Tangible Transparent Value
Making It Tangible
Your relevance is entirely up to you. You must leverage transparency to be successful in this robo world of financial services.
Summation of “Expanding The Gap” 3 Part Reverse Order Blog Post
“Price only becomes an issue in the absence of value.”
To take complete control over the perception of your value you must expand The Value Gap.
Your character, competency, and genuine concern must be definable, detectable, and desirable in order to control how your value is perceived. We establish your control, by design, when we walk you through the micro-learning modules of the Infinite Alpha progression.
This is the summation of the “following” three blog posts that will appear in reverse order on the blog. It is my intent to make the user experience more fluid by reversing the usual order of “three part” posts so the user can experience them in sequence in the future.
Part 3 of 3 Expanding The Gap
Part Three of Three
Your Genuine Concern can be made tangible by defining your beliefs and opinions about this industry and your purpose.
Opinions
You get paid for having them… check that. You get paid for sharing them. Your opinions are what your audience pays you for. Your wisdom, knowledge, experience, process… your advisor alpha. You get paid because you have genuine concerns (opinions) about the well being of your clients. You must be able to share your genuine concerns with your audience 24/7. You can’t do that unless you have defined your opinions. You must define and publish your opinions in order to remain relevant.
The Value Gap
Part 3
Character Competency and Concern
Publishing Your Beliefs and Opinions
Your beliefs and opinions must be published in the form of genuine concerns and fundamental truths. Your ideal audience must be able to have tangible access to your value 24/7… even when you are not available. Especially when you are not available. Your genuine concerns about your clients well-being is a major part of the differentiation you need to set yourself apart from your perceived peers. Your genuine concerns must become accessible 24/7 to gather valuable feedback from the right audience. You must publish your genuine concerns to filter out the bad clients and bring in the good ones. Your beliefs and opinions must be defined by you and updated by you if you are to remain relevant.
In order to define your beliefs and opinions you must first discover them.
Start Expanding Your Gap
Part 2 of 3 Expanding The Gap
Part Two of Three
Once your ideal audience knows how much you care, you gotta show ’em how much you know.
Competency
In our experiences through the decades we have found that the way people learn is different… each person’s style of learning is as unique as his fingerprint. We go to great lengths to demonstrate exactly how advisors can create meaningful exponential outcomes through our multitude of micro-moments. Each time we publish content we try to tell the story a little bit differently… a little bit better.
In part two of our three part (reverse order) series on advisor value we go over the second leg of the three legged stool. (You need all three to sit at the table.)
The Value Gap
Part 2
Character Competency and Concern
Defining and Designing Your Competency
Your behavior is the guiding force behind the perception of your value. Are you competent enough for… whatever is often judged by your behavior. How do you respond in certain situations? How do you proactively prepare for others?
Your behavior is the single most important factor in controlling the perception of your relevance. And it is for that reason that you must promise it. The single most important aspect of trust and integrity is your accountability. Will you do the things you say you will do to make good on your purpose?
To survive in a robo world you must promise your behavior and you must be able to walk the talk.
In order for you to promise your behavior you must have a system in place to design what you can promise to the world. But before you can design your unique system of promise delivery you must define the terms that justify your promises. The terms of your value must be defined… they will be defined. And if you are not the one defining your value, someone else will gladly do it for you. Your firm, your competitors, and your clients will be the ones who define your value. You can’t afford that.
Your relevance is controlled by the one who defines your value… It needs to be you. You must define your value or you risk everything.
End of Part Two
Part 1 of 3 Expanding The Gap
Part One of Three
To remain relevant, advisors in the robo era must be able to distinguish themselves from perceived competition.
A few decades ago we came up with a concept that helped us coach advisors about their value in a way that they could grasp easily. We call it The Value Gap and it creates a visual picture of what the advisor must do to exude his or her value tangibly in order to demonstrate authentic relevance.
The Value Gap
Part 1
Character Competency and Concern
Advisor character can be attributed to several aspects of his or her life. Some say it is how you act when nobody is looking. Others might say that your character is your identity.
In order for you to build your business on purpose, you must see your character from the perspective of others. In order to gather that confidential insight you must have a system in place to collaborate openly and honestly. We call this system Infinite Alpha and the cornerstone of the whole deal is your client-centered purpose.
What does this have to do with your value?
Similar to The Value Gap model seen in the slides on this post, the model of your character can be seen in another slide that shows you and your clients exactly how you intend to demonstrate your character tangibly.
Your Character plays a quintessential role in your profession as a trusted steward of wealth. The elements that make up your unique character are so powerful and meaningful that they require your attention daily. This is why the elements of your character require definition by you… through introspection found here… at Tangible Alpha.
You must define it in order to design it.
The model that we have created just for you… Infinite Advisor Alpha… empowers you to define you Character for digital design so it can be delivered by you and consumed 24/7 by your ideal audience.
That is really important…