Increase Your AUM

Join the MPT Inner Circle and you will learn how to:

• Attract more prospects
• Capture more referrals.
• Close more sales

Look at Your Book
It’s all about the clients. After all, their wealth feeds your AUM. So what do your clients need, what do they want, where do they live, where are they going in their lives and careers, what friends and family do they have—the answers to all these questions directly affect your AUM.

What does your book look like today? Will it look exactly the same next year? In five years? In ten? Definitely not. Clients get older. They retire and stop contributing to the funds you manage. They get divorced and need part or your AUM for a property settlement. They pass away and leave your managed funds to others.

Think of your book as a giant rotating wheel: people and funds are constantly leaving the wheel. You therefore must find at least an equal number of people and funds to get on your wheel. Ideally, those joining your wheel will exceed those leaving.

Finding New Clients
There’s no business without clients. So all financial advisors must become expert in the art of finding new clients. You must know how to effectively articulate what makes you different from other advisors.

Perhaps the key difference will be your performance. As an Inner Circle Member, you’ll have access to our portfolios. Follow those trades, and your performance will mimic ours. Or use the Technical Analysis and Active Management skills you’ll learn as an Inner Circle Member. Produce your own superior performance.

Superior results will yield more clients and more funds.

A Constant, Ongoing System of Prospecting
As that giant wheel turns, clients are always exiting or the funds they give you are always reducing. Your book needs constant replenishment. More people need to get on the wheel. More funds must be added.

Prospecting becomes the number one challenge financial advisors face. Many have trouble consistently getting in front of prospective clients

Prospecting is really the lifeblood of an advisory firm. If you’re not growing your list of prospects, you’re dying. The wheel keeps turning.

MPT Inner Circle System of Prospecting
Prospecting is the persistent and systematic method of developing and qualifying sales leads. This entails identifying people who qualify as a legitimate prospect: one who has a good reason to turn their wealth over to you for management.

You should look at prospecting as a never-ending responsibility. If you ignore prospecting, your revenue growth will diminish. The most successful financial advisors are usually the ones who did the most prospecting. Constantly. Throughout their careers.

So how does a financial advisor effectively find prospects?

Cold calling and direct-mail marketing belong on the dust bin of history. Cold calls are hit-or-miss. And who among us wants to make them? Direct mail usually goes straight from the mail box to the trash can.

In the Inner Circle, there are far better sales strategies. Here are some of the top prospecting ideas our Inner Circle members recommend:

• Narrow your focus. Whom should you contact? Groups of professionals? Those living in certain Zip codes? Other categories? 
• Define your ideal client. 
• Develop content marketing campaigns.
  – Inner Circle Members can select sample emails or articles for distribution 
• Get social.
  – Inner Circle Members learn to present seminars or webinars
  – Inner Circle Members learn to present “appreciation dinners”

A Constant, Ongoing System of Closing Sales
Creating a growing list of prospects is only half the battle. You must also create a systematic way of turning prospects into clients.

MPT Inner Circle System of Closing the Sale
As you constantly add to your prospect list, you must simultaneously seek to turn prospects into clients. The process works like this:

• Systematically communicate with the prospect list
  – Inner Circle Members receive suggested emails and articles
• Identify smaller groups for personal webinars
  – Inner Circle Members learn to present webinars
  – Inner Circle Members can schedule webinars we present
• Phone or personal communication with individuals

It’s a narrowing process with the ultimate goal of identifying individuals for personal contact. These days, of course, that contact might very well occur through Zoom or GoToMeeting or other “virtual” contact.

Finding New Money
Your existing clients probably have other funds not a part of your AUM. They might have other retirement accounts or personally directed brokerage accounts. So what makes you different from their other forms of management? Why should they turn those funds over to you? Your superior performance as an Inner Circle Member will differentiate you from the crowd.

Also, your current clients can directly feed your prospect list. Each client has family members. Each client has friends. Each client has professional colleagues.

MPT Inner Circle System of Client Engagement
Crazy though it may seem, not everyone likes to think about financial planning all year long. To help you keep your clients engaged even during the slowest months, our Inner Circle Members use one or more of these client-engagement tips:

• Understand your clients’ contact expectations.
• Host a client appreciation event.
• Connect on nonfinancial topics.
• Make client engagement a team sport.

Become an Inner Circle Member
Inner Circle Members learn how to prospect effectively to produce a constantly growing prospect list. They learn how to close prospects and turn them into clients. And they learn how to engage with current clients to keep them satisfied and to identify referrals.