Veteran Advisors

Generalist-Specialist Model

Internist Financial Advisor

Hourly Wage

Hourly Wage

Assumption: 40 Hours Weekly x 50 Weeks Annually

Book Segmentation

100,000,000 Book

Book Segmentation

Professional Network

4 Quadrants (Geography)

Professional Network

Referral

Referral Record

Referral

Referral Matrix

VERTICAL & HORIZONTAL MARKETING WITH EXISTING CLIENTS.

Vertical Lineage: Grandparents • Parents • Adult Children
Horizontal Lineage: Siblings (Husband & Wife if applicable)

Referral

One Client Household can produce Six (plus) more!

Language Matters:

  • Don’t ask clients to “refer” you to their family members.
  • Rather, ask them to “introduce” you to their family members.
Language Matters

*Family: (Vertical) Parents and grown children, (Horizontal) Siblings and cousins.
**Charities: Examples include Rotary, Kiwanis, Lions, etc. Potential Speaker Engagements

Financial Advisor Pricing Schedule

Financial A Pricing Schedule

*Includes portfolio management fees: SMAs, ETFs, Mutual Funds, Private Equity & Hedge Funds.

14 HOURS PER 1,000,000 HOUSEHOLD

14 HOURS PER 1,000,000 HOUSEHOLDS

The Cost of Discounting

Why Discount

  • Because you’re in competition.
  • Because you’re not confident in your “value proposition.”
  • Because your client asks for a lower fee.
  • Because you’ve under-performed.

"ACCOUNT" LEVEL

ACCOUNT

"MANAGED BOOK" LEVEL

BOOK