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Partners in Growth: White Glove’s Host University 2019

snow covered neighborhood

 

It was 3:30 am when my alarm went off. I really wanted to hit snooze, but it had been snowing all night and I knew if I didn’t get out of bed I’d miss my flight.  

 

In this early morning darkness my usual 30-minute drive to the airport became an hour as I white-knuckled it through 8 inches of snow. 

 

Carrying a bag with a few days of clothes and a booth backdrop (which we wouldn’t use) through the terminal to the American Airlines ticket counter I was happy to see a smiling face on the other end. 

 

Bags dropped off, $70 in fees handed over the ticket counter, I finally let out the breath I hadn’t realized I’d been holding. Warm air, beautiful sunsets, fun people. I was looking forward to Host University in Naples Florida. 

 

Host University is a 2-day event put on by the wonderful people at White Glove (formerly White Glove Workshops). White Glove helps Financial Advisors put on educational seminars with rooms packed full of prospects. This in turn helps Advisors grow. 

 

We (at Bill Good Marketing) began working with them because of the synergistic nature of the relationship. We focus on helping advisors grow through client acquisition, retention and practice management. One of the most successful method of meeting new, interested, qualified prospects is doing seminars. White Glove has revolutionized the seminar process. So the fit was perfect. 

 

A few movies later I stepped off the plane to warm air and picked up our Turo car.

If you’re not familiar with Turo, think Air BnB for rental cars (replace your rental with a Turo, use my code and we both get $25 off).

We drove to the Ritz, dropped off our stuff and headed to the cocktail party that kicked off this awesome event. 

host university beach naplesWhite Glove produces more than a thousand educational seminars a month. 

 

This is pretty incredible. Especially when you consider that they do this all digitally. They book the venue and bring in the people so as an advisor all you have to do is show up and deliver the seminar. I spoke to a lot of people that night and they all agreed; they were happy with White Glove and wanted to do more business with them. 

 

The next few days went by in a blur of conversations, laughs, introductions, and learning. Magic came from many places, such as White Glove’s Hosts (those successful advisors who deliver the educational seminars) to the incredibly talented and intelligent speakers such as Josh Jones. 

 

Josh Jones has written one of the best books on delivering seminars, his ability to hold a crowd and bring them into his world is extraordinary. I mean, the camera guy fainted from dehydration and after he was cared for, Josh was able to carry on without missing a beat. 

 

These are the benchmark statistics that if you aren’t achieving you are missing out.
(Luckily, you can find out how these metrics can grow your practice by doing our free 2 year marketing plan).
 

Bill Good (a veteran of helping advisors grow their practices) spoke about the key statistics that a successful advisor should be gauging his success on. These are the benchmark statistics that if you aren’t achieving you are missing out. (Luckily, you can find out how these metrics can grow your practice by doing our free 2 year marketing plan). 

 

A lot of the first day also consisted of White Glove Hosts sharing some of the things they had been doing to achieve success, many times starting at zero and growing very quickly doing their seminars. It was inspiring and humbling, and some times emotional, to listen to their stories. After all, who doesn’t love the  underdog winning the big prize.

 

host university beach

 

Day two came, and I was pondering the best way to take a swim in the beautiful ocean, it never happened. But Frank Maselli (who is a very funny speaker by the way), woke everyone up and stole the morning. Almost a polar opposite to the prior day’s speakers, he dished out valuable information with the traditional no-nonsense approach of a tested coach from battle hardened streets of Manhattan.  

 

As the day ended, and we rushed to pack up our stuff. I reflected on what the experience was like. I met a lot of new people, learned a lot of new things, and was again reminded that our clients do what they do to help others. It has reaffirmed my hypothesis that what our client’s clients want is to be understood, and feel secure.

 

“What your clients want is to be understood, and feel secure.”

 

When a prospect meets an Advisor for the first time they want to be able to both like and trust that person. The only way to do that is really to be human. At Bill Good Marketing we call that “Sole Provider” and there is a very specific process to achieving it. It helps you build new relationships and maintain old ones. It is one of the keystones to our clients success. 

 

Frantz Widmaier is the Chief Operating Officer of Bill Good Marketing. He has more than 20 years experience in sales, marketing, product management and consulting. He currently lives in the suburbs of Salt Lake City with his Wife, three kids, and two dogs.


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