Video: Assets Held Away

The most powerful acquisition strategy is uncovering and bringing your clients assets held away into your practice.

Watch Dave Mullen’s video as he describes the 4 steps to bring in assets held away:

  1. Know where your client’s assets away are.
  2. Assume ownership of those assets.
  3. Develop a list of top 50-100 clients with their assets held away.
  4. Create a positioning statement.

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Like this tip?  We have many powerful lessons and proven strategies to help you become a million-dollar plus financial advisor and beyond.  Contact us today about our coaching programs.

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Unleash the Power of LinkedIn

Are You Looking For New Clients In All The Wrong Places?

Unleash The Power Of LinkedIn
If you’re not already using LinkedIn to promote your financial practice, you might want to consider building your spreadsheets on stone with a hammer and chisel.  It will be more indicative of how far your marketing efforts have fallen behind the times.

LinkedIn By The Numbers
If you are one of the remaining few who wonder if LinkedIn is relevant, think again.  The numbers being reported by LinkedIn and independent industry sources are more than convincing.  They are mind blowing:

  • 500 million members
  • 260 million users log in monthly with 40% using the platform daily
  • 61 million are senior level influencers and 40 million occupy decision-making positions

And that’s just a start.  LinkedIn’s goal is to reach 3 billion people worldwide and its performance is trending favorably in that direction.

If you are among the legions of financial professionals who already embrace and utilize the platform, chances are you’re probably not taking full advantage of all the opportunities LinkedIn offers to grow your practice.

Learn LinkedIn Strategies and Tactics
Like all virtual, interactive communities, navigating successfully across the LinkedIn landscape requires a certain level of expertise and experience specific to the platform. You can task yourself with acquiring these competencies or you can get help from marketing gurus who have carved their niche in the LinkedIn environment.  Regardless of which path you choose, the more you tap into the functional capabilities of what LinkedIn offers, the more you will be able to access its many opportunities.

The internet teems with information about LinkedIn.  Google the search phrase “LinkedIn tips” and you will find over 1 billion results.  Narrow the search to “LinkedIn tips on acquiring new clients” and Google will serve up over 5 million references to consider.   There is a seemingly endless number of websites, articles and videos online that explain how to connect smarter and network better with business professionals and companies that can benefit from the products and services you offer.

Tell The Real Story Of You
The type and quality of content you provide on LinkedIn is a key to success.  If someone is researching you online, chances are good they will come across your LinkedIn profile.  That’s why it’s critical for your profile to favorably stand out.  Many LinkedIn members err by assuming a sterile, resume-type profile summarizing education and work experience is all that’s required.  That’s part of it, but it won’t differentiate you from the thousands or even millions of others just like you on the network.  Rather than just try to fit in, your objective should be to stand out on LinkedIn in ways that captures the attention of your target market.

So how do you stand out from the maddening crowd?  The answer is simple.  You let your profile do the talking.  Never forget that in the virtual world of LinkedIn, you are still dealing with real people – human beings who thirst for more information than what company you work for or what products or services you offer.  They want to more know about you, the person.  The story you tell and the way you tell it is your opportunity to stand out and be noticed.  Tell your story in a narrative voice, using a tone and style that authentically mirrors who you are in real life.  Write in the first person and share not only your professional insights but what drives you personally so that you can connect with people on a rational and emotional level.

Your LinkedIn Content Is Your Virtual Business Card
Take time to review the profiles of your competitors.  Identify what they say well and then try to say it better in your own words.  Include any blogs, articles or visuals you created that enhance your credibility with your best prospects.  Instead of attempting to be everything to everyone, narrow your messaging to the people who can benefit most from what you have to offer.  Become a storyteller that provides informative, engaging information and the opportunity to network and build relationships with ideal prospects will expand exponentially.

Create your LinkedIn profile as if you were having an actual conversation with someone you were meeting with in person for the first time.  Let your professional expertise and experience shine but make sure your personality pulsates throughout your Linked presence with equal clarity.   Do this and you will find yourself linked in with a funnel of prospects that will power your financial practice up to the next level.

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Like this tip?  If so, we should talk.  We’re Altius Learning and we help financial advisors like you crack the million dollars plus barrier and beyond.

We can help you energize your LinkedIn presence, build your value proposition and provide you with personalized training and coaching that is second to none in the profession.

That’s some of our story.  Now, tell us yours.  Contact us today and let’s do amazing things together.

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The Most Powerful Acquisition Strategy: Assets Held Away

The Most Powerful Acquisition Strategy:

Assets Held Away

Watch Dave Mullen’s video as he describes the 4 steps to bring in assets held away:The most powerful acquisition strategy is uncovering and bringing your clients assets held away into your practice.

  1. Know where your client’s assets away are.
  2. Assume ownership of those assets.
  3. Develop a list of top 50-100 clients with their assets held away.
  4. Create a positioning statement.

Learn More

Like this tip?  We have many powerful lessons and proven strategies to help you become a million-dollar plus financial advisor and beyond.  Contact us today about our coaching programs.

Altius Learning


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Will You Survive or Thrive in the New Normal?

Will you survive or thrive in the new normal?

A lot of financial advisors today are holding their breaths and waiting for the COVID 19 stop light to turn green so they can go back to business as usual.  Unfortunately, it’s not going to happen.  There will be no “all clear” signal given announcing a return to business as usual.

Different Is The New Normal

Times changed.  People changed.  The world has changed.  And it is still all changing.  The reality is no one can accurately predict when, or even if, life will return to normal.  The only thing certain at this point is that more change is on the horizon and financial advisors need to prepare for what’s coming next.

There is no way to honestly sugar-coat the tough times financial advisors have experienced in recent months.  Communities, cities and even states have gone into various stages of lockdown, making face-to-face client meetings difficult and even impossible in many cases.  Toss in roller coaster markets, business cutbacks or closings and plunging interest rates and it’s no wonder why many investors are jittery enough to consider making drastic moves.

When Times Change, So Must You

The important thing for advisors to know about change is there are only two ways to react:  resist it or adapt.  The best advisors have already evolved.  Rather than play the waiting game and hope against hope, they chose the proactive path and pivoted their client service and acquisition strategies.  While many advisors hunkered down in their home offices and fell prey to domestic distractions, high performance advisors did the opposite: they became more disciplined and honed their time management skills.  They communicated early and often with clients and prospects.  They talked less, listened more, and made sure that everyone felt understood and cared about.

Top advisors allocate more time to new client acquisition efforts during recessionary periods because that’s when many investors question the value they are getting from their current advisors.  When markets transition from bull to bear, clients want greater service, not less.  They demand more transparency, not song-and-dance act explanations that add to the angst they already feel.  It is the perfect time for elite advisors to explain their proactive strategies and processes and why their wealth management approaches are as sound today as they were yesterday.

Use Your Technological Tools

Advisors may not be able to interact with clients in person, but face-to-face meetings are still possible thanks to web-based video conferencing platforms such as Zoom or Skype.  A video chat can enhance the client experience because it’s a more humanized form of communication as compared to phone calls, text messages or emails.

Top advisors embrace video conferencing as a new, powerful tool in their selling arsenal because it enables them to do things never possible before.  Clients with multi-generational wealth considerations typically find it difficult to get all family members together for a financial meeting because they are often disconnected by geography or circumstances.  Video conferencing solves the problem by making it possible for everyone – advisor and family members – to meet simultaneously and share information back-and-forth.  It also magnifies the advisor’s ability to connect in meaningful ways with subsequent generations of family members, something that can help an advisor retain assets as they transfer from one generation to the next.

Think In A New Way

Client facing meetings may have been put on hold for the time being due to social distancing restrictions, but this is not a reason for advisors to be less accessible.  To the contrary, high performance advisors continue to maintain their regular work schedules and they let their clients know they are also available at non-traditional times due to their more flexible work-at-home situations.  Top advisors continue to take care of business as usual, but they are exceptional because they know it’s not always just about business.  They strive to learn what individual challenges their clients are experiencing beyond their balance sheets and their ability to show authentic empathy for these concerns is what builds trust and loyalty in their client experience.

Adapt, Evolve And Excel

Recessions have historically been opportunistic times for high performance advisors and culling periods for the less capable.  Top advisors excel regardless of the circumstances because they do what their less accomplished peers cannot do – adapt to change.  To them, the “new normal” is already a familiar place.

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Like this tip?  We have many powerful lessons and proven strategies to help you become a million-dollar plus financial advisor and beyond.  Contact us today about our coaching programs.

Altius Learning


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Advise in Adversity article from Cerulli

Communication and technology go hand in hand

Whether they prefer to be self-directed or are heavily reliant on financial services providers, retail investors of all types tend to seek out more advice during times of adversity. As the social toll and economic fallout continue in the wake of the COVID-19 crisis, investors will increasingly rely on their advisors for ongoing guidance and answers as to what future developments related to this pandemic-induced crisis mean for their portfolios. In this white paper, Cerulli explores how advice providers can best equip their advisor-clients to quell the worries of investors and ensure they adhere to their still-relevant long-term investment goals.

Key Points

  • Going forward, advisors need relationships that balance effective interpersonal communication and implementation of scalable technology tools that aid advisory relationships. This two-pronged focus will position firms to succeed during times of macroeconomic turmoil.
  • Advisors need to proactively maintain lines of communication with clients to explain the current market downturn and subsequent volatility in the broader context of individual households’ longer-horizon financial plans.
  • Wealth management providers have a unique opportunity to reinforce their value, especially relative to the dozens of digital advice platforms that have sprung up during the past decade. Digital platforms do an excellent job in the basic mechanics of portfolio management, but they lack the empathy and reassurance vital to the best advisory relationships.

To read the full article, click here: Cerulli-White-Paper-Advice-in-Adversity-2020

Crisis Communications For Advisors

In the iconic movie Tin Cup, actor Kevin Costner plays the title character of Roy McAvoy who says to his caddy, “When a defining moment comes along, you can do one of two things.  You can define the moment, or you can let the moment define you.”   It’s a piece of wisdom that should be taken to heart by everyone in the financial advisory profession.

Step Up And Stand Out

The financial industry finds itself at yet another defining moment in time.  Advisors nationwide are staring at the uncertainties of current events and wondering what’s next.  No one has the answers because the situation is so fluid and unlike anything that’s happened before.  While some advisors stay fixated on things they cannot change, other advisors are rising above the challenges they face and defining the moment in ways that prove their true value.

These are unprecedented times.  Clients are feeling the shock and awe of their portfolios in decline.  Most are fearful and yearn for clarity and direction from their advisors.  How advisors respond will either solidify or shatter their client relationships.  What is occurring now is a critical event that will cull the advisor herd from those who talked the talk and those who show they walk the walk.  Amid unparalleled challenges, some advisors will step up their game and seize upon the extraordinary opportunities that exist.

Communicate Your Value Proposition

The most proactive starting point is client communications.  When you communicate with clients, be pragmatic.  Tell them the truth.  Clients don’t want their reality sugar-coated.  They want the facts and they will appreciate the facts even if it’s not what they want to hear.  Next, offer guidance.  Explain your solutions.  Remind them of your expertise and experience during other critical crossroads in the markets.  This is the perfect time to explicate your value proposition and the very reason why having a value proposition is so important.

Put empathy in your client communications.  These are very humanizing times, so listening to your client’s personal stories and sharing your own can help maintain the trust you’ve worked so hard to earn.  They need to feel you care, so be relatable to their fears and concerns.  Embrace their emotions and inquire about the well-being of their family and friends.  Some of them may not be getting answers from their advisors and offering them your counsel can create acquisition opportunities that would never have been possible under different circumstances.  It’s also an opportunity to build the case for clients to consolidate their assets with you.

Don’t forget about your prospects.  Their mindset is the same as with your clients.  Communicate with them in the same vein, factual and empathetic.  They will appreciate you thinking of them and it could create opportunities for more meaningful discussions.

Seize The Opportunities

Creating focused messaging can be a powerful differentiator for advisors during these difficult times.  It can favorably set you apart from your competition and propel your practice to a higher level.  If you define the moment instead of letting it define you, clients and prospect can’t help but notice and remember the greater value you provide.

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Like this tip?  We have many powerful lessons and proven strategies to help you become a million-dollar plus financial advisor and beyond.  Contact us today about our coaching programs.

Altius Learning


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Success Is Never A Solo Journey

Being Coachable Is A Competitive Edge

Elite athletes and high-performing financial advisors have remarkably similar mindsets.  Each one knows that talent alone is never enough to be the best because everyone they compete against is talented.  They know having a will to win is important, but that will only take them so far because everyone they go up against wants to win.  With all else being equal, one thing that separates the best from the rest in either profession is coaching.

Success Is Never A Solo Journey
Whether you’re an athlete or advisor, a coach can be the conduit that transforms your potential into performance.  It’s a collaborative partnership that can take you where you can’t get to on your own.  NFL Hall of Fame football coach Tom Landry explained it simply:

“A coach is someone who tells you what you don’t want to hear, who has you see what you don’t want to see, so you can be who you always knew you could be.”

Formal in-house training programs offered by financial firms are one stage in an advisor’s learning process.   Unfortunately, most are structured as one-size-fits-all training programs and not every advisor learns at the same pace.  Everyone has different strengths and weaknesses and it’s important to know exactly what they are, but sometimes advisors can’t see themselves clearly enough because ego or complacency gets in the way.  This is where a coach can come in and make a difference.   A coach can assess your capabilities with a level of candor and clarity that you can’t provide yourself.

Seize The Competitive Edge

It doesn’t matter whether you earn a living as an athlete or advisor.  Performance will always be a primary indicator of your success and it will constantly be measured.  If you are playing to win, your search for a competitive edge is never ending.  One place you can find it is with a coach who has been where you are and where you want to be.

Working with a coach to power up your practice is not a show of weakness.  It’s a sign of strength.  An advisor coach can identify derailing factors in a wealth management practice and address corrective measures that improve performance.   In fact, the best advisors tend to be the most coachable because they leave nothing to chance.  They know that success can be a double-edge sword because it tends to mask deficiencies that result in blind spots in their practice.  With the assistance of a coach, these top advisors learn how to spot problems before they become insurmountable.  Coaching is about performance enhancement and it’s especially effective for advisors who enjoy success and for those who are willing to learn new ways to raise the bar for their practice.

Choose A Coach Wisely

If you are considering coaching as a way to improve your performance, follow two simple rules.  First, be coachable.  Set aside your ego and acknowledge it’s time to get the help you need.  Second, chose your coach wisely.  All advisors are not the same and neither are coaches.  Find one that has had success in our industry and a track record of success in working with advisors like yourself.  Learn what methodologies the coach utilizes and why.  If a coaching candidate talks in vague generalities rather than specifics, look for another option.

A financial advisor coach can be the game-changer that takes your practice to a higher level.  The right one can also change your life.

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Like this tip?  Our coaching programs bring a unique focus to improving and refining the daily habits that can drive success. Contact us to find out how we can help you grow your practice and achieve your goals.

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You Are Your Value Proposition

“What makes you different and better than my current financial advisor?”

It’s a legitimate question many investors ask and one that most advisors dread hearing.  The reason why is because it calls for a compelling, cut-to-the-chase response that few advisors are equipped to provide.

Be Different, Really different

Most advisors react to this million-dollar question the same way, first with the blank stare of deer caught in headlights followed up by a tongue-tied, mumbo jumbo explanation that mimics what every other advisor is saying.


If you want to put investors to sleep, talk to them about the same things the same ways as other advisors.  If you want to raise their eyebrows and pique their interest, skip the rhetoric about firm, product or service benefits.  It may be important, but it’s generally not a distinguishing factor.  If you really want to stand out and be noticed, talk to investors about your most important differentiator.  Talk to them about you.

You Are The Differentiator

Government regulation and industry compliance have pretty much leveled the financial services playing field.  For the most part, all that really differentiates one firm and one advisor from another is branding.  Products are similar.  Services are similar.  Even the words and catch-phrases are alike, with everyone talking about “holistic approaches, client-centric service models and fiduciary responsibilities.”   You don’t need a score card to tell the difference between advisors because it appears like they are all playing on the same team.

Once you strip away all the commoditization in the financial services industry, all that’s left for an investor to consider and evaluate is you – the advisor.  You are their first point of contact.  You must know them and their businesses so well that clients consider you part of their success equation.  Your deep understanding of who they are personally and professionally allows you to anticipate their needs with clarity and respond to them with conviction.  Without you, they could never fully realize the resources of your firm or the benefits of products and services offered.

Find Your Sweet Spot

To find your differentiator, be honest with yourself.  Find out what financial problems you are the best at solving and then search for the people who have these types of problems.  What invariably happens is you find your sweet spot niche.  It will be a smaller segment of the investing public but your ability to create uncommon value for them is what becomes your differentiator.  It may inevitably involve solutions your firm, products and services provide, but it will be your ability to personalize the connections necessary that makes the difference in their lives.

Finding the differentiator within yourself requires discipline.  You’ll have to acquire additional expertise and experience that enhances your capabilities to your sweet spot clients and prospects.  Whatever it takes, do it.  Most advisors will stop at this point but if you are disciplined enough to learn more so you can do more, investors can’t help but take notice.  They will acknowledge and appreciate the added value you provide.

Make Your Value Proposition More About You

It’s okay to talk about your firm, products and services in your value proposition.  It’s okay to call attention to your expertise and experience.  Unfortunately, if you stop there, you’ll sound more like your competition than different and better.

Different is better when it’s more effective.  Craft your value proposition so it explains not just what you do, but especially – how you do it that makes you stand out favorably from the competition.  Make it more about you because in the end, you are the one thing no other company or advisor can replicate.

Like this tip?  We have a unique approach to assist advisors in crafting a powerful value proposition. Contact us to find out how we can help you grow your practice and achieve your goals.

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Investments & Wealth Research Issue 4, 2019

Accenture Report: Reinventing Wealth Management for Women