077: Ryan Levesque on Using the Ask Formula to Build a List of Ideal Prospects and How to Choose Your Niche – The Virtual Financial Advisor Series™

077: Ryan Levesque on Using the Ask Formula to Build a List of Ideal Prospects and How to Choose Your Niche – The Virtual Financial Advisor Series™

Bo Eason

Welcome to The Elite Advisor Blueprint – The Podcast for World-Class Financial Advisors. I’m Brad Johnson, VP of Advisor Development at Advisors Excel, and it’s my goal to distill the best ideas and advice from top thought leaders and apply it to the world of independent financial advising.

In today’s conversation, I’m speaking with Ryan Levesque. Ryan is the CEO of The ASK Method® Company, and the #1 national best-selling author of Ask, which was named by Inc. as the #1 Marketing Book of the Year. His work has been featured in the Wall Street Journal, USA Today, Forbes, and Entrepreneur, and over 250,000 entrepreneurs subscribe to his email newsletter offering business advice.  

Ryan also worked in financial services selling to ultra high net worth individuals, so he knows a lot about the challenges and circumstances unique to our industry. For those of you looking to improve your prospecting and niche down to build up your practice, this conversation is going to be hugely valuable!

Here are 3 of my big takeaways from this episode…

  • #1: What exactly is The ASK Method® and how can it help your advisory practice sell at scale to thousands of people each and every month, directly from your own website. [23:35]
  • #2: How to use Ryan’s “Deep Dive Survey” to uncover the exact language that will attract and convert the most profitable segment of your market. [34:01]
  • #3: How Ryan’s new book Choose can help Financial Advisors determine if they’re serving the right niche and why you should be re-evaluating your market every few years. This book is also a great resource you can use to help any of your clients who are preparing to transition out of their career and into building a business of their own! [01:05:49]

SHOW NOTES:

  • [04:17] What brought Ryan into the world of finance – and what he learned from his experiences selling to ultra high net worth clients at Goldman Sachs.
  • [13:30] The wake up call that prompted Ryan to walk away from financial services right before the Great Recession and focus on building online businesses. 
  • [19:30] The breakthrough moment that showed Ryan how to build his first online business through reverse engineering – and the lessons he learned from its fast rise and fall.
  • [28:42] Why so many financial services websites fail to bring in new business – and how you can use the Ask Method framework to improve your conversions.
  • [34:23] How to assess the efficacy of a marketing campaign before you even launch.
  • [50:47] How to use language that appeals to laypersons – and not industry insiders – to write better headlines and increase your conversions.
  • [52:45] Why you don’t necessarily need to provide bespoke services for every single client in order to deliver returns and make them happy … and how the Ask Method can automate the entire process of warming qualified prospects up for the sale in a highly personal way. 
  • [01:02:19] What advisors can do with old school marketing tools like dinner events to refine processes and improve engagement.

 

SELECTED LINKS FROM THE EPISODE

PEOPLE MENTIONED

REVIEW OF THE WEEK

This week’s review comes to us from user asb.punkin who said… 

Thanks for the kind words! The reason I love doing this is because just like you, I love these conversations. It’s fun to get to talk with experts like Ryan Levesque. And I’m like a sponge, I’m trying to ask him questions that I’m curious about, and obviously they also apply to financial services. So, if you can be out there listening and learning right there beside me, that’s even better.

Take the 1st Step to Building Your Ideal Practice: Apply for “Virtual Discovery Session

For those of you that have interest in diving deeper or figuring out how you may be able to have our team help you implement many of the ideas shared on the show, my day job happens to be consulting financial advisors from all over the US on how to grow their business and design a practice that serves them, versus them serving it. Yes it’s possible to grow your business and work less, this is a model we’ve replicated over and over in markets all over the country… So, if you’d like to apply to see if it makes sense for us to have a 1-on-1 conversation on how to overcome what may be getting in your way, you can do that at bradleyjohnson.com/apply. It takes about 5 minutes to fill out the application so we can understand what your business looks like, what challenges you may be facing and how myself and my team may be able to help. We then dive into a Discovery session where we ask a lot of questions based on your survey. We do a lot of listening, and take a lot of notes to build a rough draft of our proprietary Elite Advisor Blueprint – 90 Day Plan™. Taking the first step is as simple as applying at bradleyjohnson.com/apply 🙂

 

Already heard it once or twice? Please leave a short review here, and tell me which guests I should have on!

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DISCLOSURE

Elite Advisor Blueprint Podcast is provided for informational purposes only.It is intended for financial professional use.

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