipeline of opportunities, enabling advisors to confidently disqualify unsuitable clients and maintain their sales process. Discover the power of asking insightful questions over delivering presentations, and how to help prospects envision their desired outcomes. Master the art of client qualification and avoid the pitfalls of scarcity-driven compromises. Elevate your sales game and build a thriving practice!

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