How Prudential Indonesia Growth

1. Leading Marketing Strategies For Every
Aspect of Your Practice
Michael Morrow, CFP
Prudential Indonesia April 2 to 4, 2012

2. Successful Marketing
What Makes You Successful
Marketing Strategies to Attract High Quality Clients
Client Contact Strategies to Move Clients to Action
KNOWING to DOING
The DNA of:
A blueprint or code containing the instructions on how
to build and maintain a highly successful practice.
DNA
How to Graduate Clients Up Loyalty Ladder

3. Results
More Clients
Better Clients
More From Existing Clients
Clients Who Whine Less
Clients Who Don’t Blame You For What Is Out Of Your Control
Clients Who Follow Your Advice
Clients Who Ignore The Media
Quality Referrals

4. Things To Do By: Friday April 13th 2012
1) ________________________________
2) ________________________________
3) ________________________________
4) ________________________________

5. FREEDOM from labour and pain;
FREEDOM from concern and anxiety;
FREEDOM from great effort;
FREEDOM from financial need.
To render LESS DIFFICULT.
EASE

6. E
DNA for Success
A
S
E
DUCATION
CTIVITY
KILLS
XCITEMENT
Lack of one will require overcompensation by the other three

8. Ranked In Order of Importance
by actual CLIENTS
1 – Enthusiasm
2 – Trust
3 - Service

9. Value consists of
Ideas
Solutions
Benefits
Price
Cost
Quality
Integrity
Service
Communication
Character

14. Investment?
Or
Expense?
The Marketing System is an investment to protect
your investment
Marketing

15. Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome

16. You drive for
SHOW
You Putt for
DOUGH

18. Quality Thank You Card

19. Dear David and Mary:
Just thought I’d send you note to let you both know how
much I enjoyed our meeting.
I look forward to the opportunity to work with you and
appreciate your confidence.
Please feel free to contact me at any time.
All my best!
Sincerely,
Michael Morrow

20. People will sit up and take
notice of you if you will sit up
and take notice of what make
them sit up and take notice.
Frank Romer

25. simplypersonalized.comanydate.com
birthdayandanniversarygifts.com
usedmagazines.com
( Google historic newspapers or historic archives )

26. Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome

28. Sent a post card made of Wood
I HAVE IDEAS THAT ARE STRONGER THAN THIS

29. Send letter to assistant with box of chocolates asking
her to give the enclosed letter to her boss.

30. Call your most successful prospect and tell them that
you will pick them up, drive them to the airport and sit
next to them on the plane.

32. Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome

41. Questions to ask before sending
anything to clients or prospects
• Different and Better
• High Impact
• Long Shelf Life
• Credible Source
• Attract Additional Assets / Insurance
• Generate Quality Referrals
• Improve Client Retention
• Demonstrate Value Proposition
Outcome

54. Voicemail
Always give phone number twice.
Do you promise to return call today
Email
What does signature look like
What does TO and FROM look like
Do you have full signature
Do you invite to your website
How quickly do you reply
Never forward funny pictures
Facebook / Twitter / Linkedin
Would you be proud
You are always on the job

55. Successful Marketing
What Makes You Successful
Marketing Strategies to Attract High Quality Clients
Client Contact Strategies to Move Clients to Action
KNOWING to DOING
The DNA of:
A blueprint or code containing the instructions on how
to build and maintain a highly successful practice.
DNA
How to Graduate Clients Up Loyalty Ladder

57. Campaigns
 Thank you cards
 Client binder
 Calendar
 Family picture
 “Newsletter”
 Articles of interest
 Lunches/Dinners
 Life Insurance
 Investment Revenue
 Specific Financial Planning Fees

58. Simple “one-off” campaigns.
 Sports pools – easy, online, high participation, fun.
 Golf Tournaments – sponsor a hole, bring a client, donate prizes.
 Acme humble pie website.
 Rocky Mountain Chocolate
 Retirement Business Card
 Retirement Party/Birth day Party
 Historic News Paper
 Sponsorships
 Prize Donations
 Promotional materials
 historicnewspaper.com
 anydate.com
 newspaperarchive.com
 usedmagazines.com

59. Client Family Events
 Birthdays
 Anniversaries
 Death of a relative
 Graduation of a child/grandchild
 Client relationship anniversary
 Investment milestones
 Seasonal holidays

60. Campaigns for Kids
 Area activities and programs for kids.
 Toy Mountain charity, food bank, pumpkins etc.
 Books – The Money Tree, The Richest Man in
Babylon, The Wealthy Barber.
 Websites
 Graduations, summer jobs, investment symposiums
etc.
 Child Binder.

61. “I lost my legs, I didn’t lose my heart”
Bob Weiland

62. Twitter - michaelmorrow1
www.facebook.com/morrowmichael
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