24d • General discussion
Creating Your Market
If you are sitting around hoping the right clients show up, you are already behind.
Leaders do not wait for opportunity.
Leaders create it.
In this business, growth does not happen because someone randomly sends you a referral.
Growth happens because you build a market around you through communication, consistency, and conviction.
There are three processes you must master if you want to win here.
1. Attraction Conversion
Most people are not ready to buy. They are ready to learn.
Your messaging is what moves them from awareness to interest to trust to action.
The longest lead I’ve experienced is 7 years. 7 years of Marshall Keith being on my email list. He wasn't waiting for 7 years, he was learning for 7 years. He had a pension and a managed money fund. He knew he needed to leverage his pension with greater income and guarantee the income from his managed money account. He was 1 of 100,000+ on my email list.
Attraction happens in two lanes.
Paid Systems
Paid traffic, paid lists, paid ads, paid campaigns.
Paid systems are the catalyst that accelerates visibility and puts your message in front of the right people quickly.
Non Paid Systems
Your branding, your posts, your social content, your direct mail, your connections, your follow up.
Non paid systems edify the message and reinforce your authority.
Paid creates momentum.
Unpaid builds identity.
Both require consistent work.
Both build your brand.
Consistency is what fuels your calendar.
2. Process Driven Change
Clients do not change because you told them to. They change because you give them a process that creates clarity and confidence.
A real advisor leads with education, steps, frameworks, and repetition.
Your process is the difference between someone staying stuck and someone taking action.
Process always outperforms personality.
3. Committed Relationships
A sale is not the finish line. It is the beginning of a committed financial relationship.
Clients introduce you to their network when they trust your process, believe in the results, and experience your consistency firsthand.
Referrals are not something you ask for.
Referrals are something you earn.
The Shift
Stop waiting for leads.
Stop depending on hope.
Stop acting like business happens to you.
Create your market.
Lead with message, process, and consistency.
Operate like the market is watching you, because it is.
Whether it’s radio: $75m ANNUAL annuity premium: https://danwhiteandassociates.com
Whether it’s webinars, downloads, coffees, dinners, education workshops… we have the content, you provide the expertise and leadership.
When you master attraction, process, and commitment, you stop being another agent.
You become the advisor people trust, follow, and share with everyone they know.
Move first.
Lead with conviction.
Build your market every day.
2
1 comment
Creating Your Market
