Who is the customer and what do they care most about?
Advisors rarely start there. And as the industry evolves, trying to be everything to everyone is shifting from neutral to a liability.
The answer is simple but not easy.
Where to start:
1. Name the two to three pain points. Profession can be part of your Ideal Client Profile, but the pain points are what matter most.
2. Match each pain point to how you solve it. A specific meeting, a specific deliverable, a specific touchpoint.
3. Make it visibly different. If a prospect cannot tell your approach apart from the advisor at the firm down the street, you have not differentiated yet.
You can get creative here. There is no single right answer.
What are the two to three problems your best clients would say you solve better than anyone?
If you cannot name them quickly, neither can your prospects.
📱 LinkedIn Post: Tuesday Takes
