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Leading Marketing Strategies For Every
Aspect of Your Practice
Michael Morrow, CFP
Prudential Indonesia April 2 to 4, 2012
Successful Marketing
What Makes You Successful
Marketing Strategies to Attract High Quality Clients
Client Contact Strategies to Move Clients to Action
KNOWING to DOING
The DNA of:
A blueprint or code containing the instructions on how
to build and maintain a highly successful practice.
DNA
How to Graduate Clients Up Loyalty Ladder
Results
More Clients
Better Clients
More From Existing Clients
Clients Who Whine Less
Clients Who Don’t Blame You For What Is Out Of Your Control
Clients Who Follow Your Advice
Clients Who Ignore The Media
Quality Referrals
Things To Do By: Friday April 13th 2012
1) ________________________________
2) ________________________________
3) ________________________________
4) ________________________________
FREEDOM from labour and pain;
FREEDOM from concern and anxiety;
FREEDOM from great effort;
FREEDOM from financial need.
To render LESS DIFFICULT.
EASE
E
DNA for Success
A
S
E
DUCATION
CTIVITY
KILLS
XCITEMENT
Lack of one will require overcompensation by the other three
Ranked In Order of Importance
by actual CLIENTS
1 – Enthusiasm
2 – Trust
3 - Service
Value consists of
Ideas
Solutions
Benefits
Price
Cost
Quality
Integrity
Service
Communication
Character
Investment?
Or
Expense?
The Marketing System is an investment to protect
your investment
Marketing
Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
You drive for
SHOW
You Putt for
DOUGH
Quality Thank You Card
Dear David and Mary:
Just thought I’d send you note to let you both know how
much I enjoyed our meeting.
I look forward to the opportunity to work with you and
appreciate your confidence.
Please feel free to contact me at any time.
All my best!
Sincerely,
Michael Morrow
People will sit up and take
notice of you if you will sit up
and take notice of what make
them sit up and take notice.
Frank Romer
simplypersonalized.comanydate.com
birthdayandanniversarygifts.com
usedmagazines.com
( Google historic newspapers or historic archives )
Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
Sent a post card made of Wood
I HAVE IDEAS THAT ARE STRONGER THAN THIS
Send letter to assistant with box of chocolates asking
her to give the enclosed letter to her boss.
Call your most successful prospect and tell them that
you will pick them up, drive them to the airport and sit
next to them on the plane.
Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome
Voicemail
Always give phone number twice.
Do you promise to return call today
Email
What does signature look like
What does TO and FROM look like
Do you have full signature
Do you invite to your website
How quickly do you reply
Never forward funny pictures
Facebook / Twitter / Linkedin
Would you be proud
You are always on the job
Successful Marketing
What Makes You Successful
Marketing Strategies to Attract High Quality Clients
Client Contact Strategies to Move Clients to Action
KNOWING to DOING
The DNA of:
A blueprint or code containing the instructions on how
to build and maintain a highly successful practice.
DNA
How to Graduate Clients Up Loyalty Ladder
Campaigns
 Thank you cards
 Client binder
 Calendar
 Family picture
 “Newsletter”
 Articles of interest
 Lunches/Dinners
 Life Insurance
 Investment Revenue
 Specific Financial Planning Fees
Simple “one-off” campaigns.
 Sports pools – easy, online, high participation, fun.
 Golf Tournaments – sponsor a hole, bring a client, donate prizes.
 Acme humble pie website.
 Rocky Mountain Chocolate
 Retirement Business Card
 Retirement Party/Birth day Party
 Historic News Paper
 Sponsorships
 Prize Donations
 Promotional materials
 historicnewspaper.com
 anydate.com
 newspaperarchive.com
 usedmagazines.com
Client Family Events
 Birthdays
 Anniversaries
 Death of a relative
 Graduation of a child/grandchild
 Client relationship anniversary
 Investment milestones
 Seasonal holidays
Campaigns for Kids
 Area activities and programs for kids.
 Toy Mountain charity, food bank, pumpkins etc.
 Books – The Money Tree, The Richest Man in
Babylon, The Wealthy Barber.
 Websites
 Graduations, summer jobs, investment symposiums
etc.
 Child Binder.
“I lost my legs, I didn’t lose my heart”
Bob Weiland
Twitter - michaelmorrow1
www.facebook.com/morrowmichael
www.ideasforadvisors.com - Newsletter

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Michael morrow prudential indonesia breakout leading market

  • 1. Leading Marketing Strategies For Every Aspect of Your Practice Michael Morrow, CFP Prudential Indonesia April 2 to 4, 2012
  • 2. Successful Marketing What Makes You Successful Marketing Strategies to Attract High Quality Clients Client Contact Strategies to Move Clients to Action KNOWING to DOING The DNA of: A blueprint or code containing the instructions on how to build and maintain a highly successful practice. DNA How to Graduate Clients Up Loyalty Ladder
  • 3. Results More Clients Better Clients More From Existing Clients Clients Who Whine Less Clients Who Don’t Blame You For What Is Out Of Your Control Clients Who Follow Your Advice Clients Who Ignore The Media Quality Referrals
  • 4. Things To Do By: Friday April 13th 2012 1) ________________________________ 2) ________________________________ 3) ________________________________ 4) ________________________________
  • 5. FREEDOM from labour and pain; FREEDOM from concern and anxiety; FREEDOM from great effort; FREEDOM from financial need. To render LESS DIFFICULT. EASE
  • 6. E DNA for Success A S E DUCATION CTIVITY KILLS XCITEMENT Lack of one will require overcompensation by the other three
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  • 8. Ranked In Order of Importance by actual CLIENTS 1 – Enthusiasm 2 – Trust 3 - Service
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  • 14. Investment? Or Expense? The Marketing System is an investment to protect your investment Marketing
  • 15. Questions to ask before sending anything to clients or prospects • Different and Better • High Impact • Long Shelf Life • Credible Source • Attract Additional Assets / Insurance • Generate Quality Referrals • Improve Client Retention • Demonstrate Value Proposition Outcome
  • 16. You drive for SHOW You Putt for DOUGH
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  • 19. Dear David and Mary: Just thought I’d send you note to let you both know how much I enjoyed our meeting. I look forward to the opportunity to work with you and appreciate your confidence. Please feel free to contact me at any time. All my best! Sincerely, Michael Morrow
  • 20. People will sit up and take notice of you if you will sit up and take notice of what make them sit up and take notice. Frank Romer
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  • 26. Questions to ask before sending anything to clients or prospects • Different and Better • High Impact • Long Shelf Life • Credible Source • Attract Additional Assets / Insurance • Generate Quality Referrals • Improve Client Retention • Demonstrate Value Proposition Outcome
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  • 28. Sent a post card made of Wood I HAVE IDEAS THAT ARE STRONGER THAN THIS
  • 29. Send letter to assistant with box of chocolates asking her to give the enclosed letter to her boss.
  • 30. Call your most successful prospect and tell them that you will pick them up, drive them to the airport and sit next to them on the plane.
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  • 32. Questions to ask before sending anything to clients or prospects • Different and Better • High Impact • Long Shelf Life • Credible Source • Attract Additional Assets / Insurance • Generate Quality Referrals • Improve Client Retention • Demonstrate Value Proposition Outcome
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  • 41. Questions to ask before sending anything to clients or prospects • Different and Better • High Impact • Long Shelf Life • Credible Source • Attract Additional Assets / Insurance • Generate Quality Referrals • Improve Client Retention • Demonstrate Value Proposition Outcome
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  • 54. Voicemail Always give phone number twice. Do you promise to return call today Email What does signature look like What does TO and FROM look like Do you have full signature Do you invite to your website How quickly do you reply Never forward funny pictures Facebook / Twitter / Linkedin Would you be proud You are always on the job
  • 55. Successful Marketing What Makes You Successful Marketing Strategies to Attract High Quality Clients Client Contact Strategies to Move Clients to Action KNOWING to DOING The DNA of: A blueprint or code containing the instructions on how to build and maintain a highly successful practice. DNA How to Graduate Clients Up Loyalty Ladder
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  • 57. Campaigns  Thank you cards  Client binder  Calendar  Family picture  “Newsletter”  Articles of interest  Lunches/Dinners  Life Insurance  Investment Revenue  Specific Financial Planning Fees
  • 58. Simple “one-off” campaigns.  Sports pools – easy, online, high participation, fun.  Golf Tournaments – sponsor a hole, bring a client, donate prizes.  Acme humble pie website.  Rocky Mountain Chocolate  Retirement Business Card  Retirement Party/Birth day Party  Historic News Paper  Sponsorships  Prize Donations  Promotional materials  historicnewspaper.com  anydate.com  newspaperarchive.com  usedmagazines.com
  • 59. Client Family Events  Birthdays  Anniversaries  Death of a relative  Graduation of a child/grandchild  Client relationship anniversary  Investment milestones  Seasonal holidays
  • 60. Campaigns for Kids  Area activities and programs for kids.  Toy Mountain charity, food bank, pumpkins etc.  Books – The Money Tree, The Richest Man in Babylon, The Wealthy Barber.  Websites  Graduations, summer jobs, investment symposiums etc.  Child Binder.
  • 61. “I lost my legs, I didn’t lose my heart” Bob Weiland

Editor's Notes

  1. This is what your clients are looking for
  2. definition: Freedom from labour and pain; freedom from concern, anxiety; freedom from great effort; freedom from financial need - To render less difficult. You can not start a exercise program or a weight loss program when your freezer is full of ice cream E ducation continuing education - one or two people away from the smartest people A ctivity who waists 30 minutes/ day S kills sales skills, marketing skills, networking, referral, office management skills, human resource management skills, how many books on selling have you read in the past year E xcitement when we are enthusiastic and passionate about the products and services that we offer our clients will be enthusiastic and who doesn’t want an enthusiastic client? Strategies to be enthusiastic – List the 5 most successful people you know
  3. Designed to protect and maintain the integrity of your recurring revenue stream from your existing clients.
  4. More effective and more frequest manner