Jim is the Principal & Chief Development Officer at Dynamic Advisor Solutions.
He believes that when financial advisors are in charge of their own destiny, they are better able to represent their client’s interests. Dynamic Advisor Solutions has been built to be the most intuitive, comprehensive business system and suite of resources in the industry.
For nearly a decade, Dynamic has helped advisors follow their path to independence, efficiency, and growth. Jim provides insight to advisors and principals into the practices that work best in the most successful firms in America, collaborating to craft a plan to carry them into the future.
His passion is to put the client first and help advisors adopt best practices to bring their end clients the very best experience possible.
My guest this week is Angela Davidson from Passion for Protection and we talk about changing the language used in protection advice to get more clients interested in getting covered.
Welcome to episode 233 of the Marketing and Finance Podcast.
What you’ll hear about in this episode
Why protection insurance is never on top of people’s “to-do list”.
The complexity of mortgages and how to talk about protection at the same time
The stigma of all school protection selling techniques and what works better
How to make protection the foundation of all financial planning, even wealth management
Getting clients to say why they need protection rather than why they don’t
Building NLP techniques into advice conversations
Who is Angela Davison?
Angela is a passionate, energetic and driven freelance sales consultant, committed to raising the bar on protection in the financial services industry.
Breathing new life into tired sales processes and energising conversations around protection is her passion. She does this by means of; going back to basics, training in best practice, coaching soft skills, NLP, and imparting knowledge and personal experience build up over many years in the protection industry.
She says investing in self-development is a necessity and indeed a driving force and believes it’s a privilege, and incredibly rewarding, to work alongside advisers who desire a step change and take their own development to the next stage and beyond.
In this episode, I talk to Andre Costa of Advicefront.
It’s all about helping advisers get started with new clients in an engaging way that let’s them focus on building long term relationships. We chat about where the idea came from and how Andre and the team developed and launched the service.
Welcome to episode 202 of the Marketing and Finance Podcast.
What you’ll hear about in this episode
What Advicefront is
How Advicefront helps advisers connect with their clients
Where the idea for the tool came from
Company marketing tactics
The biggest challenge Advicefront has faced
Their business successes to date
Who is Andre Costa?
Andre studied architecture before changing to software development, applying what he’d learned about design.
He is the CTO of Advicefront, a front-end tool for financial advisers to onboard their clients and learn more about them. It links into other apps and tools, like Voyant, to create financial planning solutions for customers.
Andre says it combines everything he loves – design, technology and finance – in one.
Summary of our chat
Advicefront allows financial advisers to collect information from clients digitally, eliminating the need for face to face meetings during the fact find process. It saves the client time, as they just log in, complete the risk questionnaire and sign. It also enables advisers to instantly collect their set-up fees.
They believe that meetings during fact-finding aren’t needed. Clients appreciate being able to complete the process in their own time. The adviser then quickly gets to the stage of addressing the client’s needs. However, they encourage face to face meetings after that when possible to help build long term relationships.
CEO Jose Supico came up with the idea of Advicefront while working as a financial adviser in Portugal. He wanted to build a tool to help advisers, and toyed with creating robo-advice. Instead, he created something to make them more efficient and productive, and to win more clients.
Advicefront recently received investing which enabled them to build a team of developers, designers and marketing. They researched the market and began building social awareness. Now, they’re heavily active on Twitter and LinkedIn, and share videos to explain latest updates. Adviser beta testers also spread the word and give recommendations.
Andre says their biggest challenge has been breaking into the UK market, because the team is based in Portugal but the company is British – there was some prejudice. It was also difficult for them to have a presence on social media and at industry events, so it took time to generate awareness.
Advicefront have created a positive community, where advisers can give feedback on the tool as they test and use it with clients. Setting this up while growing was very useful. They have a core group of loyal advisers using the tool every day and an international bank as a client.
What’s Next for Advicefront?
The next step for Advicefront is to develop further modules for the platform. These are for report planning and building, and will integrate with other tools to do so. They are also working on supporting advisers to execute financial plans. Then, they’re looking to expand outside of the UK.
An Example of Simple Marketing
Andre says that Uber keep everything straightforward. Their communication is clear, the app is simple to use, and it allows him to get where he needs to be quickly and easily.
An Example of Marketing Muppetry
Andre says that some airlines make things complicated. TAP (Air Portugal) has a system which is a mess. It’s difficult to check in and communication is poor.