Tap Into Your Most Productive Centers Of Influence

There is a simple solution to rapidly growing a book filled with quality clients if you look for it. (Hint: the secret is much closer than you think.)?

When you shift your perspective and envision each of your quality clients as a productive center of influence representing an uninterrupted network of warm, quality client acquisitions, it can dramatically increase your book of quality clients and the growth of your business.?

For more than 75 years, experienced financial advisors have been looking inside the "industry bubble" trying to find solutions for consistent quality client acquisition and growth. Unfortunately, most find themselves running into the 80/20 principle, with the majority of their business being driven by a small percentage of their clients. They struggle to meet with new quality prospects that are of comparable value to their highest echelon of clients.

But why is this the case? Do we have to settle for the Pareto Principle that tells us 80% of our revenue will come from 20% of our clients? Or is there another option, a way to attract a full book of exceptional clients and leave the 80/20 rule in the past?

Most experienced Financial Advisors, when they drill down, say that business would be much more efficient and productive, less stressful, with satisfying if they could consistently schedule and complete more new, quality, warm first appointments. The problem is, they rely on old and new methodologies that have only provided 80/20 results. Isn't that the definition of insanity that Albert Einstein gave us?

Grounded in research (and common sense) we know that:?

• Cooperative centers of influence (COI) are the most effective path to client acquisition.
• Your best clients are the most productive centers of influence. Since they model your ideal client they understand exactly the kind of person you want to serve.
• Most importantly, they trust you. They have first-hand experience with your work and are able to attest to your work ethic, your character, and the positive impacts you've had on their financial goals.

Your comments would be appreciated.?

Matthew G. Bellis

[email protected]