Marketing
Client Advocacy

Marketing is the engine that drives any business. So, if you want your business to grow faster, you probably need to rebuild its engine. We distinguish marketing and sales as two clearly different functions in your business - marketing is everything it takes to get you in front of qualified prospects and sales is everything you do when you get in front of qualified prospects for the first time. You should also know that most of the marketing (a.k.a., prospecting) techniques you learned when you first got in the business are ineffective in today's marketplace. When marketing, it is more important to work smarter than to work harder. Ideally, a successful business should focus its marketing efforts on building a business through referrals. Contrary to what you may have heard, asking for them is NOT the key to getting more referrals from your clients. In fact, asking for referrals, regardless of how smoothly you do it, can actually do more harm than good by making you and your clients feel uncomfortable.

After years of asking the "how do you get referrals" question, we discovered that advisors who receive the most and best referrals do so for one very good reason - they exceed their clients' expectations on a consistent basis. In most cases, they do this by building and nurturing relationships that transcend the typical advisor-client relationship. Advisors that focus on client loyalty have a pipeline of prospects and find no need to use other marketing strategies. If you are interested in growing your business this way, the Referral Builder System is for you.

Referral Builder System

The Referral Builder System contains two programs - Story Builder and Advocate Builder. We believe that good marketing begins with a good story. That's why we developed Story Builder. This is a step-by-step system that will help you and your team develop a clear and compelling story for your business - one that tells people who you are, what you do and why they should do business with you. The system will help you and your team articulate your points of distinction with passion.

The Advocate Builder is a complete system for turning clients into advocates. The system is based on the simple but critical philosophy that before you can expect a client to become a stronger advocate for you, you must first become a stronger advocate for them. Advocate Builder walks you through a step-by-step process that will help you get to know your clients at a deeper level and enables you to uncover breakthrough insights that will put you in a position to solve more problems and add more value as a trusted advisor.

Read Maximum Impact Marketing, an overview of the Referral Builder System.

Read testimonials endorsing the Referral Business System.

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