Build On Purpose (3/3)

Oct 28, 2019

Building On Purpose

Part Three of Three
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Building Your Business On Purpose Empowers You

 

In this three part blog post I am attempting to simplify what I have known to be fundamentally true about advisor value design for the past three decades… It can be tricky sometimes to simplify the complex.

 

This is part three of three. We pick up where we left off in part two…

 

A big part of what I do is trying to simplify what I have learned over the past 30 years in the financial services industry. The models and slides that I share freely can be the biggest piece of the puzzle for some advisors looking to break out of the opacity of the industry designed “black box” that defines advisor value. Building on purpose is a metaphor for doing the right thing all the time but it also can be physically modeled to demonstrate how a progression of value design can justify value while empowering advisors to take complete control over how their unique value is perceived. The big picture for advisors in the new digital age is control over perception… if you are an advisor you must become responsible for the definition and perception of your advisor alpha (advisor value). If you are counting on the industry to do this for you, you will be replaced by the industry.

 

Previously in parts one and two we touched on the purpose driven model to demonstrate exactly how advisors can ultimately promise their behavior.

Your relevance hinges on your ability to promise your behavior. By promising your behavior you are able to get and keep ideal clients with your digital filter. By promising your behavior you’re able to control the perception of your relevance. By promising your behavior you’re able to demand reciprocal actions from your trusted clients. By promising your behavior you’re able to gather feedback that matters. Your promises tied to behavior leads to the value that you control the most which allows you to take complete control over the perception of your value.


Earning trust controlling perception and creating collaborative relationships are the three main elements that are required for survival in a robo world.You must be able to promise your behavior to create that culture by design.

The progression of infinite advisor alpha empowers advisers to promise their behavior so they may remain relevant in a robo world.

We are now shifting from the slides that model how to earn trust by promising behavior to the infinite progression of advisor value development which empowers advisors to get and stay exactly where the want to be… a state of perpetual relevance.

 

Amplify the value that you can control. Take complete control over how that value is perceived. And maximize your relevance to get and keep ideal clients in a robo world.

This is what it means to build on purpose.

Earn trust, promise your behavior, demand reciprocal behavior, create trusted partners as clients, make your value tangible, gather feedback, continue to amplify your value and your business, and live your preferred life.

In order for your business to have a positive change 30 days from right now, you must start making incremental changes daily. And those incremental changes must add up in a way that makes sense. Your focus must be appropriate the system you choose to maximize your relevance must make complete sense and you must carry the discipline that it takes to make incremental improvements daily.

Organized
Efficient
Simplified
Driven
Realistic
Interesting
Fun
Adaptive
On-point
Relevant
Healthy

It’s all about you.

This is where you want to be.

Ultimately you are earning trust by becoming accountable because you’re able to promise the behavior that leads to the value that you can control the most. Which is exactly why your ideal audience should be paying you.

 

Build your business on purpose.

 

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Part Two of ThreePart One of Three

Build On Purpose (1/3)

Oct 24, 2019

Building On Purpose

Part One of Three
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Three Simple Reasons Why Building On Purpose Is Critical

  1. It Empowers you to earn trust quickly in a digital world.
  2. It allows you to highlight the value you control the most. (Perception)
  3. It sets the standard for behavior in collaborative relationships.

What does it mean to “Build on Purpose?”

When your client-centered purpose has been defined by you, it empowers you to earn trust quickly in a digital world. This tangible demonstration of your shared interests with your ideal audience is the cornerstone of your unique foundation of trust. The words you choose to define your purpose must carry the weight of the seriousness of your calling… in other words, your purpose can’t be a catchphrase.

When you are able to align your purpose with your principles and values, you are beginning to demonstrate your integrity in a tangible format.

This is my purpose… these are the principles that have helped me form my unique purpose… these are the values that I hold dear… they are connections that must be published by you to demonstrate connecting points with the behavior that will be promised by you and your clients.

 

Your beliefs and opinions must be demonstrable as well. After all, they are why you get paid in the first place. If you aren’t forming beliefs and opinions about this industry and the value you provide to your clients, you aren’t really in the business of financial advice.

 

These are my beliefs… I state them as being fundamentally true because that’s how strong my conviction is around the decisions I make daily. My opinions are published in the form of genuine concerns that I have for my clients. 

Your purpose principles and beliefs must be in complete alignment and you must be able to prove that alignment tangibly to survive in a robo world.
Part Two of Three

The Greatest Opportunity for Advisors

Oct 17, 2019

Transparency

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The Greatest Opportunity for Advisors

The Advisor in the future understands that the position of “Financial Advisor” is completely replaceable by the industry. Institutions have proven this to be true year-over-year by paying a price for all assets acquired. For every asset that comes in the door there is a percentage paid… This is a net interest margin industry and the net interest margin is partially controlled by dropping the laggard advisor or restructuring of payout packages and compensation grids. That is the way the game has always been played. It’s all about net interest margin. If the institution can increase NIM by replacing you with a robot they absolutely will not hesitate to do so. Your position in this industry is not a job in which your employer wants to help you by giving you a salary for a job well done so you can live comfortably and provide for your family. The industry is concerned first with shareholder value (or enterprise value) and getting higher valuations as well as increasing net interest margin. It’s just business. Capitalism in it’s purest form. When you come to terms with this concept you are afforded the clarity necessary to see your business from a perspective that crystallizes your unique opportunity in the financial services industry.

Screenshot 2016-05-23 at 4.37.16 PM

 

 

This industry offers the greatest opportunity in the history of the world for the serious steward of wealth because you can create your own business from any vantage point by which you see fit. As long as you can gather assets you can play in the game. You can gather assets in an unlimited amount of ways… ways which are innumerable… uncountable… the opportunity is only limited by your creativity. Which is why it is so critical to look at your business from a fresh perspective from time to time. Think about this statement for a moment… transparency is not solely for the good of the client. We will come back to this statement.transparency

 

To be offered the opportunity to create your own business after you pick up your licenses is one of the rarest opportunities in this world. It’s beyond special. You are in an elite category of individuals that have ever been charged with the stewardship of the well being of your fellow man. Big shoes to fill… great responsibility… Let’s look at your business from a fresh perspective again… Think about this… If you are not willing to invest in your business what does that say about the quality of your commitment? We will come back to this. 

You owe it to your clients to remain relevant but you owe it to your clients and yourself to become irreplaceable. If you are not able to focus on how you will remain relevant and become irreplaceable in this industry you will become lost… you will become commoditized… and you will be squeezed out. Capitalism in it’s purest form. So often advisors are focused on the daily mechanics of doing business that they become lost… unable to focus on the activities that create demand for their services advisors can easily get caught in a deadly trap which creates stagnation due to a myopic perspective they have about their business. Think about this question… Are you willing to let your clients be led astray by a self-serving advisor who simply sells products in a vacuum?
The opportunity to see and feel your authentic relevant value and create a sustainable business model designed around the well being of your clients is available. You can become the master of your destiny if you are willing to take a step back from your business and see it from another dimension. If you agree that being a serious steward of wealth is the greatest opportunity… in the greatest business in the world… in the greatest time to be a financial advisor that has ever existed… then you can and should become irreplaceable. If you are willing to see transparency in the digital age as resource and not a liability… then you can and should become irreplaceable. If you are inclined to invest in your business and you agree that you must  invest your time before you invest your money… then you can and will become irreplaceable by becoming a serious steward of wealth. You will be enabling yourself to give the care and the commitment your clients rightfully deserve. To become a serious steward of wealth, by design,  you must own the words that define your authentic relevant value. Take a minute to become irreplaceable for the good of your clients and for the sustainability of your business by taking full advantage of the complementary Tangible Alpha minute modules and notebook available here.

 

Keep it Tangible,

Grant Barger

 

Take A Minute

Meaningful Engagement

Oct 15, 2019

More Content That Matters

The content that you publish must be relevant to your ideal audience…

That’s it.

You don’t have time to generate siloed content to put behind gated walls to gather emails (spam emails) of potential clients to put in a sales funnel to harass with an email campaign that creates a cost center for your business.
Those days are over.

Your content must create meaningful engagement for clients and prospects in one fell swoop.

Your published engagement must cause action… the action for your clients is to stay and continue to pay you. The action for prospects is to leave their current situation for your unique services (if they qualify).

Your position as a trusted wealth steward allows you to publish your beliefs and opinions without hesitation. Your client-centered purpose guides you in the direction of what topics to publish. Your behavior must be promised to elicit reciprocal actions (you promise yours, they promise theirs).

The topics you publish have been designed to lead the engagement to your unique value, but moreover, the unique value you control the most (no compliance required).

The way you see marketing must be different than what we have been taught.

Your marketing campaigns must generate revenue… not leads.

There is no time for legacy tactics in a robo-world.

The progression to generate meaningful engagement can only be found here.

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Stay Relevant

Oct 14, 2019

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Discover define design deliver remind and refine… not just good ideas but a taxonomy for advisor value development that takes your business to another dimension.

It’s not a checklist… it’s a progression.

The next dimension of your business requires your complete attention… we afford you the opportunity to give your business the attention it requires to survive in a robo-world.

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