Marketing and Success Strategies

Personality Success Traits

noreply@blogger.com (Suzanne Muusers) — Tue, 27 Jul 2010 21:31:00 +0000

Here we are at the end of July and going into August. Are you working ON your business? It's OK to take a break, go on vacation, spend some time with the family, but realize that all successful business owners get back to working ON their business after the break.

What should you be working on? Your five to ten year Business Vision and your Marketing Plan are good places to start. You might also review your income goals to see if you're on track or whether you need to adjust. Your situation may have changed which means you need to update your projections and take the actions to reach your goals.

For me, it's been an interesting time. I learn from my clients what they need and then I make products to solve their problems. This month I'm working on a new program: 90 Days to New Clients. Stay tuned for more!

Here's an article I recommend you read since we are right in the middle of summer and it's a good time to work on yourself: 3 Personality Success Traits for Financial Success. What are the personality traits that lead to success? The ability to handle fear, a willingness to invest in YOU, and persistence and a never give up attitude.

Happy Summer!

Suzanne Muusers

Is success in the mind?

noreply@blogger.com (Suzanne Muusers) — Tue, 29 Jun 2010 20:55:00 +0000

That's a question that was posed to me recently. Yes, absolutely true. Success is all about what's going on in our mind and what we think about ourselves and our capabilities. If we are too busy focused on the news, the TV, and the negativity on the internet, we can't focus on being positive. Or if we are too busy blaming others or being stuck in "woe is me" then we'll dig a big hole for ourselves.

So how do you get out of your mind and into a positive frame of reference?

1. 1. Stop drinking in the bad news. The media is happy to sell us all the negativity we want to take in. They know bad news sells. When you run into bad news, change the channel.

2. 2. Get clarity about what you should be doing. Ask yourself daily "What is the best use of my time?" Focus on what you CAN do not what you can't do.

3. 3. Look for opportunities – they are all around us. There are always opportunities that we are not taking advantage of. Think carefully – what opportunity have you let fall by the wayside?

Best Business Networking Strategies

noreply@blogger.com (Suzanne Muusers) — Mon, 21 Jun 2010 22:47:00 +0000

There's nothing like face to face in person business networking to grow your business. Meeting a prospect at a networking event presents an opportunity to get to know people in a relaxed environment.

A question I'm frequently asked is "What's the best strategy when networking?" To better understand networking, let's look at the different types of networking events:

Leads groups – one member per occupation

Trade membership organizations – architects, attorneys, home builders, women business owners

Special interest events – wine, art, movies

Business chambers – local business owners

My preference in order of effectiveness is the first three types of groups. I like leads groups because you develop deeper business relationships and have a group of professionals to refer your own clients to. I like trade organizations because I always think it's better to be one business coach or one financial advisor in a trade organization rather than competing against many others in a general networking environment. I absolutely love special interest groups because I love wine and art and if belonging to one of these groups allows me to build my business while enjoying what I love to do, so much the better. My least favorite group is a business chamber. To be effective networking at this kind of group, you will need to be on a committee or heading up some sort of special sub group, otherwise you are just one of many who belong to a chamber.

To find out what type of group works best for you, your best bet is to visit 3-5 different groups. Many cities have a business networking web site that lists events in a calendar format.

Here are a few resources to help you network more effectively

Feel more confident when networking: Four Ways to Be a Better Networker

Don't know what to say when networking? Maybe it's time to update or Write Your 30 Second Commercial?

Suzanne Muusers

Marketing Coach for Financial Advisors

Where Do You Get Motivation?

noreply@blogger.com (Suzanne Muusers) — Tue, 25 May 2010 23:48:00 +0000

Do you think it's possible to grow a successful business without motivation and a positive attitude? I was asked this question yesterday and thought deeply about whether success is dependent upon motivation. I'm sure there are businesses where the owner has a negative attitude yet new clients come in the door like clockwork. But I'm willing to bet that without motivation, it's far more difficult to build a business.

So just how does one get motivated?

You have to get excited about your business and the possibilities! We all need to be reminded of the big vision and the energy we feel when we think about what we're building. It's natural to have highs and lows but we must learn to uphold a positive attitude no matter what. To let fear or doubt in the door is to take the wind out of our sails.

Here are a few things you can do to get more motivation:

Declaration - Type out your BIG GOAL and post it at your desk so that you see it daily. Remind yourself what it is you want to achieve.
Read - Subscribe to a success-focused publication. Reading about success breads successful habits.
Inspiration - Listen to motivational CD's in your car and in your office. By surrounding yourself with positive messages, you will create a new mindset.
Articulate - Talk to people about your big goals and the life you want. By verbalizing your desires, you will make the commitment to achieve them.
Dream - Close your eyes and envision your life as though you have achieved your goals. What are you doing? Where are you living? What is your life like? If your mind's eye can see it, you can believe it.

I've always said, in order to be successful you must have not only a vision of what you want to achieve, but also a positive attitude and the motivation to succeed.

Suzanne Muusers

Business Coaching for Motivated Advisors

Scottsdale, Arizona

Client Appreciation Golf Event

noreply@blogger.com (Suzanne Muusers) — Mon, 17 May 2010 22:51:00 +0000

Making a name for yourself is what it's all about. If you don't stand out, you'll have a tough time positioning your practice to attract quality clients. That's where client appreciation events come in. I have always said that doing what you love while building your business is the fun way to accomplish your goals. If you love what you do, financial success will follow.

Do you love Golf? Having a golf event to show client appreciation is an example of doing what you love to build your practice. Part of building deeper relationships with clients is getting away from the business environment and really connecting on a deeper level.

Golf events can be anything from eight players on a golf outing to a tournament with lessons from a golf pro. It all depends on your budget and how many clients you want to invite.

Last month, one of my clients organized a golfing event for his clients. He invited ten A clients and asked each of them to bring one guest. He divided the group into great players, average players, and "needs help" players. Each group met with his local golf pro and practiced a few corrections and new techniques. After the lessons, the group played the course. Afterwards, they all had lunch. My client reported that he has two interested prospects from the group, but more than that, he and his clients had a great time getting to know one another outside the business environment. His total cost for hosting this event was less than $1,000.00.

If hosting a wine event is more your style, read Marketing With Wine Events or read the entire post about Client Appreciation Events.

Suzanne Muusers

Business Coaching for Entrepreneurial Advisors

Prosperity Coaching LLC

Don't Forget to Ask for the Business

noreply@blogger.com (Suzanne Muusers) — Fri, 30 Apr 2010 22:44:00 +0000

"Go ahead and think about it."

"No pressure. Let me know what you think."

"Whenever you're ready."

If this is what you say at the end of a sales presentation, you're not asking for the business. This is very common among advisers far and wide, whether ultra successful or newbie. Ultimately it's the fear of rejection that causes us to hesitate when we should be moving prospects to a logical conclusion.

Imagine having the confidence to ask for the business at every presentation?
Imagine how much more business you could close if you made it a practice to ask for the business?
Imagine having a 90% close ratio?

Wouldn't life be easier if this were the case?

If you'd like to be more polished in asking for the business, read an article I wrote for The Journal of Financial Planning: Build Confidence, Establish Rapport, Ask for the Business

Grow Your Business and Prosper!

Suzanne Muusers

ICF Credentialed Business Coach

Creator of the Prosperous Advisor Coaching Program

Financial Advisor Coach

Ideas for Client Appreciation Events

noreply@blogger.com (Suzanne Muusers) — Wed, 21 Apr 2010 16:40:00 +0000

What are the most effective client appreciation events? I am asked quite frequently about the best events for financial advisors to hold so I thought I would start a blog series detailing a generous list of ideas to help you plan your next event. Client appreciation events allow you to celebrate your business success AND demonstrate that you really care about your clients. Appreciation events can also be used as a tool to secure referrals to new qualified prospects, if done correctly. Many of these events can also be used as a Marketing Tactic to attract new clients.

Today I'll start with a list of client appreciation events and a brief explanation of the event. The list is meant as a brainstorming tool to assist you in thinking outside the box with your marketing. After all, you want to show that you're different and one way to do that is to come up with exciting events that will create "referral buzz." In the coming weeks and months, I'll break some of the events down into individual posts. So check back frequently!

Client Appreciation Event – Brief description

· * Wine Tastings – Organize an event for five to ten couples. This can be a wonderful way to get to know people better. See this post I wrote about Hosting a Wine Tasting Event

· * Cooking Classes – Host an evening at a cooking school or cooking business.

· * Meal Assembly Night – A new type of business has popped up that helps busy people pre-package a number of healthful meals in one sitting to take home and heat up at their own convenience. Invite clients and provide wine and appetizers for a fun evening.

· * Book Club – This is a great way to involve clients in investment topics of the day. Poll your clients and find out what books they'd be interested in discussing.

· * Golf Event – Lessons from a pro and/or a tournament will bring you closer to your clients.

· * Dance School – Are you the next Fred Astaire? Why not show off your dancing skills with clients at a dance school?

· * Local Sporting Event – Buy tickets for a local team and provide hot dogs and snacks.

· * Coffee Talks – Host a monthly informal gathering where clients and friends can bring their topics and questions for you to answer.

· * Theater Event – Many cities have "boutique" theaters with good shows suitable for bringing clients.

· * Family Picnic – Rent space at your local park and cook up hotdogs, hamburgers, and the like. Play games and sports.

· * Birthday Luncheons – Invite your A clients to provide you a list of five to ten of their friends and hold a luncheon in their honor.

· * Casino Night – Hold this type of event at a resort or local casino. Donate the proceeds to charity.

· * Money Roundtable – Similar to the Coffee Talk, only more formal held at in your conference room.

· * Hot Air Balloon Rides – This is certain to be much talked about and memorable. Invite your special clients for a fun-filled time.

· * Spa Night – OK, women will love this one more than men. Rent a spa for the evening and provide appetizers and drinks and a spa service to each client.

· * Dress for Success – Bring in an Image Consultant to speak about styles and trends for business and personal attire.

· * Art Gallery Showing – Many art gallery owners would be happy to have you host an event in their space. Serve Wine and Cheese and feature an artist speaker.

· * Mystery Dinner Theater – Haven't you always wanted to attend a mystery theater dinner? Reserve a section of the restaurant for your clients.

Phew! There you go. I hope this list will help you think of client appreciation events in a different light. By showing your clients that you care about them, you will bond with them and become more referable.

Have you held an event in the past that's not on the list? Please write a comment and add to the list.

Suzanne Muusers

Financial Advisor Coach

4 Habits to Manage Your Time Effectively

noreply@blogger.com (Suzanne Muusers) — Mon, 19 Apr 2010 22:37:00 +0000

Can you really manage time? We all want to be more effective with our time, so it's not a matter of controlling time; it's a matter of controlling your activities. What you CAN do is manage what you focus on. Here are a few tips to help you manage your time more effectively.

Plan your day every day. When you get to the office, or before you go home the night before, decide what you'll spend your time on.
Write your goals down daily on a piece of paper. The repetition of listing your goals helps your subconscious mind guide your daily actions. What is your revenue goal this month? How many new clients do you want this month?
Ask yourself daily “What is my main goal today?” and list it on your piece of paper. Whenever you find yourself wasting time, ask yourself if what you are doing is contributing to reaching your goals.
Also ask yourself "Am I being productive?" Productive activities lead to business income. If you’re not being productive, stop and reassess. Ask yourself if you are being busy to look busy, and if you are moving your business forward.

It's still early in 2010 so you can work on achieving your annual goals by being efficient with your time. There's no better time than now to grow your business and prosper.

Suzanne Muusers

Prosperous Advisor Coaching Program

Coach versus Consultant - What's the Difference?

noreply@blogger.com (Suzanne Muusers) — Mon, 29 Mar 2010 21:51:00 +0000

The term "Coach" is quite popular in this internet-based age we are living in. There are "mortgage coaches," "interior design coaches," and even "tax coaches." It seems that these days everyone is a coach. I answer questions about coaching and consulting often enough that I decided to clarify the differences.

When hiring a consultant, the business owner wants something specific done by an expert. A consultant is usually an expert in a specific area and once hired can create what you want for you. They may also implement their recommendations for you if need be. The relationship is time-specific and project-related.

Coaches can also be consultants by advising and assisting clients to make changes in their business and their life. But not all consultants are coaches.

A true coach is a trained professional, not someone borrowing the term "coach." Look for a coach who has earned a credential from the International Coach Federation (ICF), an organization of 14,000 members in 80 countries. The ICF does not train coaches – it certifies training programs and awards credentials to coaches who have a specific amount of training from an ICF accredited organization, have accumulated client hours, and can demonstrate coaching experience. A coach with an ICF credential has agreed to uphold a strict code of ethics.

Leaders are made, they are not born. They are made by hard effort, which is the price all of us must pay to achieve any goal that is worthwhile. Vince Lombardi

GROW

You hire a coach when you want to grow personally and professionally. You may want to grow your business, but growing yourself could be what you truly need. A coach can see things you cannot see and can point out where you may need to improve your skills.

CHANGE

Hiring a coach is all about change. If you continue to do the same things you're doing now, you'll get the same results you had in the past. Change requires action on your part. There's no growth where there's no implementation.

FOCUS

When hiring a coach, you are hiring a business partner focused on your success. You learn to focus on high pay off tasks and actions that move you forward. You learn to work ON your business weekly rather than getting caught up in the busy work of the day. You are focused on SUCCESS. You have a long term relationship with a coach that builds your character and your business.

There is absolutely a time and a place for hiring a consultant. However be aware that not all consultants are coaches. Coaching is effective because it delves into the human psyche and pulls out that which is great. For further discussion on why coaching is effective, read Marketing, Change and Success

Suzanne Muusers

Business Coaching for Financial Advisors & Entrepreneurs

What Do Values Have to Do with Success?

noreply@blogger.com (Suzanne Muusers) — Thu, 25 Mar 2010 23:19:00 +0000

Everything! Success comes to us easily if we know what makes us happy, what we VALUE, and what we stand for in life.

A person who has integrity knows what they value. If we live life based on our values, we have integrity. We don't make mistakes as often as those who don’t know what they truly value. Long term happiness comes from knowing what you value- what you STAND for in your business and your life.

"Open your arms to change, but don't let go of your values." Dalai Lama

I'm helping an advisor reposition his practice in the market place. In essence you could say that he is reinventing himself. After many years of experience, a great many lessons learned, and a dose of luck his practice has grown to provide a decent living but not the kind of fulfillment you might expect. The advisor wasn't attracting the type clients that are a joy to for him to work with. After working on his Mission Statement and Practice Values, he was able to draw to him just the kind of clients that are joyful and profitable.

Values are like a COMPASS – drawing to you what you want

Business success comes from running your business based on your values. Your passion comes out in the way you manage your business. If you'd like to attract more ideal clients, read this "How to Article" about how you can create a Mission Statement based on your values. The article has a long list of sample values and my own Mission Statement.

Grow Your Business and Prosper!

Suzanne Muusers

Business Coach for Entrepreneurs & Financial Advisors

Guest Post: Focus on Benefits Not Features in Your Marketing

noreply@blogger.com (Suzanne Muusers) — Thu, 04 Mar 2010 18:22:00 +0000

Susan Weiner CFA writes a guest post about stating benefits rather than features in your marketing:

Focusing on the benefits your clients will receive from your financial services is much more effective than touting your firm's features. In other words, focus on you, the client--not us, the firm.

I found a great example of this when I looked for gyms near me.

Gym 1 said, "Gym 1 is a premiere fitness, athletics, and rehabilitation facility that features the highest caliber trainers, equipment..."

Sounds impressive, doesn't it? But does it get you excited about joining a gym?

Now read the beginning of Gym 2's ad.

We've helped our members:

-fit into their clothes

-make their exes jealous

-look amazing at their wedding

Sure, some people would opt for Gym 1 over Gym 2. But clearly Gym 2 makes more of an emotional connection with the reader.

You can find similar contrasts in wealth management. For example, one firm says, "Our company has been in business for 60 years." Prospective clients may read that statement and ask "So what? Why should I care?"

They might re-word that as "Your money will be managed by a firm that has weathered up-markets and down-markets for 60 years."

How would you re-write "Our company has been in business for 60 years?" It would be great to get your suggestions: http://investmentwriting.blogspot.com/

Susan B. Weiner, CFA helps financial professionals increase the impact of their writing on clients and prospects. She writes and edits investment commentary, white papers, articles, web pages, and other communications for leading investment and wealth management firms.
Visit her: http://www.investmentwriting.com

Do you Really Know Your Ideal Clients?

noreply@blogger.com (Suzanne Muusers) — Fri, 26 Feb 2010 20:34:00 +0000

I bet you think you know who your ideal clients are… but do you really?

One of the questions I ask prospects during a sample coaching session is "Who are your ideal clients?" I like to get a feel for how much work an advisor has done regarding finding out who their ideal clients are and what makes them tick. Once you find out what makes them tick, you can find out where they hang out, which makes your Marketing Plan much easier to implement.

Invariably I hear answers something like this:

"I work with individuals or business owners who have more than X investable assets"

"I target clients who are over age 50"

"I like clients who pay me"

"I work with clients who need advice"

If any of these answers sound like you, you may need to work on an Ideal Client Profile.

When we have a firm idea of our Ideal Clients it is far easier to find them and attract them. An Ideal Client is your Target Client on steroids. Take all the demographics and a dose of who you love working with and that is your Ideal Client. What do your ideal clients do for a living? What organizations do your Ideal Clients belong to? How can you fine tune your networking to attend events where your Ideal Client congregates?

How to spot an Ideal Client:

They know they need a financial advisor
They are busy and don’t want to manage their investments
They understand investing strategies, but want and need professional advice
They have discretionary income to invest, at least $25,000 annually
They meet your investable asset minimum ($100,000 to $500,000)
They are fully honest with you and disclose their assets, debts, and goals
They are willing to pay for your professional advice
They will likely inherit a considerable sum in the future
They are friendly and courteous
They value your service
They like and trust you
They are ready for action
They take responsibility for their decisions
They have realistic expectations
They are willing to invest in their long term financial success
They act on your advice/suggestions
They are open to new ideas
They refer other A clients to you

One of the many benefits of engaging in deeper research regarding ideal clients is that you become more referable. If you're able to educate allied professionals about who you'd like as clients, you're more likely to get referrals to them. Make this an area you research this year!

Grow Your Business and Prosper!

Suzanne Muusers

Business Coach for Entrepreneurs & Financial Advisors

Marketing, Change and Success

noreply@blogger.com (Suzanne Muusers) — Fri, 12 Feb 2010 21:46:00 +0000

Hiring a coach is all about change. Clients come to me for help growing their businesses. I make it very clear that hiring a coach is a good first step, but the real measure of success is the action taken afterwards AND the willingness to get out of your own way. You may want change, but are you willing to do what it takes?

If you've heard of the Pareto Principle, you know about the 80/20 rule: 80% of the effects come from 20% of the causes. I like to say that change is 20% action and 80% in your mind. You may really want change, but your mind may be holding you back. You may really want more clients, more income, more success, but you want it to come easily. Marketing reluctance may prevent you from taking the scary actions that bring real success.

That's why coaching is so effective. A professionally trained coach (not someone who adopts the name "coach" without the training), can help you get beyond your mind and into the actions that really make a difference.

People ask me all the time "What are the hot marketing strategies that advisors are using in the current market?" You don't need a coach to find out what's hot. There's plenty of information out there. There are books, classes, and blogs like this one that have strategies galore. It's not the strategy that will make you successful; it's the RIGHT marketing strategy for YOU – the one that suits your business model - which you are WILLING to implement. And it's the 80% "mind thing" that could be holding you back. The mind thing that a coach is trained to help you overcome.

My point: If you continue to do the same things you're doing now, you'll get the same results you had in the past. Change requires BRAVE action on your part.

Suzanne Muusers

Business Coach for Entrepreneurs & Financial Advisors

Prosperity Coaching LLC

Business Goals for 2010

noreply@blogger.com (Suzanne Muusers) — Tue, 02 Feb 2010 22:32:00 +0000

It's February already! Time is going by too quickly. I think that's because I'm getting older. Last Thursday was my birthday which makes me keenly aware of the passage of time.

Ten years ago I reinvented myself. I went from gift store mogul/international business woman, to corporate relationship manager/project manager. Then six years ago the pendulum swung back to entrepreneur once again. Because we are entering a new decade I've done a bit more work on business goals this year.

Have you worked on yours?

I reviewed my goals from last year and discovered that I accomplished SO MUCH! The power of having a business plan and making an appointment with yourself to review progress propelled me forward. Here are some of the things I accomplished last year:

· Spent more time with my family – went camping and had dinner parties

Took two products to market – created two new websites
Tripled the number of unique visitors to my Web sites – more traffic means more exposure
Added ten new sample business plans to one of my products
Published an article in three prominent publications
Created a video for one of my products – this was a learning experience
Gave six speeches to groups – increased my exposure immeasurably
Increased gross revenue 10% - even in a downturn I was able to increase revenue
Increased my skills by reading 24 books on entrepreneurship, marketing, and success!

Then I really thought about what I want in my life in 2010 and made a list:

I want to work out five times a week – walking, hiking, biking, weight training – only things I love to do – it's now or never with my healthy habits – I've always been active, but I want regularity and I want to be fit
I want to mentor more women business owners – I've been lucky to be mentored by my father, a successful international business man – now I want to pass on my experience to women who don’t have the same role models
I want to sell one information product per day – I will need to write more this year in order to promote my products and sell more
I only want to accept new clients who are ideal clients this year – clients who have similar values and understand my Mission Statement
I want to apply for the next level of certification within the coaching profession – I believe in the professionalism of coaching; I stand for expert credentials
I want to surround myself with beautiful things in my office. Plants, fountains, candles, artwork, wood blinds, wood credenzas, and plenty of space and light!

As I gaze at the Vision Board I created years ago, I realize that I have accomplished much of what I set out to do in my coaching business. I am successful because I TOOK ACTION. I created a vision of what I wanted my life to resemble and I designed my marketing plan around not only making things happen, but visualizing success.

I'd love to hear what your business goals are for the year. What new products, services, events, desires, talents, etc do you want this year?

Grow Your Business and Prosper!

Suzanne Muusers

Business Coach for Financial Advisors

Are You Picking Up the Phone?

noreply@blogger.com (Suzanne Muusers) — Mon, 25 Jan 2010 21:35:00 +0000

In the networking I've done in the New Year, I've heard a lot of complaining that 2010 is no better than 2009. But I haven't seen a lot of behavioral change. Since we are now living in the "new normal," we'd better change how we're doing things if we want different results this year.

If you haven’t seen much change in the business you're doing this year, it may be time for a change in the way you're going about things. In "Lack of Progress on Your Goals" I talked about reasons you may not be achieving the best results in your marketing efforts. One of the points was "Not booking enough appointments – not picking up the phone."

Many new advisors are told by their managers to make 75 new contacts per week and book 15 or more appointments. While this may seem like a lot of busyness and activity, there is truth to the numbers game. The more contacts you make, the more prospects you have in your pipeline.

What I want for you is to have a "Fan Club" with a waiting list for new clients, all of whom would be more than happy to pay your fees. In order to have a fan club, you need prospects. So there is truth to the numbers game. If however, you meet people but you never touch them again, all your actions will be for naught.

Could it be that you're not picking up the phone? Could it be that are not talking to enough people and spreading word about how you help them? If this is the case, you may need a plan to talk to a specific number of people per day - Clients and/or prospects.

If you want more prospects in your pipeline, here are some Next Steps to pick up the phone:

Take out your address book or contact management database right now.
Identify five people you can meet for coffee within the next seven days.
Call each one and arrange a meeting.
At the meeting, LISTEN and ASK QUESTIONS about the person sitting across from you.
Ask what THEY need and see if you can help them in any way.
Use this as a jumping off point to getting new clients by GIVING and see what happens.

Growing a business is not just about closing the sale today, it's about building relationships that grow and flourish tomorrow. Don't neglect your business building activities. Get on the phone!

Grow Your Business and Prosper!

Suzanne Muusers

Business Coach for Financial Advisors

The Lost Art of the Thank You Card

noreply@blogger.com (Suzanne Muusers) — Wed, 13 Jan 2010 00:57:00 +0000

I've been sending out a lot of hand-written thank you cards lately. I find really nicely designed thank you cards at Trader Joe's and AJ's and I just get the urge to send them. You wouldn't believe the response I get when the recipient receives the card. I usually get a phone call from them gushing about "taking the time to send a hand-written card" and "thank you so much for thinking of me."

We have become such a digital world we forget about the impact such a simple action can have. We now have email, ezines, newsletters, evite.com, and the like. While it's nice to save paper on such niceties and be "green," getting a card in the mail is like getting a present. When you send someone a card through the mail, I am betting that it stays on their desk for quite some time.

As I glance over my desk, I see a hand-written card I received from a financial advisor I met last month at the Financial Planning Association meeting. He asked me for advice on where he should get coach training. I gave him a few choice pointers and several days later received a beautiful zen-like card from him thanking me for the tips. You can bet that I'll keep that card for a long time.

So how can you use thank you cards in your business? What occasions would be suitable for a thank you card?

How about:

Birthday cards

Nice to meet you cards

Thank you for the referral cards (as part of a written referral program)

Congratulations for your achievement

Sympathy cards

Wedding cards

What would happen to your referrals if you wrote 5 thank you cards per week? Would your client relationships deepen? Would you spread goodwill and kindness?

Maybe thank you cards should be part of your Marketing Plan and part of your week!

Grow Your Business and Prosper!

Suzanne Muusers

ICF-Credentialed Business Coach

Marketing with Wine Events - How to Host a Wine Tasting Party

noreply@blogger.com (Suzanne Muusers) — Thu, 17 Dec 2009 16:29:00 +0000

As you're putting together your business and marketing plans for 2010, think about the events you'd like to host for your clients and prospects. What can you do that's special? How can you create an environment that encourages ease of conversation and a relaxed atmosphere that leads to referrals and new business?

"Good wine is a good familiar creature if it be well used." William Shakespeare

Many of my financial advisor clients have had great marketing success with wine tasting events in recent months. So I've put together this "How to Guide" for how to host a wine tasting party for your clients and prospects. This post will give you a step by step process to plan your entire wine event.

Wine is the alcoholic beverage of choice for many U.S. consumers. Wine consumption increased 10% in the U.S. from 2001 to 2005 (per http://www.wineinstitute.org) and events such as wine tastings, wine parties, and wine dinners have become the "in thing." The real bonus with wine is that not only does wine tend to appeal to the upper socio economic population, but financial planning and wine just seem to go together. I LOVE wine and enthusiastically attend many events associated with the grape.

Here is a step by step process to plan your next wine event:

Decide the type of wine event you would like to host

Will your event be a party for a select group of clients and their guests? A celebration for a milestone your business has reached? A "wine tasting" as opposed to an informal "wine party"? For a wine tasting you will need a wine evaluation form to rate each wine and you'll need nibbles to go with each wine. For a wine party, you'll need heavy appetizers in addition to the wine. For the purposes of explanation, the remainder of this "How to Guide" will deal with the planning of a wine tasting event.

Decide who you would like to invite

You can keep your event small and intimate by inviting your top five clients and their spouses. You can increase your circle of influence by asking your clients to bring a friend. This can provide a nice group of twenty or so people.

Decide your wine budget

How much do you want to spend? For a group of your five best clients, their spouses, and friends totaling twenty people, you can plan on purchasing one bottle per four attendees. You can find great wines for $12-$18 per bottle. So for wine you can plan on spending roughly $90.00 - $100.00 for five bottles of wine. You may also find that guests bring a bottle with them.

You may want to select a theme for the wine tasting. You can go with "Reds" or "Whites." You could do "Chardonnays from California" or "Fine Wines of Australia" (which I'm quite partial to since I was born in Australia!).

Decide your food budget

You'll want to provide nibbles for each wine served otherwise you'll have a lot of tipsy guests falling all over the place. A variety of bread, crackers, cheese, fruit, and cold proteins like ham, shrimp, and chicken would be more than adequate. Plan on spending $200.00 or so for food.

Decide the location

Many of my clients choose to host a wine tasting in their own home or at the home of a client. This encourages a relaxed atmosphere and saves on the cost to host the event at a restaurant or bar.

Invite your guests

· Online via email: Use Evite if your event will be on the small side. Evite is an online invitation site that has wine-themed event templates that allow guests to submit their replies via email. You are then able to view attendees and their comments on the Evite web site.

· Print invitations: Use if the event will be comprised of guests who don't know one another. There are many wine-themed invitations you can use to "brand" your event.

· Phone your guests ahead of time to confirm their attendance. Then send out your invitations three weeks in advance.

The evening of the event

Things to have on hand:

· Clean wine glasses – larger sized glasses are best for wine tastings due to their ability to "swirl" the wine and view the "legs" of the wine trail down the interior of the glass.

· Fine china – smaller sized plates for appetizers

· Linen napkins

· Cutlery and serving spoons

· Water glasses

· A pitcher of water

· A small decorative bucket – this is for guests to rinse their glasses between wine samplings

· Trays of appetizers

· Basket of bread and crackers

· Wine evaluation forms – this form will give you a good feel for how to rate each wine

· Paper bags (if you wish the tasting to be "blind")

· Candles for ambiance

Actions:

· Greet your guests at the door

· Have pleasant music playing in the background, but not too loud to hinder conversation

· Offer an appetizer right away to avoid guests feeling tipsy upon their first tasting

· Make guest introductions

· Half the fun of the event will be when guests are noting their preferences on the wine evaluation form and making comparisons. There will be some surprises and interesting conversation regarding opinions and preferences of each wine.

· Don't forget to mention what you do for a living when speaking with your client and guests. Find a way to slip in a comment about the economy or the market now and then. While you want this to be a social event, you also want to ensure that guests know that you are a financial planner and that you have expertise in various areas.

· After the event, you'll want to follow up with attendees in a pleasant, natural way.

Conclusion:

Whether you choose to invite a few clients and their friends or host a larger gathering, wine provides a social environment with intimacy and bonding that builds lasting relationships that will grow your practice in 2010.

Suzanne Muusers

Prosperity Coaching LLC

Helping Independent Financial Advisors Build Wealth

http://www.prosperitycoaching.biz

Marketing Coach for Financial Advisors

Success Strategies - Plan for 2010

noreply@blogger.com (Suzanne Muusers) — Tue, 15 Dec 2009 21:56:00 +0000

At this time of the year we are all busy going to holiday parties, buying gifts, decorating, and welcoming out of town visitors. There are meals to plan, activities to set up, and house cleaning to do. But wouldn't it be nice if we could be working on our New Years' Success Strategy while enjoying the holidays? Get a head start on your Success Plan for 2010 and be ahead of the pack! We'll talk about how to function at your best, how to clear out the clutter, update your Life Plan, ideas to start writing your Business Plan for 2010, and how to improve yourself next year.

Get active

You can't be the very best at what you do while carting around and extra twenty plus pounds. Add daily exercise to your life. Make sure it's something you enjoy. Studies show that we will do what we enjoy and avoid what we don't like. Make sure you exercise first thing in the morning. If you get exercise out of the way first thing, you are more likely to keep up with it.

Don't do what I did four years ago. I bought a $2000 treadmill thinking that if I had it I would use it. Guess what? It sat there unused all these years. The truth is I hate the treadmill and love the outdoors. That's why I live in Arizona. So I decided to combine walking my dog with engaging in exercise. Now I go for longer walks and kill two birds with one stone.

Clear out the clutter

We tend to accumulate stuff the entire year until it piles up on our desks and threatens to take over our office. Clear out the clutter and create space in your life for the great things that are coming your way. Go through the papers, documents, and to do lists and get rid of everything that is hanging around cluttering up your space and your mind. Do a deep cleaning of your office and get ready for big success in 2010.

Update your Life Plan

A Life Plan is a document that lists your plans for your personal and professional dream life: Your partner/significant other, friends, family, health, self care, spirituality, travel, finances, hobbies, creativity, and home environment. The first week of New Years, my husband and I update our joint Life Plan to review what progress we made in the previous year and what we need to implement for the upcoming year.

Start writing your 2010 Business Plan

As things come to you, jot down ideas about where you want to take your business in 2010. What are your revenue goals? What strategies will you implement to stand out from the crowd? What wealthy niche markets will you target? What strategy will you implement to service clients? What expertise can you leverage to create passive revenue for your business? Start writing it all down as it comes to you and you'll have the beginnings of your new plan.

Improve yourself!

Create a list of the books you'll read in 2010. Where are your skills weak? What could you stand to work on? What would make you a well-rounded individual in 2010? Here's a list of recommended reading on my Web site if you'd like suggestions.

Be consistent - It takes 21 days to create a habit

Keep up your success strategies. Make a list of habits that keep you well and practice them on a consistent basis. For example, even if you only take a quick fifteen minute walk, that's better than skipping exercise altogether. You can have pizza, but pair it with a salad. You can have dessert, just not the whole pie.

There's no better time than the present to set yourself up for success in 2010. By focusing on a few success habits, you can put into practice skills and habits that will allow you to hit the ground running at a speed that help you create a profitable 2010. Take care of yourself, clear out clutter to make space for better things, set intentions by updating your Life Plan, start thinking about your Business Plan, improve yourself, and be consistent. I know you can do it!

Grow Your Business and Prosper!

Suzanne Muusers

Business Coach to Financial Advisors & Entrepreneurs

Step Outside Your Comfort Zone with Your Marketing

noreply@blogger.com (Suzanne Muusers) — Thu, 10 Dec 2009 22:53:00 +0000

Have you allowed yourself to get too comfortable with your marketing? We all do it. We get used to being the Technician in our businesses which makes us relaxed, plump and happy. It's nice to sit at your desk and wait for the phone to ring. When people call us it means they want something. If we have to make the calls, we are pushing ourselves on our prospects and clients.

In Lack of Progress on Your Goals I wrote about how to make more progress with your goals. Point number four "Not willing to step outside comfort zone – you don't want to leave your comfy chair" speaks to our propensity to do what's safe. But to build a financially successful business we must learn to take risks and to do the scary things.

That’s what I help my clients do, but I also have to force myself to do the intimidating actions too. What kind of coach would I be if I didn't push myself?

Fear Rears its Ugly Head

A few weeks back I started coaching a new client. I could tell he was intimidated about coaching, perhaps because he didn't really understand how it works. I had told him that I would ask him to "do more and be more" while working with me. In our first official session I asked if he did much public speaking. He said "No, I don't find it to be worthwhile." I pressed further and here's what he told me. "By the time you put all the work into creating the presentation, setting up the venue, confirming the attendees, and having the wholesalers show up, it's just not worth it."

Of course it's not worth it if you have others do the speaking. Prospects are there to hear YOU speak, not a nameless, unknown representative of a product-driven company. Your job is to connect with your prospects and let them experience who YOU are and what you're about. Your job is to create a talk explaining the BENEFITS of working with you. You must show them your VALUE and AUTHENTICITY.

So how can you step outside your comfort zone?

Do what's scary. Do what intimidates you. If you're comfortable you're not growing. When you're not growing personally it's doubtful you'll be growing professionally either. Try new things. Speak up. Talk to people you wouldn't normally talk to. Volunteer for something. Take more risks. You'll find that you will grow into new skills and you'll be a better person for it!

Grow Your Business and Prosper!

Suzanne Muusers

Coach for Financial Advisors and Entrepreneurs

Are You Failing to Take Action?

noreply@blogger.com (Suzanne Muusers) — Fri, 27 Nov 2009 22:39:00 +0000

In Lack of Progress on Your Goals I wrote about how to get a handle on your goals. Point number 3 "No action – you are simply not working on your business weekly." It can be difficult to take meaningful action to achieve your goals. So much can get in the way.

The Technician

In a normal business environment, we are busy being the technician in our business, as Michael Gerber writes in The E-Myth Revisited. We spend our time doing the work that's necessary to run a business like completing paperwork, opening mail, reading email, investing assets, sending statements, addressing compliance matters, chasing down lost paperwork, answering client's concerns, and the like. When we are being the technician, we are living in the present and ignoring the future.

While the above are all necessary actions to run a business but they won't GROW a business. In order to grow a business, we need to be the Entrepreneur and work ON the business by taking action to grow. It's not always easy to take action because we may be so mired in busywork that we can't see the forest for the trees.

So how can you take action?

For most of us, having too much to do can be the biggest challenge to taking meaningful action. When we write our "To Do" list with 47 things to accomplish, it's unlikely we'll get through everything. You first need a clear, specific, measureable goal.

Start with your Business Plan. What do you need to accomplish to achieve your goals? Let's say you want five more ideal clients. What would that look like? Imagine your day if you have achieved your goal. With five additional clients what work and activities are you engaging in? If you can see yourself being this person, you are more likely to achieve what you want.

"You are today where your thoughts have brought you; you will be tomorrow where your thoughts take you." James Allen

What actions are necessary to get those clients? What strategies and marketing activities do you need to be taking action on, right now? This is what should be on your "To Do" list at least one to two days per week.

Attitude of Gratitude – 5 Tips on How to be Grateful

noreply@blogger.com (Suzanne Muusers) — Tue, 24 Nov 2009 21:42:00 +0000

It would be easy for many of us to end this year without gratitude, but that would be a mistake. There are so many things to be grateful for, we just have to notice what they are. Living a joyful life means learning to accept the things that we can't change and taking action to live the best life we can. Here are some tips on how to be grateful now or at any time of the year.

Thank Your Clients. Create a list of your top twenty clients and send them a handwritten card thanking them for their business. Add a personal message meant just for each person. Anyone can send a card with a pre-printed signature, but handwriting a card shows that you really care. Who do you know who would love to receive a handwritten card from you?

Thank Your Family and Loved Ones. The whole point of the holidays is to spend meaningful time with those you love. Even though it may be difficult to convey your feelings, the joy you give others when you tell them what they mean to you is extremely gratifying. When was the last time you said to your brother, sister, mother, or father "I love you"? This point was brought home to me when I overheard my husband tell his mother that he loved her. I thought to myself, if my husband can express his feelings to his mom, so can I. To whom can you say "I love you"?

Make Gratitude a Daily Habit. If we make gratitude a part of our day, the negativity won't be so apparent. We may suddenly realize what a blessed life we lead. At dinner each evening my husband and I tell each other three things we are grateful for that day. This shines a light on the many good things that happen to us daily. How can you make gratitude a daily habit?

Do Something For Someone Without Expectation. Yesterday at the grocery store I noticed a woman behind me with her arms full of Thanksgiving groceries. I asked her if she wanted to go ahead of me and the look of gratitude on her face was overwhelming. What kind gesture can you bestow upon someone?

Realize How Wonderful Life Is. Take stock of where you are and be grateful for what you have. There is always someone experiencing the pain of loss or rejection. This year my mother became very ill with a rare disease. She will be recovering for most of next year. I am very grateful she will be ok. My best friend lost her father last week. I feel her pain and have offered her my support. Take stock of your life and be grateful!

I will end with a great quote by John Ruskin: "What we think or what we know or what we believe is, in the end, of little consequence. The only consequence is what we do." Be grateful and show your gratitude this holiday season!

Financial Planner - Financial Advisor? What's In a Name?

noreply@blogger.com (Suzanne Muusers) — Thu, 05 Nov 2009 23:00:00 +0000

I just returned from a Scottsdale Soroptomist meeting where I spoke about taking action to have more success in 2010. There were two advisors in the group so I listened with interest when they described what they do. One said she was a Financial Planner and the other said she was a Financial Advisor. The former has several lettered credentials after her name and the later does not. The former is an independent with her own firm and the later works in a bank. Because I work almost exclusively with advisors I know the difference between an independent financial planner and an employee advisor as well as what the various credentials mean.

Confusion

There are many financial titles that confuse the general public - they don’t know the difference between an advisor and an insurance sales person. I was at a networking event recently where a loan modification representative called himself a Financial Advisor. Additionally, most people do not know what it means to be a Registered Investment Advisor, nor do they understand the fiduciary standard that goes along with being an RIA. The credential with the most recognition seems to be the CFP® mark.

If advisors hope to counteract the negativity hovering around the profession, they need to address how they market themselves. Advisors with a credential should explain what it means. Advisors should utilize their websites far more than they do now. More content and explanation around credentials and fiduciary standards would help clear up some of the confusion and would serve to position advisors better in the marketplace.

Suzanne Muusers

Marketing Coach for Financial Advisors

Prosperity Coaching LLC

Marketing to Women –For Advisors

noreply@blogger.com (Suzanne Muusers) — Mon, 26 Oct 2009 22:47:00 +0000

Marketing to women can be a profitable marketing niche for financial advisors as they tend to be one of the most underserved markets. Think of it this way – during divorce, who gets the expert professionals? The CPA, the financial advisor, the property and casualty agent, the estate planning attorney, and the banker – they all go with the husband since he, more than likely, has maintained the relationship all those years.

Women come out of divorce seeking advisors in every area of their lives. For the most part, boomer women have not had a firm hold on their finances. They need you. They've got to figure out where they stand financially and then decide what to do with their assets.

Provide Information

When marketing to women, it's very important to provide abundant information. This means that you must have a well written biography that talks about your expertise and the WIIFM. Don't just say who you are and what you do. Give examples of Case Studies of why your clients came to you how you have helped them.

Your Online Presence

Women will seek information from various sources and compare and contrast before making a decision. Often times they will do this anonymously through your website and social media sites. So make sure you have an impressive site that "sounds" good from a woman's perspective and that your social media is up to date. Be sure to say you work with women.

Simplify

The new woman investor doesn’t like be talked down to so make sure your copy is not condescending. Keep it free from industry jargon and complicated terms.

Understand Women

I usually recommend that my clients target one to three niche markets to position their practice apart from the crowd. If you are considering targeting women, here are two resources for marketing to women:

http://marketingtowomenonline.typepad.com/

http://smallbiztrends.com/2009/09/marketing-to-women.html

Suzanne Muusers

ICF-Credentialed Business Coach

Prosperity Coaching LLC

Are Cheap Clients Worth It?

noreply@blogger.com (Suzanne Muusers) — Tue, 20 Oct 2009 23:22:00 +0000

An RIA client in Florida recently told me about a client situation that was really bugging him. This client had willingly transferred with him when he went independent from Schwab six months ago. At Schwab he had paid less for a mutual fund than he was now paying on the new platform, however he is paying less in other fees and getting much more attention. My client explained that overall he was actually paying less. The client just couldn't put his head around the concept and was doing far too much complaining.

Why do cheap clients want services for a lower price? Do we shoot ourselves in the foot when we take on clients who don't value our expertise? Are cheap clients more work?

Cheap clients tend to want their "money's worth" which translated can mean working you ragged. Many cheap clients don't feel satisfied until they've raked you over the coals because it's just in their nature. They tend to be more work because they are never satisfied.

Whether you're an advisor or small business owner, my advice is to always be up front about what you charge for a product or service. When billing issues are clear, there can be no dicey situations. Clearly spell out what you provide and how much you charge. Don't let clients get away with getting more services, more time, and more effort. Because once they get more for less, you will be forever dancing around like a puppet trying to keep them happy.

Suzanne Muusers

Business Coach for superstar business owners

Prosperity Coaching LLC

Take Action to Reach Your Goals

noreply@blogger.com (Suzanne Muusers) — Fri, 16 Oct 2009 21:45:00 +0000

"To guarantee success, act as if it were impossible to fail." - Dorothea Brande

Are you where you want to be with your business goals? In Lack of Progress on Your Goals I wrote about how to get a handle on your goals at this time of the year. The first point I made was about getting prospects in your pipeline. The second point I made is that we sometimes don't leverage our current clients to help us reach our goals. The third point I made is about taking action to reach your goals.

A Business Plan is no good without goals. Goals are no good without action. We can attend tons of seminars and workshops, conferences and classes, but if we don't take the knowledge we've gained and put it into action, then we've really wasted our time.

Get out your Business Plan and all the notes you took at the last conference you attended and decide the following:

What are the top 5 most important actions you need to take in order to achieve your goals?

Then start to chip away at each item on your list one by one in order of importance. Don't let the scary goals stop you from getting started. Do it today!

Also helpful: Success Ritual for Achieving Your Goals

Suzanne Muusers

Business Coach for Financial Advisors

Prosperity Coaching LLC