Are You Attracting the Right Prospects?

There are a lot of factors that drove you into the financial industry, but I bet I can guess the most important one: you want to help people.

I also know that you can’t help everyone. Different people have different needs and want different results for different reasons. So who can you help? Anyone, really. But telling people (or putting off that vibe) that you work with “anyone” and “everyone” lowers your credibility and makes it much more difficult to attract the “right” people to you.?

So the best question to ask is: who do YOU want to help most, so you can work with ideal clients, build your ideal business and live your ideal life?

I’ve been working with Heather Venenga for about a year. When I met her in mid-2020, she told me that she had only made $20,000 in 2019 and was considering leaving the business. Last year, she ended the year making 5X that! $100,000! And most of that came in the last 6 months of the year.?

She now knows exactly who her ideal client is, and has the right tools to deliver transformational results to people who need her. Her journey as a financial advisor has been absolutely amazing, so naturally, I had to interview her for my Growing Your Financial Business: The Woman’s Way podcast.

Something’s Got to Change

Heather spent 17 years running long-term care facilities, climbing the corporate ladder, before she and her husband decided they needed a change. They moved from Kansas back home to South Dakota to take over the family farm, and Heather decided to do something for herself.

Instead of building business for the corporate world, she was going to build her own business!

But that wasn’t the only change she would make. After starting her financial advising career at Thrivent, she started off with a bang. She was blowing past minimums, hitting benchmarks to get to go to the conference, and gaining the reputation of a good advisor. She was hustling, and it looked like it was working!

But in 2019, her gross revenue dropped to $80,000, leaving her income at just $20,000 after all the expenses of running a business. Sure, she was a “good advisor”, but this was not Heather’s idea of success. In Heather’s words, “My income is my report card for whether I'm helping people or not” — and she felt like she was failing.

So in the lockdown days of 2020, she made her next major change: finding a coach! And can I just say, Heather is one of the most coachable people I have ever met. She not only follows the systems I provide, but builds on them in a way that perfectly suits her business.

“Clone Your Client”: Your (Better) Target Market

Heather excels in a lot of ways (her recent revenue for one month was $80k. Wow), but I am especially impressed by how well she understands her clients and attracts qualified prospects.

Building off of my “client cloning” system — which we explain further in the podcast — Heather has identified exactly the kind of people she can help most.

As a farm wife herself, she uses her experiences and financial expertise to communicate with other farm wives and their families. Her mission is simple: to help farm families pass the family farm on, not overpay the government in taxes, and maintain family harmony. And because she has clarity on the services she wants to provide, she can make lasting connections with clients.

Just recently, a father and son, in their 80s and 60s respectively, came into Heather’s office without having done any financial planning or planned the future of their farm. Within one appointment, Heather was able to understand their concerns and talk about their future on their terms.

That’s awesome, right? Because Heather invested the time and money, she can grow her own business and offer real, necessary help to people whose she wants to see succeed.

Who can YOU help?

The full interview with Heather Venenga will help you answer that question. In addition to more stories about cloning your clients and how this can attract qualified prospects, I also test Heather over the 1, 2, 3 of messaging and how to communicate in a way that resonates with your clients.

Interested? Listen to Growing Your Financial Business: The Woman’s Way here!

The systems I taught to Heather are proven — by her success and many others’ — to help your financial business thrive. I’m so happy she was willing to share with you on this week’s episode!

Before you go, take the first step and tell me about your ideal client in the comments!

Talk soon!