It is literally true that spectacular success in the financial services industry comes from implementing more best practices. But some best practices are more equal than others.
The first half of time management is having more of it. "The secret" to more time is a well structured team. There is a huge difference between a bunch of people doing stuff, and a well structured team.
In "Surefire Team Development" I have compiled all my articles from Research Magazine on team development, management and structure, but I have good news and bad news about it.
With a team, you buy selling time. But it's the Model Day that enables you to optimize selling time.
To build your Model Day, you need some resources.
- First understand the concept. You'll want to read my two Research Magazine articles on Model Day. I've put them in a single PDF, Time Management for Financial Advisors.
- Second, to understand the theory behind the mini-day and how to structure several mini-days into a model day, download and print The Model Day: Key to Better Time Management.
- Finally, download The Model Day Workbook. This is an Excel Workbook that will help you design your own Model Week. The culmination of our Model Day Method. There are 5 sheets in this workbook: Sample Model Week <$100M, $100M - $500M, $500M - $1B (+), My Model Week, and Time Block Guide.
In my Research Magazine article on Ira, I promised, "some interview notes I just
did not have space to use here."
Well, I have a treat for you. The interview notes will detail how Ira has opened
10 new client relationships (as mid February 2011!) from people who found him on
the web.
Read about real web-based financial services marketing here.
Registration is required.
Great players have coaches. The coaches teach the great players vital skills and
concepts. The great players implement and execute. Here are some of Ira's comments
about our relationship.
"One of the things I learned from you was the team concept. As you know, the concept
that was prevalent at that time was the mom and pop candy store concept, with one
person and maybe a part-time assistant. What you taught me was how to leverage my
time. With the team, I saw that I could be out of the office bringing in new assets
and developing new client relationships. Other people could be doing the administrative
and promotional things that I needed to fuel the pipeline. You can see the enormous
boost to my career that I got from just that one point."
"The referral-based marketing program we used was based on your assessment that
most of my business was coming from referrals. The core of what we do is what you
recommended. It's a dynamic process. A lot of the things that used to work don't
work anymore. Things change and you've helped me stay on top of what's changing
in the marketing universe."
CALL Jill Webster
888.495.7303
Top Financial Advisor Job Description
The Ira Walker Group
Revisiting the #1 Team on Wall Street
You haven't read Bill's April Research Article about Ira? Gasp!!
Read it now
Picture features Ira and his team.
"The #1 TEAM ON WALL STREET"
RESEARCH MAGAZINE
Marketing For Financial Advisors
Ira Recommends: Margaret Maul's 1988 Lecture, "How to Become a $2 Million Producer"
In my Research Magazine on Ira, article, I wrote:
As an added bonus, I dug up a recording of a talk Ira attended 25 years ago to which
he attributes some of his success. It's as fresh and relevant today as it was in
1988.
Margaret Maul was the presenter. In one of our interviews, Ira told me, "From Margaret
Maul, I got the concept that you have to present, implement, and execute. Clients
want to be invested. Clients want to do business with you. Years ago, people didn't
understand that. They were afraid to cold call. They were afraid to do seminars.
They don't get that concept that clients want to be invested. They want you to implement
and execute a portfolio that you have developed for them."
Margaret delivered that speech at my "Second Annual Conference on Gorilla Marketing."
Margaret was then at the Prudential Securities office in Fresno, Ca. She was one
of the first $2 million producers in the industry.
A powerhouse, her name fit.
In attendance was a young Ira Walker.
Margaret's talk had a profound effect on Ira. She had built one of the first teams.
She only accepted A-clients—people who would do what she told them to do.
She took many of the industry assumptions and stood them on their heads.
A popular idea still is that an FA should prepare a financial plan before someone
becomes a client. Margaret reversed that. "When you become a client, I will prepare
a financial plan for you."
And you will need to listen carefully because the quality of the recording equipment
was, shall we say, non-optimum.
Margaret was a powerful, charismatic pioneer in financial services. Sadly, she passed
away in August 2008.
Listen to "How to Build a $2 Million Team" by Margaret Maul.
Registration is required.
Very early, we had arguments about "How high is up?" I thought then that the ceiling for what I had created was about $2 million. Ira blew that away.
Does it make sense for you to investigate this system and experience your own power
surge?
CALL Jill Webster
888.495.7303
One way to develop your business plan is to carefully study advisors who made it
to the top. Here are some links on Ira so you can have your own financial advisor
business plan.
Ira Walker Web Page—Read his web page carefully.
#4 Barron's Ranking.
2011 Top Advisor Ranking: New Jersey. This put Ira's track record in print.
Research Magazine Broker Hall of Fame.
Coaching the #1 Team on Wall Street. This appeared in FA Magazine in 2010.
#1 Team on Wall Street. I wrote this article in 2005.
Portfolio of ETFs. Ticker Magazine interviews Ira in Oct. 2009. Ira explains his
investment strategy.
In my article on Ira, I promised you Ira's communication plan. It's right here for
you. Andrea Dagnelli, who handles sales and marketing for the Walker Group, sent
this to me.
Get a primer on financial services email marketing. Is this all Ira uses? Find
out here.
Registration is required.
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2013
Bill Good Marketing, Inc. All Rights Reserved. |