Four Business Generation Modules

Build a Robust Strategic Client Share & Maintain Systematic Communication

Client Share Manager

Manage Strategic Client Share

Email Cadence Manager

Launch Email Based Outreach

Call Cadence Manager

Coordinate Call Centered Outreach

Meeting Cadence Manager

Manage Meeting Oriented Outreach

 

Strategic Client Manager

 

The biggest complaint agents seem to have is that many people they have helped in the past go on to work with their competition because the agent did not stay in touch with the client. They must face this reality both with clients they know to a small degree and those that they know well. It also applies to many more clients with whom no previous relationship has been established. In both cases there is a great deal of potential business that is missed or even ignored until it is too late. In a downward trending market this is even more true. Building client share comes before market share. This means finding ways to stay connected with known clients and become connected with unknown clients on a large scale. Inviting clients to engage in an ongoing advisory relationship means that there is a good reason to stay in regular contact to advise clients on any emerging challenges with their asset, people, financial, legal or market issues and to keep clients out ahead of any emerging changes. Strategic clients are the untapped gold mine of business for those agents properly equipped to meet the challenge. Below are four tools designed to ensure that a full measure of clients are participating in a high-value advisory program until a transaction becomes appropriate. In a previous market downturn, numerous teams with a strong client share were able to double or triple their best year ever. That is because they had numerous advisory clients calling in for help with a transaction on a weekly and even daily basis.

Tool 1: Client Share Manager

Learn how to build, manage, and grow a robust strategic client share of currently inactive clients who have the potential of becoming active at any time and who currently want to wait and see how future events unfold.

Tool 2: Email Cadence Manager

Learn how to rollout a 95% automatic email based campaign to a high volume of known and unknown clients who are not yet ready to take an action but have accepted your offer to participate in an advisory relationship.

Tool 3: Call Cadence Manager

Learn how to rollout a 75% automatic call, and email based campaign to a moderate volume of known and unknown clients by organizing an email campaign around a precise sequence of calls with clients.

Tool 4: Meeting Cadence Manager

Learn how to rollout a 50% automatic meeting, call, and email based campaign to a limited volume of highly qualified volume of known and unknown clients with a precise sequence of calls, meetings, and emails.

 

Tool 1

Client Share Manager

Generate and Manage a Strategic Client Share Program  

 

The idea of client share is a recent innovation born out of a series of typical financial downturns that normally happen every five to seven years. When a market goes through a significant shift, clients gang up into three waves. The first are the smart people who see what inevitably will come and are ready to reposition themselves to be in a position of strength to ride out the downturn. The second wave are the people who, regardless of the obvious, must wait and see for a period of time until the action they need to take becomes clear. The third wave is people who have their head in the sand and will wait to pull it out until after it is too late to gain a position of strength. Many of this third wave will face foreclosure, bankruptcy, or short sale and be forced to make rash last minute decisions that most likely will put them in a severely compromised position. The Client Share Manager is a tool for gathering and managing an ongoing advisory relationship with clients who are not ready to take action and must wait and see or those who have their head in the sand. Teams who had built a substantial client share prior to the 2008 Great Recession were able to double or triple their previous best year ever. This unprecedented result was because they were getting one, two, or even three incoming calls from their cultivated strategic clients who were seeking the help of their now-trusted advisor. Market share is defined as how many transactions you have completed relative to the competition in a market. Client share is defined by the number of inactive clients with whom you have an active advisory relationship. Developing client share takes a commitment to connecting with clients who are not ready for a transaction.

Click Image to Access a Virtual Demo of the

CLIENT SHARE MANAGER

  

What Makes This Tool So Effective

 

Key Advantages

 This tool gives you the opportunity to establish an advisory relationship with a large volume of inactive clients.

This tool helps you to establish the level of advisory relationship that will ensure that six out of ten clients call you first.

It gives you the ability to build an insurance policy to cover your current transactions and/or have an added surge in income.

Key Features 

Generate a large number of strategic relationships with inactive clients.

Strategic clients are managed through a number of distinct stages.

These include Promo Manager, Contact Manager, and Profile Manager. 

Once a Client Profile is completed, a Strategic Analysis can be built.

Next, an initial Exploratory Meeting will finalize the needed information.

From the Exploratory Meeting a Strategic Analysis Document is built.

Once a Strategic Analysis is complete, a presentation is scheduled.

Then the Strategic Analysis can be effectively presented to the client.

A clear Next Action must may set as a result of the  Presentation.

One option will be to continue the ongoing advisory update process.

Or it will become clear to the client that a transaction is appropriate.

At this point, a Conversion Meeting can be scheduled and completed.

 Key Benefits 

You may have a CSM for different Product Types or Disciplines.

A CSM can handle a very high volume of strategic clients.

Cultivating inactive relationships puts an agent at the front of the line.

As many as six out of ten strategic clients will need to do something.

The stronger the advisory relationship, the more likely they call you.

At any point, clients can be transferred to a deal manager dashboard.

In the meantime, ongoing regular updates are the order of the day.

Clients get critical information as they share emerging challenges.

The advisor ensures that clients are prepared to protect their strategy.

When the time is right clients, will ask for action or be open to guidance.

Here is when a strategic relationship becomes a transactional one.

Once this is clear, both client and agent take the appropriate transactional actions.

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Tool 2
Email Cadence Manager

Generate Large Scale Email Outreach to Both Known & Unknown Clients  

 

Once it has been established that a client is not currently an active transactional client but rather an inactive strategic client, they become part of a strategic advisory program. In addition, client share can be built by reaching out to clients an agent does not yet know. The level of relationship or lack there of will determine the type of email cadence that can be launched. Email cadences do not include calling or meeting as part of the process. An agent or a client can call the other at any time but, essentially, the Email Cadence can be delivered to hundreds or even thousands of known and unknown clients very effectively. And it can be made to be 95% automated. Very little is required from the agent who should be focused on current transactions.  At the same time, they cannot afford to be out of communication with established client relationships nor can they afford to fail to generate new strategic relationships.

Click Image to Access a Virtual Demo of the

EMAIL CADENCE MANAGER

  

What Makes This Tool Effective

 

Key Advantages

 This tool provides the opportunity to build a robust strategic client share roster.

This tool sets up an outreach program to the many clients you may know but cannot spare time to call.

It also gives you the ability to reach out and establish a high volume of relationships with clients you have never met.

 Key Features 

You can outreach to a high volume of clients known and unknown.

You can set up an automatic cadence that needs little management.

You can establish a commitment based partnership with participants.

You may load as many clients as wished and stage their promo launch.

Clients who accept your invitation know what will be required of them.

Clients who accept your invitation are likely to be reliable participants.

The next stage is for participants to complete the client profile online.

Clients who fail to respond get a number of reminders automatically.

Once any actions are completed, participants get a thank you email.

Once this stage is completed, the Strategic Analysis Document is built.

Once they download the document, a regular update process begins.

Regular Updates continue until a Conversion Meeting is scheduled.

In Conversion Meetings, strategic clients become transactional clients.

 

 Key Benefits 

You may launch many Email Cadences to cover various client groups.

You can separate clients you know based on how well you know them.

Then you can separate unknown clients into groups based on criteria.

Then you can set-up an automatic cadence that will run by itself.

You can effectively reach out to more clients than you could ever call.

You will be getting critical interactive feedback each step of the way.

You will only need to deliver a Strategic Analysis Document plus . . .

You will need to create strategic updates sent on a regular basis.

Each Strategic Analysis Document is specific to each client situation.

Regular Updates are for clients engaged in the regular update process.

If a document is not needed, each remaining step comes with a survey.

Some surveys are for preparation and others for completion of a stage.

The update survey gathers input on emerging concerns and challenges.

 

Tool 3

Call Cadence Manager

Generate a Broad Base of Strategic Clients Through Calls & Emails

 

New Text Needed Here: The art and science of managing accountability is something most people practice to some degree, but do it is a rather shoddy manner. Learning to speak the language of accountability makes certain that the communications between a coach and a client ensure that effective, accurate and appropriate client action will occur. The coach must first be skilled in this language at a higher level than normal. They must bring out the ability of the client to speak the language of accountability so that the client’s interactions with others produces results. Mastering this language will make a coach one with whom many seek to work because they are communicating in ways that give clients clear access to actions and results. When both coach and client are using this language effectively, the success of a client and everyone involved becomes inevitable.

Click Image to Access a Virtual Demo of the

CALL CADENCE MANAGER

  

What Makes This Tool Effective

 

Key Advantages

 This tool gives you the opportunity to build a robust strategic client share roster.

This tool set up an outreach program to the many clients you may know but can spare time to call.

It also gives you the ability to reach out and establish a high volume of relationships with clients you have never met.

 Key Features 

You can outreach to a large volume of clients known and unknown.

You can set up an call cadence that needs little management.

You can establish a commitment based partnership with participants.

You may load as many clients as wished and stage their promo launch.

Clients who accept your invitation know what will be required of them.

Clients who accept your invitation are likely to be reliable participants.

The next stage is for participants to complete the client profile online.

Clients who fail to respond get a number of reminders automatically.

Once any actions are completed participants get a thank you email.

Once this stage is completed the Strategic Analysis Document is built.

Once they download the document, a regular update process begins.

Regular Updates continue until a Conversion Meeting is scheduled.

In Conversion Meetings strategic clients become transactional clients.

 Key Benefits 

You may launch many Call Cadences to cover various client groups.

You can separate clients you know based on how well you know them.

Then you can separate unknown clients into groups based on criteria.

Then you can set-up an semi-automatic cadence that will run by itself.

You can effectively reach out to a more clients than ever before.

You will be getting critical interactive feedback each step of the way.

You will need to deliver a Call & Send a Document at each Stage. 

You will need to create strategic updates sent on a regular basis.

Each Strategic Analysis Document is specific to each client situation.

Regular Updates are for clients engaged in the regular update process.

If a document is not needed, each remaining step comes with a survey

Some surveys are for preparation and others for completion of a stage.

The update survey gets input on emerging concerns & challenges.

 

 

 

 

 

 

 

 

 

 

 

 

 

Tool 4
Meeting Cadence Manager

Build a Highly Focused Strategic Client Share With Emails, Calls & Meetings

 

New Text Needed Here: Coaches are people who develop their natural skills at bringing out the brilliance of others through their questions. The starting place for coaching is in knowing that the person they are coaching has the requisite capability to perform a particular function at a higher level that they have previously. Coaches bring people to a new level of performance again and again. There is no limit to what people can achieve if they surrender to a coaching process. The language of coaching generates a request for coaching without which no coaching can occur. But, inevitably, in the human world people reach a major impasse which they cannot get past on their own. The language of breakthrough is then required for a coach to guide a client through this impasse to a reality they may have never previously known existed. Alongside every challenging breakdown comes a doorway to a major breakthrough if the coach is equipped to open that door. Coaches foster breakdowns as the door to breakthroughs.

Click Image to Access a Virtual Demo of the

MEETING CADENCE MANAGER

  

What Makes This Tool Effective

 

Key Advantages

This tool gives you the opportunity to build a robust strategic client share roster.

This tool sets up an outreach program to the many clients you may know and can’t spare time to call & meet.

It also gives you the ability to reach out and establish a high volume of relationships with clients you have never met.

 Key Features 

You can outreach to a large volume of clients known and unknown.

You can set up a call cadence that needs little management.

You can establish a commitment based partnership with participants.

You may load as many clients as wished and stage their promo launch.

Clients who accept your invitation know what will be required of them.

Clients who accept your invitation are likely to be reliable participants.

The next stage is for participants to complete the client profile online.

Clients who fail to respond get a number of reminders automatically.

Once any actions are completed participants get a thank you email.

Once this stage is completed the Strategic Analysis Document is built.

Once they download the document, a regular update process begins.

Regular Updates continue until a Conversion Meeting is scheduled.

In Conversion Meetings strategic clients become transactional clients.

 Key Benefits 

You may launch Meeting Cadences to cover various client groups.

You can separate clients you know based on how well you know them.

Then you can separate unknown clients into groups based on criteria.

Then you can set-up an semi-automatic cadence that will run by itself.

You can effectively meet with more clients than ever before.

You will be getting critical interactive feedback each step of the way.

You will need to deliver a Call, Meeting & Send Document each Stage. 

You will need to create strategic updates sent on a regular basis.

Each Strategic Analysis Document is specific to each client situation.

Regular Updates are for clients engaged in the regular update process.

If a document is not needed, each remaining step comes with a survey.

Some surveys are for preparation and others for completion of a stage.

The update survey captures input on emerging concerns & challenges.

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PO Box 1357, Woodstock NY 12498

607.319.0351

support@advisoryselling.com

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