As a high-level advisor you want to build a highly successful practice with fewer clients and higher assets but you hate not helping everyone else. You know what you are supposed to do but you also know what your heart tells you to do. Helping women and minorities that want to learn, that want to grow but really don’t have the assets, serving both your heart and your mind does NOT have to bog your practice down.
In fact, there is a way to build the confidence and knowledge of every woman while increasing your high net worth clients. These two worlds can work hand in hand where everyone wins and we’re going to show you how!
The fact is you should be working with higher net-worth clients. When you retire you can volunteer all you want but for now you need and deserve to make a great income doing what you are good at. That’s what you were trained to do and quite frankly enjoy.
How do you market yourself as an advisor that manages clients with millions without snubbing those just starting out?
So many successful advisors are involved in their community, donating their time, talents and resources to make the world a better place. But the fact is one of the best philanthropic interests is in your own back yard.
Carving out time to help those less fortunate, those who are entering the investment world later in life can not only have a HUGE impact on the world of women and minorities it can have a big impact on the growth and success of your own business but there is a fine line between the two.
When you volunteer for outside organizations it doesn’t consume you and it doesn’t impede the growth of your business. You have set boundaries allowing yourself time to grow your business while still volunteering elsewhere. As a matter of fact the efforts you make giving back adds to your value, adds to your reputation and allows you to make better connections with others who want to give. The same thing can happen when you carve out a time and process to manage lower asset individuals and couples.
Consider the following ideas:
- A Volunteer Day: You carve out a day once a month where anyone can book a 30 minute call with you, during this call you can quickly assess three things the participant must do to start moving forward with their investments. Those that are committed can continue to book calls with you once a month because when someone is that committed you are happy to help.
- Get Started Process: Create a simple well thought out process that provides new investors a simple way to move forward. It could be a series of worksheets they must complete, it could be a series of videos but it is something tangible that helps them move forward. You could easily involve your staff in the project, they can review the completed worksheets and assign the new tasks and then give you the finished product to review with the beginning investor.
- Group Education Calls: You could host an open zoom call once or twice a month for new investors who want to learn more about investing.
- Creating a Calendar of Events: This can be a printable handout and/or a page on your website for your events for clients with millions as well as your new investor events. This shows you are committed on both sides of the table. Those that have assets appreciate and respect what you are doing but they also know that it won’t impede the amount of value they receive from you. Those with less net-worth appreciate your commitment and will want to thank you by referring higher net-worth clients to you. This process will allow you to benefit from both worlds while feeling really good about what you do.
The benefits of adding just one of these to your practice is amazing. Remember that everything you do is a marketing opportunity.
Making an impact on peoples lives is what you love about your role as a financial advisor.
To build a highly successful practice that is meaningful, you must attract high net-worth clients but there are so many women and minorities who never get the guidance they need simply because they haven’t saved enough.
Many women advisors find it a challenge to want to attract higher net-worth clients in order to grow their business while still helping those mostly women and minorities who don’t have much but are ready to start.
Doing what is right for business vs. doing what is right for your heart and soul can seem challenging but truly you can work both models hand in hand and make it a win win for everyone.
The reality is your first priority is growing your business and providing for your family, your secondary objective is to leave the world a better place even if it means helping a handful of women become more financially secure and educated.
Go create your own path that allows you to serve both your heart, mind and your money!