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Advisor best practices_2011_re_kon


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Advisor best practices_2011_re_kon

  1. 1. Advisor Best PracticesLearning From Success<br />By Kevin Poland<br />The Renaissance Group<br /><br />February 2011<br />
  2. 2. Today’s Topics<br />
  3. 3. Know What You Want To Accomplish<br />Most people run their business like they see a movie…<br />No idea how it is going to end<br />
  4. 4. The Work Required to Grow<br />
  5. 5. Clarity<br />Think likean Entrepreneur<br />Treat your business like a client<br />Big picture first<br />Strategy<br />Specific Tactics: Implementation<br />Track and Measure Progress<br />Make course corrections periodically<br />
  6. 6. The Work Required to Grow<br />Personal and Business Vision<br />Strategy to Reach Vision<br />Implementation and Execution<br />Growth by DesignTM<br />Monitor & Course Corrections<br />
  7. 7. Narrow Your Focus<br />Too many clients<br />Too many different types of clients<br />
  8. 8. Too Many Clients<br />At the heart of many of your challenges<br />Can’t standardize <br />Can’t systematize<br />Complexity<br />Harder to delegate and train<br />Time issues<br />Harder to find more<br />
  9. 9. What To Do?<br />You nee to focus like a “LASER”<br />
  10. 10. WHO First<br />WHO:<br />Do you like serving?<br />Do you add the most value for?<br />Presents the best opportunity?<br />Has a point of entry?<br />
  11. 11. Narrow Your Focus<br />Strategic Work = CHOOSE:<br />Target market(s)<br />Niche(s) / Segment(s)<br />Create an Ideal Profile for each <br />
  12. 12. Pull the Weeds<br />Start with a current analysis<br />Grade them<br />Decide who to replicate<br />Get rid of clients that don’t fit= “pull the weeds”<br />
  13. 13. Always Adding New Clients<br />Only ideal from now on<br />Systematic way of adding clients:<br />Referrals<br />Direct targeting<br />In-Bound Marketing<br />
  14. 14. Dream 100 Strategy<br />Imagine what your life would be like if you only had 100 Ideal Clients? <br />
  15. 15. Niche Thyself<br />Focusing on a specific type of client.<br />Examples:<br />Small Private Hospitals<br />Association for Corporate Growth<br />
  16. 16. Easy Referrals<br />From Clients and Centers of Influence (COI’s)<br />How do you increase both?<br />Focus – the more specific the better…this why you need to choose<br />
  17. 17. Referral Best Practice<br />Client Advisory Board<br />How can we improve our service delivery<br />Referrals to others in similar situation<br />
  18. 18. Direct Targeting<br />Multiple tactics<br />Most of you are invisible to your target market<br />Doing something proactive each month  More Referrals<br />
  19. 19. In-Bound Marketing<br />Your CRM<br />LeadConversion<br />Process<br />Build Your List<br />Educate…Educate…Educate<br />You need to create content<br />
  20. 20. Mind Your Time<br />“It is hard to think when your hair is on fire.”<br />Too reactive…feel like we are being thrown around by the rapids.<br />
  21. 21. Mind Your Time<br />The most effective are in control of their time<br />Plan all of your work<br />Routines will set you free<br />Use a Daily Prioritizer<br />Delegate more<br />
  22. 22. Find Your Catalyst<br />Can you accelerate your success?<br />Most successful tend to have a catalyst:<br />Mentor<br />Board of Directors<br />Study Group<br />Coach<br />
  23. 23. Coach as a Catalyst<br />“A good coach will make his players see what they can be rather than what they are.”<br />AraParseghian<br />Who is your coach?<br />
  24. 24. Action Items<br />Intentionally design your life & business<br />Increase your accountability<br />Choose a target<br />Get an <br />outside perspective<br />Pull the Weeds<br />Live by a calendar<br />WHO, then what<br />Have a plan <br />Systematic action<br />
  25. 25. How Can We Help You?<br />Growth by DesignTM Program<br />Special Offer – a Business Tune-up<br />
  26. 26. Contact Information<br />Kevin Poland<br />phone: 813-636-9181<br />email: <br /><br />