Measuring Your Success

Jul 22, 2019

Measuring Your Success

Your personal growth and value development will be documented by you in your own personal private notebook.

Your journey through the progression of infinite advisor alpha has been designed so that you can see tangible evidence in very specific areas of critical value development.

These 12 critical components are the chapters in your advisor story and the filter that leads to the amplification of your value in the three foundational pillars of your advisor alpha.

You will be able to to amplify your character your competency and your genuine concern (the three pillars of value) tangibly… throughout the chapters of your notebook for the rest of your career.

This is what we mean when we say “the journey has become the destination.”

This journey is unique to you and no one else can do the work for you… you must take complete responsibility for your path of success and this is your opportunity to not only survive but thrive in the new Robo-World of financial services.

Your success will be measured by you… and you alone. We will simply be giving you the tools to measure what matters the most.

Will Sales Pros Survive?

Jul 19, 2019

Will Sales Pros Survive?

Maybe...

You are not going to survive in the digital age of financial services by selling products.

But you can thrive in the digital age by providing solutions to the people who need them the most.

Traditional sales concepts will tell you that sales has always been about providing solutions… you’re selling the hole, not the drill bit… sell the sizzle, not the steak… it’s a work of art to get them to say yes, isn’t it?

All that sales bullshit is over… In the digital age of transparency, the consumer is in complete control of the purchasing/sales/solutions process.

Your ability to close is no longer a viable skill set in the modern workforce.

But you can position yourself as a trusted steward of wealth, the only issue is this… do you care enough about your clients to do it?

If you do care about your clients and you do want to get paid for your unique solutions and you do trust the wisdom you can provide is worthy… yeah, you can really thrive in the digital age.

Curated Content

This is content posted by someone else… I get to share it with you… here, on my website… because the internet is awesome.

by Phil Stubbs | @philstubbs14

‘I love your closing techniques’? or ‘your novelty socks are so amazing’? perhaps it’s: ‘I wish I could sit through more of your huge PowerPoint presentations, I just love the way you cram so much onto each slide’? No?

One of mine was ‘Oh sorry, I always thought you worked here’. It happened to me a number of times when I was ‘social selling’ in the late 90’s. On one occasion it was during an internal, onsite, party at Panmure Gordon, a British corporate and institutional stockbroker and investment bank. The same party where I had been dancing on a chair in full view of a group of board directors.

I remember an old sales manager telling me that a ‘great’ salesman would have a desk at the office of his top clients. Well, I didn’t need a desk, although that may have been safer than dancing on a chair! At the time, I was selling voice and data to financial institutions in the City of London and whilst Panmure had been a client I changed company but it had zero impact on my relationship. It was business as usual, I was just getting orders signed under a different company name.

I was pushing 90’s style ‘social selling’ to the max – birthday drinks, leaving do’s, departmental celebrations, lunches, even Christmas parties – I was invited to them all!

The same was happening at another big client of mine, ABN AMRO Bank, who at the time were one of a handful of triple ‘A’ rated banks. When I switched jobs, I gave my new employers a presentation on how I was going to win the ABN account for them. I then went and did what I said I would and at the next sales conference I presented how we won it. It made me look a star but I knew the truth – I actually ‘bigged up’ what I had done to seal the deal. In reality it was easy, I told ABN I was changing employer and they worked with me to shift services.

Through that style of ‘social selling’ I had gained the trust of so many people – and they bought from me, Phil Stubbs. Even if we screwed up, one time I recall a Friday night stood outside a pub in Holborn as I rang directors of the company I worked for and got them to fix an issue, it was never a deal breaker. ABN had a big move that weekend and none of the voice circuits had been pre-provisioned – we solved it and no drama.

I was giving advice on data networks, when to be honest, my knowledge was limited – but I built a strong virtual account team around me that I had faith in and I encouraged them to develop their own relationships within ABN.

I was trusted and liked, not just as a person but also for my knowledge, openness and dependability. That speaks so much louder than what’s on a business card.

Looking back and comparing to what I do now – the similarities are easy to see. All that work I did at being ‘social’ can now be done online. I connect with people, I get introduced to people as my network grows. I share content, thoughts and views and I get asked for my opinion. Just like the 90’s without the late nights!

Using social media to sell is a must for us today. The buyer – seller relationship has evolved with the buyer now having the power. Social gives you the chance to get into your customer and prospects ‘inner circle’.

If you aren’t immersing yourself into the ‘social world’ of your clients and prospects then you don’t have the bond and level of relationship needed to win.

Original Article can be found here.

Summation of “Expanding The Gap” 3 Part Reverse Order Blog Post

Jul 1, 2019

Expanding the Gap

THE POWER TO CONTROL THE PERCEPTION OF YOUR VALUE

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“Price only becomes an issue in the absence of value.”

#TangibleAlpha

The Value Gap

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

Jun 28, 2019

Expanding the Gap

Part 3

THE POWER TO CONTROL THE PERCEPTION OF YOUR VALUE

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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

Jun 27, 2019

Expanding the Gap

Part 2

THE POWER TO CONTROL THE PERCEPTION OF YOUR VALUE

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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

Jun 26, 2019

Expanding the Gap

Part 1

THE POWER TO CONTROL THE PERCEPTION OF YOUR VALUE

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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…