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let's face it guys building your own clientele in any type of business is absolutely petrifying now today i want to give you guys an insight into how i have built up a clientele over time and how that process has moved from being something exhausting and terrifying into something that is really nice and extremely sustainable time to think like an investor hello and welcome back to the channel guys if you're new here my name is josh i am a sixth year certified financial planner and i run my own wealth management business now although i'm a financial advisor myself i think these principles really apply to anybody who is trying to build up a clientele in anything whether you're selling cars or you're a hair stylist or you're an accountant or whatever it might be if your outcome of your life or your lifestyle financially speaking is dependent on you building a clientele or the inputs you make from a sales capacity let's say i think these principles apply so whether you're a financial advisor or not i think you can get some value out of this video and by the way if you're thinking yourself wow this video is for me well then hit that subscribe button below it's completely free and you'll get more content like this but i gotta start by telling you guys a story you see when i first got into this business i was working for a larger company and i get called into my manager's office on one of the very first weeks i'm working there and he says all right sit down and so we sit down in his office and he says all right open up your phone contacts and i'm like okay so i open them up and he says let's start calling them and let's try to get some clients in the door for you to sell something to and for me as someone who is kind of always nervous talking on the phone and didn't really like putting myself out there this was petrifying and you're probably going through something like this if you're building a business of your own or if you're thinking about it in the back of your mind you're wondering can i really do this like when push comes to shove can i go out and get it can i make business happen can i be persuasive can i sell is anyone going to buy what i want you have all these doubts and that's exactly where i was in the winter of 2016 when this all began and so while my tenured manager who's a veteran is like the judgment of god himself is overlooking me i start making these calls and stumbling over my lips and my face is going red and i can't really get any words out and people are saying no or why are you calling me it wasn't very good and so everybody who needs to build their own clientele is going to go through this at the start it's just part of the process of feeling like an idiot at first to me this idea of just randomly messaging people randomly walking up to people trying to stir the pot trying to get meetings trying to build connections trying to go to networking events trying to call people messaging people all these things this is what i call like guerilla warfare marketing and sales it's like we are going to just run into the front lines and stir the pot and see what kind of happens and obviously that sounds terrifying right nobody really wants to do that at least i don't maybe there's like one percent of people who are just natural door-to-door sales people and want to go and do that it wasn't for me and the good news for you is that today i've got a business that's great and i love it and it's succeeding i would say so if you don't like it either don't worry there is hope for you you don't have to be in that one percent to succeed but how do you succeed if that's really not your style well i can tell you a little bit about my experience for me over time i had to start in that guerilla warfare marketing just like everybody else but over time it developed into something more sustainable and really enjoyable something more akin to like the growth of a tree it's like you plant a seed and then you have to really take care of that seed and nurture it you have to like water it and then there's sunlight and you know there's this whole mythology about giving it love which means giving it a 10 and making sure you're paying your daily dues to keep that seat alive and then over time it starts to sprout a little bit and you have some hope and so maybe you keep you know watering that tree and keeping it alive and over time it starts to grow and grow and grow and after two or three years this thing's actually bearing fruit and not only is it bearing fruit that you can live on and eat now that fruit is producing seeds that you can replant that's the key right given enough time and planting enough seeds the benefit you can reap multiplies and multiplies and multiplies exponentially to the point where there's just fruit growing all around you and now you can actually pick the fruit that you want to eat and so today i want to walk you through where my first three or four clients came from and where my most recent three or four clients came from and i want to show you the difference between what it's like to be starting out in a service-based business like financial advisor building up your book and what it's like six years in and how those differ and what you really have to look forward to if you can survive now believe it or not my first three or four clients in my business all came from that first meeting where i sat on the phone with my manager across from me stumbling over my words and i was able to book a few meetings and of the ones i got in front of me i actually did a pretty decent job and i was able to be myself a little bit and over time they decided yeah i want to start working with josh and great love that but now here's the point okay here's my main thesis behind this video in any business like mine like wealth management financial advisor or service-based business you have to go through that original desperation stage to survive but you do not want to stay there your goal is to get to a point where you have not only survived but planted enough seeds to start growing trees and so what do i mean by growing trees i think there's so many different ways you can plant seeds some of the best ones the highest leverage ones are doing a really good job for the existing gorilla desperation clients you got and the reason that's a seat is because you will get one client and if you do a very good job for that client you are planting a seed and two years later you get referred to their sister or you get referred to their parents or their cousin or their coworker okay so that's planting seeds doing a really good job for a client is a seed planted creating online content that is planting a seed you're effectively putting a little piece of digital real estate out there that people can stumble across and once they see four or five or six pieces of your content over a long period of time maybe a couple of years eventually they're gonna have a need that you can solve and you're gonna be the person that comes to their mind creating content marketing these are planting seeds you see the big problem is a lot of people think oh i'm gonna knock on doors i'm gonna cold call i'm gonna do some digital content and they stick with it for two months or three months or four months and then it putters out because they don't see any results but what i believe you're trying to do as someone building a business where you're serving clients is you are just trying to survive long enough for the trees to start bearing fruit so what that means is you have to be doing both of these at once you not only have to be planting seeds digital content doing a great job for clients referrals these sorts of strategies that create a much better future but don't produce anything right now that must be balanced with survival because you can't just be planting trees planting trees planting trees there's nothing to eat and then you don't live or survive long enough in the business to see the fruits of all those seeds start to actually sprout so that is the psychology that i believe is the best way to think about this survive until the trees are going fruit and then you arrive at a place where i feel like i'm at today and now i want to walk you through where my four most recent clients came from and you'll see how this kind of ties into the tree idea so i'm going to use code names obviously to you know maintain the anonymity of these clients they probably don't want their name and financial details out there but i'll give you the general profile so first one uh we'll call rebecca and rebecca is a law student who has done an incredible job of saving over the course of her life and at this point has just kind of accumulated like a hundred thousand dollars in her bank account and so she came to me thinking oh my goodness like inflation's getting very high i know i should probably be investing but a lot of this stuff is just with the bank branch i'd rather have somebody who is going to put more care into this do a little bit of tax planning because here's the thing when you have enough money that your registered accounts are maxed out now you got to get strategic with taxes because some of your investments are being taxed along the way so she came to me for help with that now a hundred thousand dollars with a young law student that means good client now high potential she's amazing to work with i absolutely love chatting with her and so for me to get a client that i enjoy this much and provides this good of an opportunity where did that come from did it come from cold calling did it come from randomly dming people no it was actually a referral from another young client who i just got like a month before so i did a really good job doing a proposal and set up for one client and immediately she referred her sister and her sister is now rebecca this person i'm talking about and so the funny thing is the original client came from watching these youtube videos so this is what i mean by planting seeds digital content someone watches three or four videos they actually reach out to me to do business i do a great job for them and now they've seen okay social proof with youtube okay now he's actually done a good job for me i'm gonna refer my sister and this girl rebecca that we got the sister of the original client is stella incredible and what did i do did i have to go to my way to knock on a door and expose myself to rejection no my an email came into my inbox saying hey you did a great job for my sister i'd love to work with you as well and it was that easy see much more sustainable much less stress next client okay here's a funny one this client oliver knew him since high school he was a few years younger than me in high school and over time it was very obvious that he was becoming a pretty ambitious person and so we connected through the years he was friends with my family and all sorts of things but kind of distant and over time he actually found himself in a role that was at a startup that was growing very quickly and so he is in a position now where the amount of money he is generating within this business is so much so that it rewards him starting a corporation and a holding company to separate out his assets and make sure that for all the money that he is not spending he's not being taxed on it right if you accumulate money in a corporation you only pay tax on it when you take it out personally so he was looking at me to be like okay josh i need your help with getting a corporate investment account set up and finding out the tax implications of that so we can grow this money that i'm not withdrawing to spend and so so he's an incredible client with very high potential going to be adding money hand over fist every month and the great thing about this is he just came to me because i work with someone that he works with and he knew me from high school so you see how over time you get these triads right where they know you in multiple different ways and the second there's a prospect that knows you from multiple different ways maybe they've read one of your blog posts plus they knew you from high school plus you work with one of their co-workers you have this try out of wait a second they're social proof from so many different angles i trust this guy there's so much hinging on him doing a good job and so extremely easy client to get absolutely loved this client and so like you can see much easier didn't have to go out of my way to make that happen it came to me now the next client is michelle okay so michelle is another person similar to rebecca and she had just done a fantastic job of saving she was almost afraid of spending money a young girl a few years younger than me again actually and so she has also accumulated about a hundred and fifty thousand that was literally sitting in a checking account and so for us 150 000 is a great client we're more than happy to have that now for her the main thing was she really wanted to start investing but she was afraid of downside risk and so there was a lot of things going right she had enough money that she was going to max out all her registered accounts there needed to be some tax strategy done she also knew that she wanted to invest in a way where she wasn't exposing herself to massive volatility but could still get you know good investment-like returns and so we're helping her through that building out a proposal building a plan getting an investment portfolio in place that's all done and that all came through instagram um she knew some mutual friends she had seen some of my content we were both interested in golf and over time it just kind of so happened that she reached out she became a client and um very grateful for it so like you can see just fruit from seeds you planted a long time ago starting to fall into your lap and the last one which is really exciting is let's call him clyde now clyde used to coach a volleyball team that i volunteered to coach but we were coaching different age ranges and so we would overlap every now and then and then he also knew me through the fact that i was a volleyball athlete in high school and he knew me through the fact that i had been producing a lot of financial content because he's in the insurance industry so over time he came across more and more of my videos kind of got interested in my philosophy we got together for a zoom call a couple months back nothing really transpired but again he just recently slid back in to my emails and said hey i've got about a million bucks that's accumulated on the sidelines i'm not really willing to invest all of it but it's been a really good year in business and i'm hoping to maybe find a way with you how we can beat inflation with this money without exposing it to too much downside given that markets are elevated and so him and i are going to walk through a proposal on a strategy to get probably half a million to three quarters of a million dollars invested so between each of these four clients that's about a million bucks of new assets from really young people who are high growth high potential you know that's being selective that's just great fruit like ripe beautiful voluptuous fruit that i can now pick and none of those things required me to knock on a door or face rejection all of that rejection you face is in those first few years trying to survive while you're planting seeds to find yourself in a situation like this so hopefully this idea makes sense to you guys the reality is the reason those first couple years are so hard is because you have to survive while your seeds are growing and the survival while the seeds are growing it means you're going to have to knock on doors cold calls send emails start messaging people trying to stir up any business you can now i'd like to leave you with one last little snippet of wisdom if i may whether you're in that gorilla desperation marketing prospecting stage where you're trying to survive or you're starting to see some of those seeds bear fruit in either case there's something really weird that is going on now this is something i just can't explain with science or with math it's on the realm of like mythology and spirituality things that you feel are real but you cannot prove in the physical world i think there's a lot of things to be said about this but what i find i kid you not if i decide to sit back and say hey i've worked really hard i'm gonna take a rest i'm gonna make sure the trains are running on time but i'm really not gonna like focus on growing my business i'm just gonna relax for a bit what happens is the pipeline dries up and the inbound leads start to stop but once you create an intent to say i'm going to say yes to every opportunity that comes my way i'm going to take every coffee meeting that's requested of me i'm gonna respond to every comment and respond to every dm i am going to start stirring up action what you find is that within days things start falling in your lap and this is something i can't explain i don't know how it's metaphysical it's surreal it's spiritual i can't really tell you but the old religions and mythologies of the world talk about having faith and i think this business has shown me over and over again that you have to have faith that your intent will kind of create results and this sounds extremely weird as someone who likes to base things in facts and science and rationality i can't give you any backup for this but i recommend you try it because it's worked for me wake up and think to yourself i am going to set the intent that i am going to grow and i am going to come into opportunities and i'm going to get out there and just stir the pot stir the beaker see what comes out of it take every meeting take every phone call talk to every single person you can get out there and start creating action and then opportunities and prospects and business will start to fall in your lap from places that you didn't even stir them up so it doesn't matter what stage you're in i highly recommend you set the intention you do everything you can to grow and you'll be blown away with where business comes from so anyways guys i hope this gave you some encouragement or inspiration to go out and build a business where you can become free and do something you really love to do and help people in the process so if you like this video make sure to give it a like hit subscribe and turn on post notifications for more videos just like this one every single week until next time [Music] you