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Goals-based advice

Podcast

With Fraser Jack

Episode 113, Season 2

How to profit by systemising the process and humanising the exceptions, with Steve Salvia

April 3, 2020
Episode 113 Steve Salvia

Podcast

Duration: 1 hr 11 min

Financial advisers tend to focus a lot on getting compliance and their back-office operation right while neglecting the one thing that will make their business grow; Attracting new clients! The concept of magnetism is very relevant for financial advisers as attracting the right clients is key while also repelling tyre-kickers. 

 

In this episode, we speak to Steve Salvia, a business growth coach based in Perth to talk about the 6 pillars to create a profitable and successful advice practice.  We discuss how to significantly improve a practice’s business model, client attraction, conversion rate, advice delivery, quality of referrals and marketing. Steve also provides valuable information on how to ‘get hired’ by your prospective clients and then develop mutual commitment with them.

 

This episode is all about overcoming limiting beliefs and position yourselves as financial advisers with confidence, trust and likeability and grow your practice around specific well-designed frameworks. We tapped into Steve’s ‘emotional piggy bank’ and did pick up a few gold coins! 

Resources:

To reach out to Steve Salvia, please contact him via his LinkedIn profile.

What You'll Learn From This Episode:

  • The 6 pillars of a successful practice
  • How to differentiate between conversion & attraction
  • How to structure your client conversation
  • When building the right process; ‘If it’s worth repeating, it’s worth templating’
  • How to find your ideal niche
  • How to create a corporate profile tool
  • Why overcoming limiting beliefs is so important
  • Why it's essential to have a mutual commitment between the client and adviser
  • How to talk about fees with confidence with your clients
  • Teaching your clients how to refer effectively
  • How to get ‘endorsed’ not just referred by your referral partner

About Our Guest:

Steve Salvia is the founder, CEO and business success coach at Blackwing Profit Consulting with over 26 years of experience in the industry. He had a very unconventional entry into financial advising, being a qualified plumber & mining machine operator, but has grown from strength to strength to establish an award-winning accounting and financial planning practice in Perth. Steve is known for his ability to take complex business strategies and turn them into easily understood models ready for application.

 

For more conversations with the thinkers and movers in the world of financial advice, go to Goals-Based Advice Podcast. You can also access more episodes on Apple Podcasts and Spotify. For updates, follow our Facebook page

 

If you have more questions, don't forget to reach out to me on LinkedIn and to send an email at fraser.jack@adviceintelligence.com.  

 

Thanks for tuning in!