James Pollard – The Big Book of Business Building Secrets for Financial Advisors

If you’re ready to have hundreds of the best business-building, client-getting, and financial advisor marketing secrets spoon-fed to you in record time, then my new book can help you.

It is called:

The Big Book of Business is for financial advisers.

Let’s get the bad news out of the way before I tell you about it.

It is very expensive.

There will be no exceptions to the investment requirement. For the few struggling financial advisors who have written me with hard-luck stories, this is also true.

I don’t want you to purchase this information if you’re in dire financial straits. I don’t want to inherit anyone’s financial desperation.

Saving up for The Big Book of Business Building Secrets is my best advice if you want it so much that you must have it. Ownership of this material can become a career goal for you.

Keep reading…

You probably already know that the average person who buys any “how to” information gets little to no results. And as with all of my products, my references are used for example purposes only.

I have years of experience helping financial advisors grow their businesses and my results should be considered exceptional.

Your results will be dependent on my factors, including but not limited to your background, experience, and work ethic.

Risk as well as massive and consistent effort and action are required in business. Do not get this if you are not willing to accept that.

If you are a financial advisor who is willing to listen and implement the advice, there is good news.

And to prove it, here’s a sneak-peek of what’s inside…

• A strange (but effective) way to “doll up” your direct mail pieces to jack up response. (In fact, out of hundreds of tests, I know of only one instance where it didn’t pull a higher response rate.)
• Why the old sales wisdom about “know, like, and trust” is incomplete. (There’s an essential missing ingredient you need to get prospects to beg to do business with you.)
• The #1 easiest way to generate unlimited content ideas. (I use this technique nearly every day to pump out truckloads of content for my website, my email list, my podcast, and my newsletter.)
• How a 1960s ad man used a Rolls-Royce to get more clients. (Don’t worry, you won’t need a Rolls-Royce to do this because by leveraging this one simple idea, you could get more referrals as early as next week.)
• How a marketing agency ripped off one of my Inner Circle members for thousands of dollars… and how you can spot these cheats from a mile away. (This one cautionary tale could pay for this material many times over if it helps you avoid the same mistake.)
• How you can prepare for the coming “advisor exodus”. (There are over 200,000 financial advisors working today but 111,000 or so are expected to retire over the next decade. I’ll show you what to do to capitalize on this industry revolution.)
• 3 of the worst ways financial advisors ask for referrals. (Ask for referrals this way and your prospects will tell their friends about you… but they’ll both laugh at how stupid you are.)
• 72% of people who call your office will hang up without leaving a message if they hear this one thing. (It takes a few minutes to eliminate it and when you do, sit back and watch your inbound leads soar.)
• Why focusing on “branding” and “awareness” is one of the dumbest things a financial advisor can do. (Including why “getting your name out there” will take you straight to the poorhouse.)
• The “nerves of steel” appointment-setting technique which leads to prospects showing up on time, eager to speak with you, and ready to do business with you. (This technique is not for the faint of heart and it WILL piss some people off… but doing it will make your business much more manageable… and profitable too…)
• 10 glaring signs of a bad client. (If your prospects show any of these ten signs, eliminate them your from your life and thank me later.)

This is a physical book, not a digital one, which is shipped directly to your door. No matter where you live, shipping is free.

Over the years, I have sent hundreds of emails to financial advisors. They are my greatest hits.

People have told me that they are the most valuable. Financial advisors have admitted to me that they have printed them out and kept them for reference.

Emails that have gotten the most positive feedback are included in the Big Book of Business Building Secrets.

This is the first time that financial advisor marketing wisdom has been compiled in one place.

This is a large book. When you put it on your desk, it makes a loud noise. It’s a good idea to have it on your desk at all times.

Each tip is about a page or two long, so don’t let the size intimidate you. You can apply the advice right away if you breeze through the material.

I’ve crammed this book chock-full of unconventional advice, thought-provoking information, and even cringe-worthy stories about what not to do. In some cases, I even give straightforward, fill-in-the-blanks examples you can replicate with ease.

Even better? In my style of writing, it is filled with information ranging from straight-up educational to downright hilarious. This will shift your perspective and make you laugh out loud.

You know what else?

I don’t think you should use all of the information in this book.

Why? Because it’s guaranteed to be worth at least 10 times that to you or you pay nothing.

I know that may seem bold but it is actually conservative.

One of the biggest mistakes financial advisors make when trying to get more referrals is revealed on page 154. Only 2% of clients referred someone when an advisor made this mistake, according to a study done by Charles Schwab and Texas Tech.

This information could be paid for several times over.

That is barely scratching the surface. Another example…

If you want more people to attend your seminar, you should include a list of six things in your invitation.

A lot of financial advisors use invites that look like they are inviting people to a wedding. When prospects receive an invitation like that, they throw it in the trash. You can sit back and watch your attendance and conversion rates go through the roof if you apply these tips to your seminar invitations.

How about this one?

On page 215, I show how financial advisors can benefit from the growth of millionaire households.

10 million US households have a net worth between $1 and $5 million, not including their primary residence.

There are 172,000 households with a net worth over $25 million.

And guess what?

They all need financial advisers.

I reveal where 41% of these millionaires are hanging out and how to approach them for maximum success.

The Big Book could be paid for many times over by these clients.

Here is one more…

One of the most powerful marketing strategies I have ever encountered is called living rent-free in people’s heads.

It is the nuclear option for when you want to get more clients quickly.

I don’t know if it will work every time.

It can sometimes create miracles and get even the most indifferent, skeptical, and downright cold prospects to pay attention to you.

The good news? If you master the concepts in The Big Book, you will be able to generate clients on demand.

I am also revealing, so all of that is just the beginning.

• How to inoculate – like a vaccine – your clients from being swept away by some hotshot competitor. (Even though they may believe otherwise, most financial advisors are in danger of having their clients stolen by competitors. Follow my strategy inside, and you may never have to worry about it happening to you.)
• Why trying to get the “biggest bang for your buck” is one of deadliest mistakes a financial advisor can make. (In fact, trying to get the “biggest bang for the buck” is one of the reasons otherwise intelligent, determined, and competent financial advisors fail to meet their income goals.)
• 5 “quick and easy” ways to improve your elevator speech. (The second and third tips are things almost nobody mentions, yet they are proven to have your prospects hanging onto every word.)
• An old marketing strategy which makes it almost neurologically impossible for people to ignore your prospecting messages. (I gave this advice to a new financial advisor who struggled to make cold calls and he was setting appointments by the end of the day.)
• My “eccentric” morning habit, which has allowed me to tap into a steady stream of ideas, motivation, and inspiration. (I’ve used this technique to create several products, dozens of podcast episodes, and thousands of pages of written content – financial advisors can use it to grow their businesses.)
• 3 easy ways to get more traffic to your website. (Nothing you do with your website matters until you have traffic, so do these three things and prepare for a flood of new visitors and leads.)
• How you can literally force people to like you. (Warning: this advice is deceptively powerful and should be used with caution, as it can cause prospects to form a nearly unbreakable bond with you in a short period of time.)
• How to use “Chinese water torture” methods to improve your marketing. (This advice has allowed big banks and credit card companies to rake in billions of dollars in profits over the past few decades. Ignore it at your own risk.)
• 3 referral request examples which will make you cringe. (Unfortunately, a large percentage of financial advisors are asking for referrals in one or more of these three ways. Eliminate them from your repertoire and watch your referrals soar.)
• Bruce Lee’s “leverage” secret which can help financial advisors squeeze the most out of the existing marketing strategies. (In fact, if you aren’t using this technique, I can promise you that you aren’t operating anywhere near your true potential.)
• How “John’s way” can put your business light years ahead of other financial advisors in terms of appointments and new clients. (This wisdom was taught by one of the world’s richest men… and it’s so effective for financial advisors, it’ll feel like you’re mashing the accelerator of a Porsche while everyone else is driving a clunky old station wagon.)
• 3 things nearly all prospects look for when evaluating financial advisors. (If you’re dealing with prospects who “shop around” or interview multiple financial advisors before hiring one, these tips can give you an immediate – and almost unfair – advantage.)
• 5 reasons why financial advisors should NEVER buy leads. (Reason #1 is that they typically provide a poor return on investment… the other four reasons explain why that’s the case.)
• A simple “add-on” you can put on your calendar which can help you double – even triple – your productivity as early as this week. (This takes about five minutes to do but could revolutionize your business, especially if you rely on your calendar to keep track of appointments and other activities.)
• How to “jimmy” your referral marketing strategy to get people to (literally) grab their friends by the arm and drag them to meet with you. (Do it right, and they’ll provide you with a warm introduction the very first time you ask, even if they’ve never provided a referral before.)
• An easy-to-model marketing technique used by one of the world’s biggest retailers which can create a “feeding frenzy” of prospects trying to set appointments with you. (If you’ve ever done any online shopping – especially on Cyber Monday – you’ve probably been a “victim” of this technique.)
• The best time of year to ramp up your marketing. (This is 100% opposite of what practically every financial advisor does… but the smart financial advisors who pay attention can get 2-3X more clients every single year, like clockwork.)
• How to get more clients by refusing to let certain people set appointments with you. (A lot of advisors resist doing this but if you can make this simple adjustment to how you set appointments, you can make you and your services more attractive to prospects.)

Are you still not convinced? Don’t worry…

If you pay nothing, it will be worth 10 times its cost.

Why? I want to pay you back a lot more than you paid for it.

It doesn’t cost you any money.

It is like giving money to you.

Think about this point and hammer it home.

If you want to make $100,000 a year, this investment will increase by 0.6%. If $250,000, there is only a 0.24% increase.

Is it possible to have the information I have described and not get an increase? Is it possible to not increase your income by 1% or less?

If you increase your income by 5%, you will get a 2, 100% return on your investment. Is 21X the amount of money you have this year?

Some people will think that the offer is too good to be true. I understand why they would think that way.

If you saw someone on the corner offering to give away money, you would be cautious. You would think, There must be a catch, so I’m going to ignore him.

The same thing happens with financial advisors.

Financial advisors are thought to be too good to be true by some prospects.

Simple candor is one of the greatest techniques for effective selling. When people see it, they take aback and lower their guard.

Pointing out the flaws of a product or service is a great way to build trust. You can tell your prospects that your services aren’t for everyone, that you’re still working on improving yourself, or that no financial plan is perfect. You should watch how your prospects open up to you.

That is a wonderful insight. Isn’t it an honest way to do business? In The Big Book, I will show you several examples of how admitting a minor flaw can increase your credibility.

If you are devoted to selling honestly, this will be one of the most important tools in your arsenal.

I want to get specific…