News You Can Use
This issue's article is by Lisa Gray of graymatter STRATEGIES LLC, a financial journalism and marketing consulting firm based in Memphis, TN.  

A New Type of "Direct Marketing" By Lisa Gray   When we hear the words "direct marketing," mass mailings typically come to mind. These mailings have such low probabilities of success, yet people continue to spend large sums of money-especially with so-called 'direct marketing' firms, hoping their results will be different. It's human nature. We continually want to believe that if we throw enough 'stuff' out, some of it's bound to hit fertile ground.   A better, more effective method of direct marketing is to fulfill clients' most immediate needs, which will free them to look at longer-term investment strategies. Sounds simple, doesn't it? It's amazing how something so simple, which costs nothing-not even a postage stamp-could work so effectively. But, again, it's human nature to overlook such a simple, logical process. Does it really work? Absolutely! And here's why. Remember Maslow's "hierarchy of needs?" Maslow's premise was that once peoples' basic needs such as food, shelter, clothing, etc., were satisfied, they would look to fulfill needs at higher levels, such as the need for safety, love, acceptance, the need for self-actualization and, ultimately, transcendence.   With investors, the very wealthy in particular, the hierarchy of needs looks like this: Level 1-solving the complexities of their wealth; Level 2-gaining control of what happens to the wealth; Level 3-using wealth to build social connections that offer power and influence; Level 4-using that influence to "make things happen;" and finally, Level 5-the ability to be significantly charitable. Most advisory clients' immediate needs lie way down in the complexity layer. As a client's wealth grows, the complexities that accompany it grow, too. But the majority of advisors still do not address even these most basic needs with their clients; they're too busy touting their firm's newest investment program or packaged product. They don't even see their clients' eyes glazing over during the presentation!   How can you make direct marketing work for you? Discover your clients' most immediate needs and fulfill them. Only after these basic needs are met will they be open to letting you in on their bigger needs. They might even listen to that investment program presentation. Lisa Gray, CIMC is president/CEO of graymatter STRATEGIES LLC, a financial journalism and marketing consulting firm based in Memphis, TN. She has 15 years' experience in wealth management and is the author of "The New Family Office: Innovative Strategies for Consulting to the Affluent," www.iibooks.com. Here Are A Few of the Benefits of "Going Independent": ·         Payouts on all your business, including fee based accounts of 90% plus. ·         The opportunity for you, not someone at the home office, to control your bottom line and the profitability of your practice. ·         The opportunity to build related businesses such as insurance, qualified plans, or trust companies, and keep those revenues. ·         The opportunity to eliminate your clients' perceptions of conflicts of interest with research departments and corporate finance groups - TRUE OBJECTIVITY. ·         The opportunity to charge and keep substantial fee income for planning, analysis and other services to your clients. ·         The availability of technology that is as good or better than anything you have now. The list goes on... If you know someone who might be ready to go Independent, please have them visit www.goingindependent.com (go to our Opportunities section and click on Hotjobs) or contact Mitch Vigeveno directly at 727-725-8876. This Month's Registered Representative Opportunity: Since their inception in 1913, this Broker-dealer has maintained its focus on its mission of dedication to customer service. As one of the oldest investment firms established west of the Mississippi River, this BD has a proud history of helping their customers to plan their financial futures. This BD only looks for seasoned and experienced financial advisors with clean CRD History and a Minimum production of 100k. They are a traditional brokerage firm offering stocks, bonds, mutual funds, options, 529 and custodian for all IRA and qualified plans. They have an exceptional back office staff with over 20 years of experience at the firm. You have access to management due to the fact all management are producing brokers. Additionally, they offer high commission payouts for a full service brokerage firm. Given their size, that they are a self clearing organization and that all members of senior management are producing brokers as well, they know what it takes for a sales rep to be successful in this environment.

Here's some additional information from Turning Point, Inc...

TURNING POINT PARTNERS:
Are you getting the most out of your business?  Are you operating at peak efficiency?  How about your marketing, your compliance,  or your HR?  We have some friends who can help you out.  Just visit our Partners section in our website for links to a variety of services that are helpful to building your business!

Quote of the day:
"You are built not to shrink down to less, but to blossom into more."
Oprah Winfrey (b.1954)