{"id":80142,"date":"2020-11-09t12:00:03","date_gmt":"2020-11-09t17:00:03","guid":{"rendered":"https:\/\/48e130086c.nxcli.net\/?p=80142"},"modified":"2020-11-10t23:20:06","modified_gmt":"2020-11-11t04:20:06","slug":"help-your-clients-become-thought-leaders","status":"publish","type":"post","link":"\/\/www.g005e.com\/2020\/11\/09\/help-your-clients-become-thought-leaders\/","title":{"rendered":"help your referral sources become thought leaders"},"content":{"rendered":"
<\/a>the pandemic has made knowledge more precious than ever. by anthony glomski and russ alan prince<\/i> an approach you can use and one that can strongly differentiate you from your competitors is to add value that helps the professionals reach their goals and become more successful. some of the more viable approaches involve helping them become thought leaders and providing them with turnkey business development solutions.<\/p>\n more: <\/b><\/strong>the new way to get the best clients<\/a> | maximize referrals from wealthy clients<\/a> | building a high-net-worth practice during covid-19<\/a> | setting financial and practice goals during covid-19<\/a> adding value with<\/strong> thought leadership:<\/strong> becoming a thought leader is one way just about any professional can become significantly more successful. at this point, you understand their business model and where they are indeed experts. you are also very familiar, generally speaking, with the wishes and dreams, the concerns and anxieties of the wealthy. these insights enable you to provide other professionals with the targeted, high-quality thought leadership content they can use to become the experts the wealthy want to engage, thereby making them more successful.<\/p>\n remember that while you need to skillfully position these professionals as experts in specific matters, you will usually want to provide high-quality thought leadership content beyond their specialties. sometimes, thought leadership content on issues that are not financial can be very effective.<\/p>\n we have found that delivering high-quality thought leadership on health, family and lifestyle topics is well received and quite useful in building stronger relationships with the wealthy. this is more the case because of the covid-19 crisis.<\/p>\n to become a thought leader, and to help other professionals become thought leaders, you need high-quality thought leadership content \u2013 a lot of it. moreover, simply giving other professionals even the most sensational thought leadership content is not enough. you also have to help them make the most of the materials.<\/p>\n the greatest value you can add at this point is to help these professionals make clear connections between specific pieces of thought leadership content and specific wealthy individuals who would benefit from receiving the material. the more the thought leadership content resonates with a particular wealthy client or prospect, the more likely everybody will get more business.<\/p>\n you can also help them share the thought leadership content most effectively. for example, you can …<\/p>\n using high-quality thought leadership content to help the professionals you selected to become much more successful and consequently refer you their best clients is very powerful. still, other approaches can also work very well. as always, the most viable methods are dependent on their self-interests and how they operate.<\/p>\n additional ways to add value:<\/strong> to reiterate, what you uncover during the discovery process illuminates how you can add value. sometimes, it has nothing to do with business. it can be about helping their children by introducing them to specific resources or even possible employers.<\/p>\n in our experience, especially as you are enhancing these relationships, it is regularly about growing their practices and incomes. in this regard, one way to add value is by providing the professionals with new viable perspectives such as …<\/p>\n in sum, by learning a lot about these professionals, you can develop possible solutions and approaches that can help them substantially grow their practices. fairly often, this same way to add value is effective with many different types of professionals.<\/p>\n always remember, you will still need to explain your value-added solutions in the context of their self-interests.<\/p>\n tracking results<\/strong><\/p>\n in any business endeavor, results matter. are you getting the results you are seeking? are you getting the results you need to keep going in a set direction? are you getting the results you need to become significantly more successful \u2013 to build a $5 million high-net-worth practice?<\/p>\n when it comes to working with professionals who can refer you wealthy clients, there are two sets of results that matter:<\/p>\n know which professionals are vital to you: <\/strong>while professionals tend to all agree on the importance of getting results, very few of them are actively tracking all the possible outcomes. even those who are tracking results tend to be less than precise. to make smart decisions, it helps to be precise, so …<\/p>\n keep in mind that the amount of revenue, not the number of new clients, matters most. three new wealthy clients, for instance, are usually better than 10 new, less wealthy clients if the revenue is the same.<\/p>\n during the discovery process, you can usually get a good sense of the potential a professional has to refer wealthy clients to you. by diligently tracking, you can compare this potential to the actual outcome. if there is a large gap between the two that seems unlikely to close, consider saying n.e.x.t.<\/p>\n know how important you are to each professional: <\/strong>one of your goals is to help the professionals you have chosen to achieve their self-interests. we have approached this as helping them build their practices. when you are clear about exactly how much value you are providing to them in terms of increased revenue, and it is significant, you can justifiably ask for more business in return.<\/p>\n your ability to garner wealthy referrals depends on your ability to determine and quantify the value you bring to these professionals. and the only way to know how important you are to them is to track their financial results that stem from your efforts. once you know the economic gains each professional enjoys from working with you, make sure you are getting appropriate economic benefits from working with each of them.<\/p>\n taking action<\/strong><\/p>\n just as maximizing your relationships with your wealthy clients results in better service for them and profits for you, the same is true when you help other professionals become more successful. in these scenarios, wealthy clients win, the professional wins, and you win (big).<\/p>\n getting tactical …<\/p>\n because of covid-19, other professionals are likelier than ever to talk to people who can help them deal with what is going on, including helping make their practices more successful now and later. yes, most of them are busy. still, a large percentage of them are hungry for meaningful direction and answers. do not forget or get distracted, because you can provide useful guidance and have answers.<\/p>\n conclusion<\/strong><\/p>\n your ability to create a steady flow of new wealthy clients from other professionals depends on your ability to understand them and their practices and help them achieve their self-interests. you do this by employing the everyone wins process. the more successful they are because of your efforts, the more likely you will be more successful.<\/p>\n the discovery process and being empathic is often central to sourcing wealthy referrals from other professionals. based in large part on you ascertaining their self-interests, you will know fast when to say n.e.x.t. for those professionals you choose to work with, there are various ways \u2013 some by direct alignment, and more by adding value \u2013 you can help them achieve their self-interests. lastly, tracking results tells you what is working and what is not, and what changes you likely need to make.<\/p>\n","protected":false},"excerpt":{"rendered":"
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\nwhen you provide a roadmap and make it easy for the professionals you are working with to become the experts of choice in their respective fields, you are helping them grow their practices in a big way. the more you help them succeed by assisting them to become thought leaders, the more likely they will help you succeed by referring their best clients.<\/p>\n\n
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