Moving Up Market-Course recording

Video Transcription

Video Summary

In this presentation, a speaker shared their journey from commercial real estate to the wealth management field, initially resisting but eventually joining a firm due to persistent encouragement from a friend. They discussed challenges in making a firm stand out in a commoditized industry and achieving explosive growth through strategic brand development and storytelling. Over ten years, the speaker's Possibility Company consulted hundreds of advisors, emphasizing the distinction between providing advice and offering transformative leadership. Advisors are encouraged to move up-market, addressing the underserved ultra-high-net-worth individuals often dissatisfied with current services.<br /><br />The speaker highlighted the potential of working with Centers of Influence (COIs) such as CPAs and estate attorneys, encouraging advisors to approach them without seeking to be liked but as serious, value-adding partners. They emphasized thorough discovery processes to uncover unique opportunities and leveraging existing client networks for introductions to COIs. Creating tailored strategies that add significant client value can lead to successful COI partnerships, driving significant business growth. The talk concluded with a call to advisors to be bold leaders in their field, as this is what clients truly need.

Keywords

wealth management

commercial real estate

strategic brand development

transformative leadership

ultra-high-net-worth

Centers of Influence

CPAs

estate attorneys

business growth