Welcome back to the twenty-seventh episode of the Financial Advisor Success podcast!
My guest on this week’s podcast is Amy Parvaneh. Amy is the founder of Select Advisors Institute, a practice management consulting firm with a focus on helping financial advisors to grow through targeted referrals of high-net-worth prospects, and providing them the sales and business development coaching that’s needed to ensure those prospects actually close when the opportunities come.
What’s fascinating about Amy, though, is how she put these techniques to use in growing her own career as a financial advisor. Because Amy started out as a 26-year-old working in wealth management at Goldman Sachs, and managed to grow her asset base to more than $50M in just 18 months, primarily through COLD-calling and COLD-emailing! But Amy didn’t just target anyone with her cold-calling efforts; instead, she spent her Sundays every week preparing to execute a highly targeted, research-based effort to network her way directly to high-net-worth prospects, by figuring out exactly what it would take to reach them, and how to get to them.
In this episode, Amy talks about the exact strategies that she used to succeed in business development with ultra-high-net-worth prospects from such a young age, how she identified the potential prospects she could reach out to, the way she researched them to figure out what the best way was to actually work around their gatekeepers and reach them, how she leveraged not just referrals but targeted introductions from her personal network and growing client base to reach the exact prospects she wanted to reach, and how she used that information to craft a cold message to them that still got a whopping 80% response rate.
And be certain to listen to the end, where Amy talks about how she’s expanded her success in sales and business development with high-net-worth prospects into a program she calls Referralytics, where she trains advisors on how to utilize her system of targeted, research-based referral introductions to grow their own advisory firms.
So whether you’re struggling to figure out how to even reach ultra high net worth prospects, or even where to find them in your local market, or want ideas about how what it takes to actually sell to and close high net worth clients – even and especially when they weren’t already referred to you – I hope you enjoy this latest episode of the Financial Advisor Success podcast!
source https://www.kitces.com/blog/amy-parvaneh-select-advisors-institute-podcast-referralytics-sales-coaching-cold-calling-hnw-introductions/?utm_source=rss&utm_medium=rss&utm_campaign=amy-parvaneh-select-advisors-institute-podcast-referralytics-sales-coaching-cold-calling-hnw-introductions
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