Elevating Business Performance in Today’s Marketplace

Richard Weylman Blog

Webinar: How to Acquire Physician Clients with Dr. Vicki Rackner

If you missed Richard Weylman hosting Dr. Vicki Rackner for a webinar on How to Acquire Physician Clients, please view this free webinar via the link below:

How to Acquire Physician Clients Beginning Today

Someone will serve the financial needs of physicians.  Why not you?

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Annette Bau Joins Weylman Consulting Group

AB Bl Diamonds CropC.Richard Weylman, Chairman and Managing Director of Weylman Consulting Group is pleased to announce that Annette Bau has joined the firm as an Associate Director of Consulting – Women’s Market. According to Weylman “Ms. Bau will be actively engaged in our numerous consulting projects and as an accomplished author and advisor she will partner with the firm to develop additional educational materials and presentations on how to recruit, market, and sell to women. Ms. Bau has been a longtime friend and advocate for our firm and we are delighted to have someone with her deep experience and abilities join our team.”

Bau is a nationally recognized expert on how to market and sell to women. Her deep experience consulting with and coaching business owners and executives has enabled them to understand this unique sector and attract more clients. Working on our consulting projects that are primarily focused on marketing, selling and recruiting women she demystifies this market into understandable strategies and tactics that are vital to engage women and build strong relational acceptance of our client’s products and services.

An entrepreneur and top sales professional in her own right, Annette built a thriving financial advisory practice (a designated CFP®, Certified Financial Planner) targeting affluent and high net worth women. This experience coupled with empirical research has provided her with the insight to author four books including the “101 Insider Secrets for Marketing to Affluent Women, How to Get Your Share of This $20 Trillion Market.” In addition to speaking frequently on this important sector of the market, she has also created two educational forums including Advisor Marketing Practices and MillionaireSeries.com.

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You Must Retreat to Continue to Compete

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Tom Klose Joins Weylman Consulting Group

C.Richard Weylman, Chairman and Managing Director of Weylman Consulting Group is pleased to announce that Tom Klose has joined the firm as a Director of Corporate Relationships, Insurance & Advisory. According to Weylman “Mr. Klose will be actively engaged in the ongoing support of the many financial services companies who have licensed access to our online advisor marketing and manager recruiting platform, The Weylman Center for Excellence in Practice Management™. Mr. Klose has been a long time client of our firm and we are delighted to have someone with his deep field and executive experience join our team.”

 

Klose has a dynamic background in the Financial Services & Life Insurance Industry. His broad base of experience includes working with advisors, management teams, corporate home office executives, and international operations for major life insurers to help them elevate business performance in the marketplace.

 

His understanding and keen insight is based on over 30 years of experience in the industry, first as an agent where Tom achieved top recognition. He then rapidly moved into sales management and ultimately became an award winning agency builder. Tom was recognized for his strategic leadership abilities and became a Senior Home Office Corporate Executive, and finally a CMO in the dynamic brokerage general agency environment.

 

His real world experience coupled with his ability to recruit and develop people from specific markets, has enabled him to catapult some of the poorest performing sales organizations to top tier nationally recognized enterprises. Tom provides our clients with the guidance, leadership and proven execution strategies to help individuals and corporations ‘elevate their sales and marketing performance’ to impressive increased levels.

We welcome your comments to the blog, or reply privately to Richard@WeylmanConsultingGroup.com.

The Upcoming Potential Momentum Killer

Summer time has finally arrived for most of us. The kids are or are about to be out of school, the golf course is open, the boat’s in the water, even the tennis courts beckon. As challenging as this year has been for many, everyone needs a break. However, too often summertime opportunities become so tempting business momentum suffers. It is easy to find ways to spend our time out of the office. After all, prospects & clients are away on extended vacations so why shouldn’t you be as well?

However, keep in mind how you approach summertime always has consequences. If you practice “creative avoidance” and find every “good” excuse to be away from the business frequently there are consequences.  On the other hand, the efforts you could put forth in the summer – such as planning marketing activities, cleaning up databases, researching prospects and getting in front of new people – pay large dividends. No matter which path you choose it will determine how your fall quarter goes. Don’t get me wrong; to recharge and refocus on a real summer vacation is ideal and necessary. But be careful that self-indulgence does not replace self-discipline. Here is a way to see the difference.

This is Self-Indulgence                                                              This is Self-Discipline

1) We think about how we feel (I deserve it) or   We think about the consequences of creative avoidance

2) We decide to take more time away             or     We strike a balance and maintain business momentum

3) We postpone the consequences until later or   We feel great because we did the right thing

Ultimately the choice of course is yours. But remember if you have momentum this year don’t lose it, but if you don’t have momentum, lose no time in getting it.

C.Richard Weylman is an inductee into the Speakers Hall of Fame, chairman and Managing Director of Weylman Consulting Group, CEO & CDO of The Weylman Center for Excellence in Practice Management, and a multiple best -selling author.

To elevate your business performance this summer contact Teri Kotlarski, VP of Marketing at 800.535.4332 or internationally at 941.828.3600 or via email at teri@RichardWeylman.com

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“Tight Lines” – The real key to marketing and prospecting success!

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“Frankly I didn’t have a problem until YOU showed up”

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Marketing to Women Effectively and Successfully

I am excited to be hosting Insider Secrets for Marketing to Affluent Women on Tuesday, May 6, 2014 at 2:00pm Eastern (1:00pm CDT, Noon MDT, 11:00am PDT).

Click here to register for free.

Presented by Annette Bau, CFP®, Author: 101 Insider Secrets for Marketing to Affluent Women, How to Get Your Share of this $20 Trillion Market

The opportunities available to an advisor for marketing, retaining and growing their book of women and couples are larger than any we have seen in years. The Newsweek article title summed it up: “Women are Poised to Become the Biggest Economic Engine The World Has Ever Known.”

“Due to a narrowing wage gap and rising female employment, the vast majority of new income growth will go to women,” the article claimed.  In addition they shared that females control over $12 trillion, or 65.4% of annual spending in the United States.  Other experts believe that number could exceed $40 trillion!

The Boston Consulting Group study asserted that “female economic growth represents the biggest emerging market in the history of the planet — more than twice the size of the two hottest developing markets, India and China, combined.”

The CEO of Avon who was also quoted in Newsweek shared that “Any company that overlooks the woman as the decision maker is making a huge mistake.”

Click here to learn more, attend our upcoming webinar and to register.

Just how big is the opportunity? Some of the best statistics include:

  • Women control 51% of all private wealth in the U.S.1 and make over 80% of buying decisions.
  • Women constitute 47% of the North American affluent market with assets above $500,000.2 According to the IRS, roughly 39% of the wealthiest investors — those with assets of at least $625,000 — are women. In this group, there are over one million women with a net worth of at least $1 million. Do the math: If you simply convert one-one hundredth of a percent of this market as clients, you’ll capture more than $100 million in client net worth.
  • Women-owned companies with 500 or more employees have grown by over 100% from 1997 to 2002.

1 Source: Federal Reserve cited in PBS Online, To The Contrary, Hot Topics Women & Philanthropy.
2 Source: World Health Report 2002, Merrill Lynch/Cap Gemini, Ernst & Young.

Advisors and agents who want to survive and thrive can’t afford to ignore or underestimate single or married. While it is guestimated in the financial services that 70% of women replace their financial advisor when their spouse dies.  While that is staggering, some firms are losing 98% of their clients (mostly female) when the first spouse dies.

To learn more on how to retain and increase your women clients access training options here.

We look forward to seeing you on the webinar!

 

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Lessons Learned Taking out the Garbage

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No Joke!

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