Connecting in person with ideal prospects.

Advisors: Why Are Your Clients Really Hiring You?

You may think your clients are hiring you because of your investment expertise, credentials, the types of planning you offer, or the products you provide. And while those items are important to your business, and will benefit your clients, they're not why they hire you. If you believe those are the reasons someone hires you, as most of us business owners do at some point, your business is probably running your life, or you're very busy running around in circles. You're not being as productive or as profitable as you know you could be. So why does a stranger talk to you and then become a client? People hire you because they are experiencing financial pain and they want a transformation to occur that makes the problem go away. In other words, there is a gap between where they are now and where they want or need to be. And that's just as true for someone hiring an advisor, a life coach, a business consultant, a web designer, or other provider of a service, for that matter. Where Are They Now? People don't spend their hard-earned money or struggle though the process of changing because they have nothing better to do. They contact you because they are unhappy with some aspect of their financial life. There is a problem that has been keeping them up at night or that they've tried to fix and haven't been able to resolve themselves. They look for you because their existing

2017-11-04T15:27:41-04:00October 16th, 2017|Networking|0 Comments

Advisors. Follow-up is not rocket science.

Follow-up is not rocket science. You follow up with people you want to know better. Maybe you can use their services. Maybe they can use your services. Maybe they'll be good strategic partners. Maybe your clients could use their services or products. Maybe you want to conduct a teleseminar with them. Most important is that you feel that knowing them will add value to your life. Next, make the call or send the email then follow up with a call. Be honest. "I'd like to meet with you because I think we have similar clients and I'd like to get to know you better". OR "I'd like to meet with you because your "product/service" really sounded interesting". OR "I'd like to learn more about you and your business". OR "I heard you say "______" and I think I can help you with that". OR "I'd like to meet with you because I want to become part of your affiliate program" -- that's honest. Never say "I want to meet with you because I have something to sell you". Never lie either. Never follow up by adding someone to your mailing list, forcing them to unsubscribe. That's called spamming someone and chances are they'll tell you to go to hell (in one way or another) -- should you spam them and then ask them to meet with you. Call people within 2 days of connecting with them; you'll have a better chance of being remembered. Write a calling

2017-11-04T01:21:07-04:00July 24th, 2017|Networking|0 Comments

Ask These 12 Questions Before Attending Networking Events

As business owners, we're tempted to attend a myriad of networking events. Take part in all the events you find, and you’ll be very busy. Attend the wrong events, and you’ll be busy AND broke. Early in my firm’s history, I looked at my calendar and started laughing. I was very busy . . . going to networking events. I wondered what my old bosses would think about my expense account. What would they say to me? They wouldn’t be laughing, that’s for sure! An interesting thing happens to business owners when they network. They’re so glad to be around prospects that they forget events cost money--more money than they think. In addition to the event admission fee, there’s the time spent at the event, and the time traveling to and from the event. As a result, the potential positives of attending networking events can quickly turn into negatives--which decrease the profitability of this enjoyable activity. As an executive on Wall Street, I was required to justify my monthly expenses. I had to add my guest’s name, firm, what we talked about, and/or the guest’s relationship to my work to each entry on my credit card statement. Three years into owning my own business, I realized that I was wasting my time and hard-earned dollars “networking without a cause”. If I had been one of my bosses from my Wall Street days, I would have fired me! Instead, I started asking myself questions before I paid for

2017-11-04T01:21:35-04:00September 12th, 2016|Networking|0 Comments

Financial Advisor Tips: What’s in a Name Tag?

What’s in a Name Tag? Imagine attending a networking event.  Someone sees the image of your name tag from a few feet away, recognizes you, and knows what you do for a living.  This really happened to me -- and I was 3,000 miles from home!  (They were a long time newsletter subscriber.)   Another reason to have name tags designed for your company that are consistent with your company’s brand is that everything will be spelled correctly!  At a minimum include your logo and company colors as well as your first name and last name.  If there is room include who you work with -- or your 3-7 word tagline.  You can design your name tag online, have your graphic designer create it, or hire your local printer or promotional materials company.   Action:  Choose a method to produce your name tag from above.  You can simply print your badge on high-quality, heavy letterhead paper and place it in a clear badge holder.  Or, you can get as fancy as some of the badges on this website:   © 2013 Elevating Your Business. Maria Marsala is a Business Coach to Financial Advisors and former Wall Street Trader. She helps independent and fee-based financial advisors reach their 5-year business and personal goals in 24 months. Maria's been recognized as a thought leader and has been published in Financial Planning Magazine, RIA Biz, Advisor Max, Dow Jones, The Street, Entrepreneur Magazine, and numerous other books, trade journals,

2016-11-01T01:53:23-04:00November 20th, 2013|Networking|0 Comments

On Introducing Yourself To Strangers

On Introducing Yourself To Strangers When a stranger walks up to you and asks, "So, what do you do?", truth be told, they really don't care what you do. They are masking the questions they really want to ask you. What are the questions on their mind? What they really want is: "How can you help me reach my goals?" and "Are you trustable?". Give them what they really want. How? Here's my quick-starter template: I work with __________ [your target market] to __________ [biggest problem you help them resolve]. Examples: I work with independent financial advisors who are ready to serve more clients. I work with financial advisors who are struggling to grow their businesses. I work with accountants who are overwhelmed by all there is to do to market their businesses. See, it's easy when you have a template! And now you do! Your turn! tell me what your next intro will be.   What's your intro?

2016-11-01T01:53:30-04:00June 16th, 2012|Networking|0 Comments

10 indispensable questions for advisors to ask — and 10 to answer — at networking events

The art of the spiel.  "You'll feel more confident in networking situations if you've already worked out a few 'scripts' ahead of time."  -- Maria Marsala Networking is something every financial advisor does to build local credibility and a stellar reputation. But it’s not only about that. Amid the numbers and goals, it’s sometimes easy to forget that people fuel our businesses. Relating and connecting to others on an interested, personal level is really the key to building trust and earning respect in your community. Networking events provide prime opportunities to engage strangers; however, your interaction time is usually very limited. Therefore, it’s best to consider what you want to communicate about yourself and your business, and also what you’d like to know about others — before you attend any event. Find the right words,  read the rest of this article,  at RIA Read all business management and marketing articles articles at Like this business  and practice management article?  Read more like it weekly at Women in Finance -- Join our LinkedIn group at  

2016-11-01T01:53:30-04:00April 10th, 2012|Networking|0 Comments

Neworking Tip: Always stand up and be counted!

Anytime you have an opportunity to dress professionally and stand up for your business, do it. You only have 2-7 seconds to make a great first impression. If your business is one that dresses down, don't do it when you're networking. Even putting on a jacket (with jeans) will help you appear more professional. And even if NO ONE else has stood up at a networking event to introduce themselves -- do stand up and be counted as one of the professionals in the room!   (c) 2011 Maria Marsala, Business Strategist at Elevating Your Business,

2012-01-09T13:36:11-05:00January 9th, 2012|Networking|0 Comments

36 Ways to Create a High Impact Elevator Pitch

19. Find Ways To Quickly Build A Relationship It’s not about you. It’s about saying something that will turn off a prospect from hell and turn up the ears of your ideal clients. At events, you want to spend time with people who can become prospects or who know them in bunches. The fact that you do what you do, your title, is not important. But what is important is who you do it for and the major benefits they will receive from working with you. I challenge you to create an elevator speech without your title. The basic concept can be expanded, but make a difference to your business by starting with “My name is ___ and I help (your ideal clients) and help them (reach this major goal)”. Thanks to Maria Marsala of Elevating Your Business   Just in time to get your "new" New Year's "business snapshot" or elevetor speech right. Dr. Shannon Reece recently asked business owners "What is your single best tip for creating a High Impact elevator pitch?" 36 of us answered. Read all the tips here:

2016-11-01T01:53:31-04:00January 2nd, 2012|Networking|0 Comments

Do You Fear Networking?

And what to do about it! If so, you're in very good company! Fear is a necessary part of life. Can you imagine what would have happened if our ancestors weren't afraid of fire? Or cliffs? We might not be here! As children we were warned, “Don't talk to strangers!” This helped ensure our survival. But fearing “strangers” (part of our aversion to networking) doesn't serve us as adults—or help our businesses thrive. How do you overcome fears? Don't bother trying. Instead, identify them, accept them, and create solutions that will turn fears into exciting adventures. As Susan Jeffers says, "Feel the fear and do it anyway." Below is a list of common networking fears that business coaches hear from their clients. Place a check mark near YOUR fears (or add your own). I'll draw a blank and not know what to say. I'm not _(fill in the blank)_ (smart enough, successful enough, etc.) I'm too _(fill in the blank)_ (fat, skinny, ugly, etc.) It's one thing to do introductions, but how do I maintain the conversation, keep it lively? I'm afraid I'll sound pushy or alienate people. I feel phony and inauthentic. My feet hurt when I stand in heels too long. I'll say something to "stick my foot in my mouth". It's impossible to break into established groups. I'm an introvert; I don't have an “outgoing” personality. People drain me. I won't have enough stamina to be "on" for the whole event. Networking is boring.

2016-11-01T01:53:34-04:00December 3rd, 2011|Networking|0 Comments

10 Ways For Introverts To Develop Confidence In New Situations

Summary: Very few people are at ease striking up a conversation in a room full of strangers. Here are some simple ways to make network meetings and speaking events more productive and  fun. Do you enjoy one-on-one networking, however, the thought of walking into room full of people you don't know horrifies you? You're not alone. Yes, even an introverted 1:1 social butterfly, President of the Social Committee in High School, and avid networker knows how you feel. Here are some of my tricks. And they have all worked! Registration Volunteer A great way to network at a conference is to volunteer at the registration desk. Why? You get to say hello to everyone who registers in your line and everyone who registers gets to see you behind the registration table. At the event, you'll feel more comfortable talking with people because you've "met" them already. If those aren't enough benefits, people will "recognize you" from the registration desk, and be more likely to come talk with you. Group Volunteer Once you join a new association or group, ask the Chair or membership person what volunteer opportunities are available.  Take on a small or large task, based on what you like to do, have time to do, or volunteer to do something you do in your business to quietly help you market your business. Arrive Early Always arrive 30 minutes early to get comfortable in the room.  Wear your name tag, too.  You'll meet other early attendees

2016-11-01T01:53:36-04:00September 1st, 2011|Networking|2 Comments
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