Advisor best practices_2011_re_kon

©2011. The Renaissance Group. All rights reserved.

Advisor Best PracticesLearning From Success

By Kevin PolandThe Renaissance Group

[email protected] 2011

mailto:[email protected]


Today’s Topics

Clarity

Narrow Your Focus

Add New Clients

Mind Your Time

Catalyst


Know What You Want To Accomplish

Most people run their business like they see a movie…

No idea how it is going to end


The Work Required to Grow

Entrepreneurial

TechnicalManagerial


Clarity• Think like an Entrepreneur

• Treat your business like a client

– Big picture first– Strategy– Specific Tactics: Implementation– Track and Measure Progress– Make course corrections periodically


The Work Required to GrowPersonal and Business Vision

Strategy to Reach Vision

Implementation and Execution

Monitor & Course Corrections

Growth by DesignTM


Narrow Your Focus• Too many clients

• Too many different types of clients


Too Many Clients• At the heart of many of your challenges

– Can’t standardize – Can’t systematize– Complexity– Harder to delegate and train– Time issues– Harder to find more


What To Do?

You nee to focus like a “LASER”


WHO First• WHO:

– Do you like serving?

– Do you add the most value for?

– Presents the best opportunity?

– Has a point of entry?


Narrow Your Focus

• Strategic Work = CHOOSE:

–Target market(s)

–Niche(s) / Segment(s)

• Create an Ideal Profile for each


Pull the Weeds• Start with a current analysis

• Grade them

• Decide who to replicate

• Get rid of clients that don’t fit = “pull the weeds”


Always Adding New Clients• Only ideal from now on

• Systematic way of adding clients:

1. Referrals

2. Direct targeting

3. In-Bound Marketing


Dream 100 Strategy

Imagine what your life would be like if you only had 100 Ideal Clients?


Niche Thyself• Focusing on a specific type of

client.

• Examples:

– Small Private Hospitals

– Association for Corporate Growth


Easy Referrals• From Clients and Centers of

Influence (COI’s)

• How do you increase both?

• Focus – the more specific the better…this why you need to choose


Referral Best Practice• Client Advisory Board

– How can we improve our service delivery

– Referrals to others in similar situation


Direct Targeting• Multiple tactics

• Most of you are invisible to your target market

• Doing something proactive each month More Referrals


In-Bound Marketing

Your Website

Client Referrals

Professional Referrals

Email Marketing

Direct Marketing

& Advertising

Content and Social

Media

Search(SEO)

Your CRM

Lead Conversion

Process

Build Your List

Educate…Educate…Educate

You need to create content


Mind Your Time

• “It is hard to think when your hair is on fire.”

• Too reactive…feel like we are being thrown around by the rapids.


Mind Your Time

• The most effective are in control of their time

• Plan all of your work

• Routines will set you free

• Use a Daily Prioritizer

• Delegate more


Find Your Catalyst

• Can you accelerate your success?

• Most successful tend to have a catalyst:

–Mentor–Board of Directors–Study Group–Coach


Coach as a Catalyst

“A good coach will make his players see what they can be rather than what they are.”

Ara Parseghian

Who is your coach?


Action Items

Clarity

Narrow Your Focus

Add New Clients

Mind Your Time

Catalyst

Intentionally design your life & business

Choose a target

Pull the Weeds

WHO, then what

Have a plan

Live by a calendar

Increase your accountability

Get an outside perspective

Systematic action


How Can We Help You?

• Growth by DesignTM Program

• Special Offer – a Business Tune-up


Contact Information

Kevin Poland

phone: 813-636-9181

email: [email protected]

Health & Medicine

Advisor best practices_2011_re_kon