7 Steps for Actively Marketing to Equity Compensation Recipients

IMAGE: rawpixel.com / Unsplash In today’s competitive financial market, it takes a lot of effort for financial advisors to master the skills required to best serve the needs of their current clients, while continuing to improve their business by expanding the client roster. Tapping into niche markets such as equity compensation is an excellent way to not only add value-added services for existing clients but to also grow through the acquisition of corporate executive clients.  By implementing the following seven-step...

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No Emotional Connection...No Sale!

IMAGE: rawpixel.com / Unsplash Think of a time when you headed into a prospect meeting and just knew it was going to go well – the proverbial “slam dunk.” You were armed with every fact and figure the prospect could possibly need to see the value of your firm’s services. It simply wasn’t possible for them to say “No.” Any rational person would see your well-organized, fact-filled presentation and move forward to becoming a client. Then they said “No.” No...

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Excuse Me, I Don't Speak That Language

Photo by rawpixel.com on Unsplash Do you speak your audience's language? I don't mean their cultural language - English, Spanish, Japanese. I'm referring to their buying language. That's probably a term you've never heard before. A quick Google search for "buying language" brings up countless results for how to buy a foreign language course or explanations of technical terms for certain industries (e.g., real estate). There are no results for the most important form of buying language..the words, phrases, and...

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The Award for Most Significant Growth Driver in Business Goes To...

IMAGE: Ariel Besagar / Unsplash Inspired by the Academy Awards, I couldn't resist incorporating the phrase preceding all awards presented at that event in my title. This phrase isn't unique to the Academy Awards, it is uttered when giving out almost any award, anywhere. What? You're still waiting for the answer? Oh, okay. The award for the most significant growth driver in business goes to..Client Service! You weren't expecting me to say something about sales or business development were you?...

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Ways of Generating More Business from Corporate Executives

IMAGE: Peshkov / 123RF.com Financial advisors that work with corporate executives and help them to diversify their company stock and options can do the following things to drive additional business. One: Keep track of how much revenue you generate from executives. StockOpter.com users report they gather on average over $500,000 in assets under management per client and can charge between $500 and $2,500 annually for equity compensation risk management and tax planning. Knowing how much business you are deriving from...

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Equity Compensation Recipients Want to Avoid Mistakes, Here's How Advisors Can Help!

IMAGE: Hiva Sharifi/Unsplash While the majority of workers view their equity compensation as a critical tool for building long-term wealth, a recent survey from Schwab Stock Plan Services found that, out of the one-thousand equity compensation recipients surveyed, a mere twenty-four percent had exercised options or sold shares. With over a third of the participants claiming that equity compensation was the main factor in accepting their position, it begs the question, why are the number of employees exercising their options...

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Insights on Serving Corporate Executives

By Michael Ruzhansky Corporate executives are subject to unique issues related to their compensation with company stock. Advisors can’t treat executives like other high-net-worth clients and expect to be successful. Dealing with equity compensation issues requires specialized knowledge and tools, and a very individualized approach to the client. Senior management often has 80% to 90% of their net-worth tied up in company stock and options. In spite of such concentrated and risky positions, executives often resist guidance on diversification. This...

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Engaging Gen X & Y Clients: 5 Steps Applied to Stock Compensation Guidance

IMAGE: Rawpixel / Unsplash In an article from Financial Advisor Magazine, financial services marketing strategist Gail Graham points out that Gen X and Y are very different consumers than Baby Boomers. She says they are more inclined to comparison shop for value propositions, prices, products and the types of client experience they want. Consequently, these potential clients will be highly influenced by the massive advertising campaigns from the large "direct-to-consumer" financial services companies. Independent advisors will have a hard time competing with large "robo"...

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8 Terms To Understand Regarding Your Stock Compensation

IMAGE: Nonwarit / 123RF Stock Photo If you have recently started receiving stock compensation from your employer or are considering going to work for a new firm that offers equity as part of their compensation package, here are eight terms that you may need to understand. 1) Stock Options: If you receive employee stock options, your employer is offering you the right to purchase shares of the company stock at a predetermined price and for a specified period of time. ...

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Mistakes to Avoid When Selling to Companies

Over the years of working with financial advisors who attempt to market their client services to companies, we have seen four common mistakes that are costing them business and referrals.  If you want to get your foot in the door at companies to secure business with their employees, avoid the following mistakes when you meet with the HR department. Mistake # 1: Trying to sell yourself and your unique expertise Most financial advisors feel compelled to tell a prospect company a great deal about themselves and their...

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