"I'm stunned. One of my best clients who runs a business just hired another advisor to manage their 401k plan, even though I can offer them."

I've heard iterations of this:

• My client just referred their out-of-state best friend to an advisor in Alabama, even though I am also licensed in Alabama.
• My client bought a living trust online, even though I offer high-quality living trusts.
• I found out one of my best clients bought life insurance from a insurance agent, even though I can offer that as well.

So here's the business lesson:

Do not expect your clients to track the nuances of your work, such as all of the related services you provide outside of retirement and college planning, what you are licensed to do, and where.

You shouldn't be in everybody's face about what exactly it is that you do; but you should be one inch away from it. They have to see it over and over again, not just once or twice.

Place a variation of the below in your email signature line, on your business cards, post cards, letter heads and client website.

Helping Families Make Smart Choices About Their Retirement Since 1989

Retirement Planning • IRAs • 401(k) Rollovers • Mutual Funds • Variable Annuities • College Planning • Kid’s Accounts • Term Life Insurance • Living Trusts

What are the three most important elements of a successful investment strategy?

1. 1) A Plan you can believe in. 2) An Advisor you can trust. 3) Superior investment performance. - 
2. 1) Advisor. 2) Asset class of investment. 3) Low Cost - 
3. 1) Low Cost. 2) Superior Performance of investment. 3) The Plan. 
4. 1) Asset class of investment. 2) Advisor. 3) Superior Performance of investment. - 
5. 1) A Plan you can believe in. 2) The asset class of the investment. 3) An Advisor you can trust.

Answer = 5