Newsletter for the Counter-Cultural Retirement Advisor
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Issue: #494
April 28, 2025
“A book lying idle on a shelf is wasted ammunition.”
―Henry Miller
Greetings,
 
Welcome to this week's Advisor Training newsletter. Our goal is to provide training, education and insights for those who adhere to our counter-cultural and sometimes counter-intuitive investment and business philosophy.
  • Creating report for 529 plans.
  • Using Docusign to Disengage from Annoying Client
  • Custom Email Signature.
  • Review of last week's quiz.
  • Updates, News and Announcements.
  • and much more..."
THIS WEEK'S PRO-TIP
Question from an Advisor

"I never really marketed before. I want to start with Facebook ads."

There is no clearer way I can say it: HECK NO!
                  
A high-risk strategy like paid ads is the last thing you want to do when starting to market for the first time. Al ot of things have to go right for this to work; the ad targeting, timing, ad format, etc.

 

Pick a low-risk marketing strategy, like gathering up names of past contacts, unsold prospects, CPAs and attorneys from past transactions, prospects you never followed up with, etc., and inviting them for coffee or lunch and/or send them referrals. Simpler, higher chance at success.

 

Another low-risk strategy is starting a creative email newsletter. Send to clients and prospects every month and follow up with who reads it.

 

Don't go out and hire a marketing agency or ask them to tell you how to get started because that is like asking the barber if you need a haircut. They will take advantage of you and propose a grandiose bocu bucks offering full of high-risk stuff like Facebook advertising. YIKES! 

 

Start small and low risk (no expensive advertising!!!) in the beginning; you can always ramp up later once you figure out what works.

TOP 17 SECRETS
#16 ― Your Monthly Client Newsletter
Email your Client Newsletter every month without fail. include Nick's Client's Corner. Also include your Mid-Year Client Letter and your Year-End Client Letter in the July and January editions.
BOOK OF THE WEEK

How to Master the Art of Selling Financial Services by Tom Hopkins

 

This is based upon the original book that made Tom Hopkins famous, but with a focus on financial services. I believe this is the best overall book on professional sales.

ADVISORFIRST ADVANTAGES
#1 ― Rebuild. Better.
“In the beginning I looked around and, not finding the automobile of my dreams, decided to build it myself.”
 ―Ferdinand Porsche

I’ve spent 35+ years developing three distinct teams of investment advisors (most of them part-time) at four broker/dealers which produced 16 $50k-earners, ten $100k-earners, and two $200k-earners (88% of them direct to me), with an annual revenue of $1.6 million.

 

None of the previous firms had a truly Advisor-First mentality. They didn't run their business with consistency, simplicity, transparency, and none were lead by executives who had personally created Advisors (not to mention productive teams).

 

That has all changed now. IP recognizes our value and has given our group a open platform to structure our business as we see fit. They support us and then leave us alone.

 

Thus, we are re-building for the fourth time: bettersimplerfairer, and focused on the individual advisor – because we come first.

LAST WEEK's QUIZ - #XX

What is a Roth/TIRA Recharacterization?

  1. Converts one entire account type to the other.
  2. Converts this year's contributions only from one type to the other.
  3. Converts Roth/TIRA to different owner.
  4. Converts Roth/TIRA to a 401k.
  5. Converts Roth/TIRA to Non-Qualified account.
  6. There is no such thing as a 'recharacterization'.

Answer = 2

BUSINESS MEMES

Michael Paulding Thomas

Securities Principal & Advisor Development

 

Over three decades of training part-time and full-time financial advisors. Developed 2 $200k-earners, 10 $100k-earners, 15 part-time $50k-earners and built a $1.6M revenue sales force.


Securities offered through Innovation Partners, LLC. Member FINRA/SIPC


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