My challenge to you is: prove me wrong.
Ask the next 25 clients you talk to one or two of the “Find the Money” questions.
Write down your results. I have even created a log for you.
After poking around in the five windfall buckets 25 times, if you don’t find a few million dollars, you proved me wrong.
You win. I lose.
Let’s suppose you think, “But I have all my clients’ assets.”
My reply is, “You may have had all your clients’ assets. But one or more clients just got some more. And if you are not there when the money is available, their kids may get them to invest in a tanning franchise, or they will give it to “that nice young lady at the credit union.” Your constant, never-ending mission is:
Find all the windfalls so they can be moved to your management.
Asking if there has been or will be a windfall needs to become a habit. You get up every morning and brush your teeth. You come into the office, a client calls. Without even thinking about it, you ask, “Bob is there anything coming up I should be prepared for?”
To learn the habit, take the “Find the Money Challenge.”
After you have asked 25 clients, total up how much money you found. Divide by 25. That tells you how much it’s worth to ask the “Find the Money” questions.
The questions are designed to find some assets available now and some available later. Try for both.
In many cases, you won’t find anything. “You have it all,” or “Nothing coming,” are common answers. Write down the result on your log sheet.
In some cases, you will find something. Sometimes a lot.
“Funny you asked. My Aunt Martha died and left Jamie and me $450,000. The estate should payout in three or four months.”
Write it down in the “later” column. When you are done with the call, if you are on the Bill Good Marketing System, you will fill out a Record Update Form.
This ensures Aunt Martha’s bequest will become an Opportunity in your CRM. Because you and your staff have processes in place, the Opportunity will be meticulously followed up and does not fall into the cracks.
You may find more than enough windfalls to pay your first-year fees on the Bill Good Marketing System. In some cases, those windfalls, properly tracked and invested in an advisory account, will generate enough revenue to pay your fees forever.