How do you give your clients true value. This powerpoint is a webinar you can access at: https://www.supernovaconsulting.com/members/videos/what-makes-you-stand-out-from-the-crowd/
1. What makes you different?
How to Create Unique Value
In The Eyes of your clients
“Always deliver more than expected.”
Larry Page, Google Co-founder
1
3. The Supernova Team
Rob Knapp, President
Former Managing Director,
ML
Author, The Supernova
Advisor
Keynote Speaker & Coach
Rob Shaffer,
Coaching VP
34 Year ML veteran
Private Client
Director
Coach & Presenter
Stan Craig, Coaching VP
30 Year ML veteran
RVP Regional & Sales Mgr.
Author, “Foretalk, 7 Critical
Conversations”
Coach & Speaker
Curtis Brown,
Coaching VP
Former ML Regional
Managing Director
President, Meritage
Financial Services
Coach & Presenter
Cindy Beuoy, COO &
Marketing Dr.
20 year veteran in the
communications field
Coach & Presenter
Rob Knapp is the architect of the Supernova model he developed with a team of
financial advisors and leaders at Merrill Lynch. He is the author of The Supernova
Advisor, an innovative approach to growing an advisory business by improving client
service.
Through Supernova Rob has developed rituals and structure for the financial
services industry that gives advisor techniques allowing them to grow dramatically
while delivering superior service to their clients and gaining greater balance in their
lives.
Rob’s passion for coaching talented individuals to reach exceptional levels of
performance has solidified his reputation throughout the financial services sector as
a visionary and creative leader.
4. People buy differences
instead of similarities
• We choose a car that reflects our needs and
serves us best, yet makes a statement about who
we are.
• We choose a home that uniquely fits our lifestyle
and personal needs and wants, yet makes a
statement.
• We search for the perfect and unique name for our
new child, not the most common one.
5. What can you do to look different?
• 90% of your business
comes from referrals -
what you do for your
clients matters
• Create a unique
experience for them that
they are willing to talk
about and share with
friends
6. Chicken Dinner Effect
• Home Watch companies all look the same. What can
they do to create a unique impression?
– They know exactly when the resident is returning
and prepare a delicious chicken dinner waiting for
them in the oven with the table set.
How do you
recreate the
‘Welcome
Home Dinner
Effect?’
7. The Golden Rolodex of
Referable Professionals
• List of Enthusiastically Endorsed CPA’s,
Attorney’s, Doctors, Insurance Agents,
Bankers, Educators, Health Specialist
(Personal Trainers, Dieticians, Chiropractors,
Physical Therapist)
• Enthusiastically refer and introduce this group
to clients that are looking for help.
• Teach this group to introduce their clients to
you.
8. Become An Expert In Issues That
Can Help Your Clients
Example: Planning for a client’s critical illness
• What resources can you give your
clients?
– Information and breakthrough research
about their disease
– Referral to a Concierge physician
– Your Time to listen to what they are feeling
9. Some Available Resources
• Medifocus Guide Books: Comprehensive guide
to symptoms, treatments, research and support
for many conditions/cancers (medifocus.com)
• Life Extensions Foundation For Longer Life: a
comprehensive system to integrate information,
products and services to help you get healthy
and stay healthy (LEF.org)
• Mao Clinic Research Center where you can find
cutting edge ideas, therapies, clinical trials and
more. (mayo.edu/research)
10. Testimonials
“Thanks for your help over the past 12 weeks. Much of it was painful as
you poked & prodded at our existing practice and our established ‘comfort
zones’. But, the takeaways that we are implementing will undoubtedly
improve our practice and likely lead to a more balanced, higher impact
career path.
Thanks for helping us push forward,” Doug, Morgan Stanley
“Meeting by meeting we are presenting the Supernova concepts. In a
meeting with a tougher client I brought up how we were engaging a
consultant to improve the service and after listening intently he said, ‘Mark,
I’ve worked with you since 1987 and this is the best thing you have ever
brought to me’.” Mark, Private Wealth, UBS
“Now we have the confidence to look a prospect in the eye, tell them what
we do, why we do it and our minimum amount of assets we will accept. We
couldn’t have done that without the help of Supernova.” Brian, Wells Fargo
“We went from chaos to organization and doubled our business in 24
months. Now I walk out of the office at 5 PM knowing everything is taken
care of” Matt Clark, UBS
“Yes implementing Supernova been great – well over 20% growth in
revenue since we started. We love it! “ Ryan, UBS
11. We’re here to help
•For more information:
–Visit:
www.supernovaconsulting
.com
–Call: 866.448.7858
•Available on our Website
–The Supernova Advisor
by Rob Knapp
–Advanced Learning
Library 11
