Veteran Advisors
Generalist-Specialist Model
Hourly Wage
Assumption: 40 Hours Weekly x 50 Weeks Annually
Book Segmentation
100,000,000 Book
Professional Network
4 Quadrants (Geography)
Referral
Referral Record
Referral Matrix
VERTICAL & HORIZONTAL MARKETING WITH EXISTING CLIENTS.
Vertical Lineage: Grandparents • Parents • Adult Children
Horizontal Lineage: Siblings (Husband & Wife if applicable)
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.
*Family: (Vertical) Parents and grown children, (Horizontal) Siblings and cousins.
**Charities: Examples include Rotary, Kiwanis, Lions, etc. Potential Speaker Engagements
Financial Advisor Pricing Schedule
*Includes portfolio management fees: SMAs, ETFs, Mutual Funds, Private Equity & Hedge Funds.
14 HOURS PER 1,000,000 HOUSEHOLD
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
"MANAGED BOOK" LEVEL
