Friday, November 27, 2009

The Good News in Uncertain Times: Marketing Strategies are Working!

by Maribeth Kuzmeski, MBA

Advisors and agents have tried for years to develop successful prospect generating strategies. Some strategies have worked and others have produced disappointing results. Today, it seems everything we’ve known is changing as it relates to marketing. And that’s good news for those who want to grow their business!

Amidst all of the uncertainty in the market and the financial industry, the marketing of financial services is having seemingly unusual results. Strategies that may have had limited success in the past are now generating significantly more interested prospects and producing more new clients. Really! But how and why is this happening?

The economy and the stock market are the number one story almost every day in the news. There is an elevated sense of urgency and a need for answers and advice and investors who may have thought they had their financial situation under control are realizing they need help. Today people are seeking out a trustworthy, intelligent, calming voice in all of this uncertainty that will provide an individual approach, analysis and solutions to their financial situation. There has perhaps never been a time when advisors and agents have been needed more. In the past, advisors and agents may have had to “sell” services to get someone to do business. Today people are looking for you!

Red Zone Marketing has been conducting an ongoing survey this year asking financial advisors who manage assets between $250 million and over $1 billion what they are saying to clients and what activities have been working to continue to grow their business – right now. Also, in the past 2 months, as I’ve traveled across the United States presenting to groups in more than 30 cities, I have been asking ‘what’s working right now.’ Here are the findings.

Are seminars working?
Public Seminars/Social Event: Just when many people had written off seminars as an expensive strategy that hasn’t been as successful as a few years ago – they are working again! And dramatically!
According to one of the seminar marketing firms, things are looking up!

"Like in past downturn years (i.e. after 911), we see activity levels rise in mailing orders and in seminar attendance,” said Jorge Villar, President of Response Mail Express, a seminar marketing firm in Tampa, FL. “Folks are looking for something better or different in these types of times. And, consumers are looking to learn about newer options, alternate solutions and trends.”

The truth is, the large public seminars are generating more qualified attendees than ever before. By using a proven seminar marketing system, advisors are starting to see response rates that have doubled in the past 3 months!

Referral based seminars: A seminar idea that has worked in the past and continues to work with low risk and low cost is niche based referral seminars. One strategy being used is called the “5-5-5-20” seminar. You simply pick 5 or more of your clients that are in a niche (ie. they retired from the same company). Mail each client 5 invitations to an upcoming workshop on a seminar like How to Retire from LOCAL COMPANY in Volatile Market Conditions. Then make phone calls to the 5 clients personally asking them to pass those invitations along to others who are getting ready to retire from this company. Right now this strategy is generating more than 20 people in attendance at each seminar for advisors. It costs very little (about $2.00 for the whole mailing), attendees are very interested in the timely and targeted information, and you don’t even need to serve dinner! Advisors are conducting these seminars at community centers, libraries and in their offices.

Presentations for Existing Groups: Recently, there has also been an increased interest in having financial professionals speak at meetings of groups and organizations. One advisor we talked with is an active member of his large Chamber of Commerce. He has been asking for years to speak at one of the Chamber’s monthly luncheons. Again and again he was told ‘no.’ In early October he went to his Chamber and mentioned he had a presentation called, “What NOT to Do With Your Money Now.” They cancelled their previously scheduled speaker and put him on the agenda as the main speaker. Have times changed! Now, people really do want to hear you!

Do inexpensive grassroots-type Initiatives work?
An advisor in Illinois didn’t want to spend a lot of money finding new clients right now. So, he copied a strategy that some politicians were using. He and his staff go to the train station once a week during morning rush hour. They purchase coffee from the local provider and then pass it out for free to riders boarding the train. They also give out a flyer that says, “Nervous about your investments? Call xxx-xxx-xxxx.” It includes a picture of the advisor, a list of services, and their compliance information (of course!). They have scheduled appointments, have already identified millions of dollars in potential, and closed a $1,000,000 sale. You see, just about anything you do right now to reach out to investors is working – even this!

Are referrals Increasing or decreasing right now?
Even the simple strategy of asking current clients for referrals is working better than even a year ago. In the past, a typical question asking for referrals may have produced an answer like, ‘I really don’t know anyone.’ But today when you ask the question, ‘Do you know anyone nervous about their investments?’ - the answer you get is dramatically different. The answers are ‘yes’ and ‘everyone’ and the referrals are coming in!

How about advertising?
The same advertisement that an advisor has been running in his local newspaper to generate exposure only in good times is generating phone calls from interested prospects in these volatile times. We have heard from many advisors that simple ads with a strong call to action are producing interested prospects. Many of the ads simply ask the question, “Are you nervous about your investments?”

While many advisors are pulling in the reins on their marketing and spending, market volatility brings a perfect time to increase your exposure. Right now is the time to let people know that you are an advisor with personal solutions.

Yes, it takes confidence to increase your activity in turbulent times, but that’s what clients are looking for… Confidence!

Wednesday, November 25, 2009

Nine No-Fail Ways to Boost Referrals for Your Business

By Maribeth Kuzmeski

No doubt about it, we’re all navigating some hard economic times. And companies everywhere are in a quandary. Think about this: increasing your client base is more important than ever. But you just don’t have the budget to spend a lot of money on growing your business. You’re too busy trying to stay afloat! The inexpensive and very effective solution is to look in your own back yard. That’s right. Referrals from clients and even prospects are the best leads you can ever hope to receive.

If you provide valuable, worthwhile products and services to your clients, they will want to share you with others. It’s just human nature! But sometimes they need a little nudge. So whatever your business is, you should have a system in place for promoting this positive “word of mouth.”

In times of economic challenge, you can be doubly sure that cold-calling is not your best option. You need to use all the leverage at your disposal to make this critical task easier and more cost-effective—and a good referral system is worth its weight in gold.

While most of us inherently understand the benefits of having our clients refer their friends, family and colleagues; we simply fail to make it a priority. Perhaps we feel that asking is unprofessional. Or we’re afraid of the possible rejection. Or, most likely of all, we’ve just never figured out a way to build referral requests into our everyday operations.

In my book, Red Zone Marketing: A Playbook For Winning All The Business You Want (Facts on Demand Press, 2002, ISBN 1-889150-34-7, $17.95), I explore the various ways companies can use the power of referrals to dramatically increase their business. Below are the Nine Extraordinary Referral-Boosting Strategies listed in the book that I suggest these companies implement:

1. Seek out a systems-based approach.

Too many companies view referrals as something extra, a “doggie bone” a client tosses them every once in a while. This mindset needs to change. Everything you do should be geared to asking for and following up on referrals. If you have a system in place for pursuing referrals, you and your staff will use it. You won’t have to think, “Now what can I send this referral?” or “How can I thank this client for giving me this referral?” You’ll have a package on hand to instantly drop in the mail. It will be as automatic as brushing your teeth.

2. Give clients more than service, give them an experience!

In order to get referrals, you must become a memorable, noteworthy, one-of-a-kind business. Your clients must want to refer their friends and associates to you! Do whatever it takes. Develop a memory hook or tagline that cleverly conveys who you are. But that’s just the beginning. In an experience economy, you must give your clients an experience! That, maybe even more than your stellar service, is what sells them.

I have a financial services client that says it helps its clients “get to the top of the mountain.” From the mountain top you can see the world—so this company has turned each office and conference room into a different “country.” One room has a huge mural of Athens on the wall. Another one represents Paris, and so on. The company reports that people bring their friends by to see the office, even without an appointment. Can you imagine a better way to attract new business?

3. Find your “natural niche” . . . and never let it go.

Remember, you can’t be all things to all people and shouldn’t try to. Taking into account your expertise, areas of interest and the niche areas you are already working in, figure out what kind of “specialist” you want to be. It should feel natural, as if your company was born to play this role. Then, cultivate that niche!

4. Keep in touch to keep ‘em happy.

Initiate contact with your clients on a regular basis. Don’t wait for them to call you! In fact, I suggest creating a monthly KIT (Keeping In Touch) Program for communicating with your best clients. In February, for example, you might send Valentine’s Cards; in June, send some helpful travel tips; in November, share your favorite holiday recipes—and ask for theirs. Furthermore, you should contact these special clients one to three times a year just to make sure they are happy with your service!

Keeping in touch is more than a bunch of mailings. It’s a way of keeping clients “in the loop.” It will also keep you in their loop. You want to constantly be there to help your clients solve problems before they become problem, and to encourage them to tell you if they’re not satisfied with something. You don’t just forge a strong relationship with your clients; you actually become part of their life.

5. Become a “list lord.”

An association list, industry list, department list or club list can open the door to referrals. Let’s say you’re sitting across the table from someone who’s a member of, for instance, the Watertown Country Club. Just pull out your list and say, “I was wondering if you know anyone in this club who may be interested in the services I offer?” You will be surprised at the response you get.

The list method works because people want to show that they have influence in the groups they belong to. Once you have referrals, you can call these people up and say “Hello, I got your name from Bill Smith, who is a member of the Watertown Country Club that you’re a member of, and he said that you may be interested in the services that I offer.” It’s a great way of getting more referrals without being demanding.

6. Make your office an “RR crossing.”

No, I’m not suggesting that you move your office to a rail road track! I am simply suggesting a way to help yourself, your coworkers and your clients create a referral mindset. Put a big sign in your office that says “RR.” You will know that it means “remember referrals.” It may also inspire clients (or even prospects!) to ask the meaning, which creates the perfect opening for you to explain that referrals are the heart of your business and you would appreciate their help. Other things you can do include bringing an agenda to each client/prospect meeting and asking a colleague or staff person to help you establish this new habit.

7. Persuade your clients with a club.

It’s not as violent as it sounds! A referral club creates a sense of belonging and encourages members to provide, you guessed it, referrals. You could have a referral appreciation dinner that’s exclusively open to club members and their referrals. Or you could partner with a local business, say, Sally’s Floral Shop. When the referral rewards club card is taken to Sally’s, she will give the shopper ten percent off any flowers purchased there. Or perhaps you could send club members a special mailing or newsletter. Whatever type of club you decide on, just be sure it enhances your company’s image and promotes ongoing dialogue with your client. It has to be a two-way street.

8. Say it with flowers . . . or more creative rewards.

Saying thank you to clients who give you referrals encourages more referrals. So reward these valuable clients with a thoughtful letter or note from you. But in addition, give them something nice. Flowers and gift baskets are time-tested winners. But you can also be a bit more innovative. For instance:

Alternately, you could sit down with a client for an hour or so to help her grow her business. Or you could donate to her favorite charity. Or you could offer to sponsor his child’s Little League team. Be creative—just be sure you go above and beyond the call of duty to say “thank you” for providing such a valuable and generous service.

9. Just do it—and do it every day.

The best way to get comfortable with asking for referrals is to make it part of your everyday business dialogue. Ask your clients, “What have you liked about the work we’ve done together?” Or tell them what you’ve done for them and then say, “Wouldn’t you agree?” When they give you a positive response, it’s a good time to interject, “If there is anyone else who may need these services, please send them my way.”

If you simply can’t bring yourself to say these words, there is another way. A referral request package can be a powerful marketing tool. Send it to all your clients! This mailing should include a nice cover letter and form on which they can list friends and business associates who might be interested in your services. Many people find that asking for referrals in writing is much more psychologically comfortable than asking in person.

To realize how critical I perceive referrals to be, one must understand Red Zone Marketing™, the philosophy around which my company is built and for which it is named. Red Zone Marketing (the book) outlines my system, which compares the most critical and magnified area on the football field, the Red Zone (the final 20 yards before the goal line) to the most critical and magnified area in business (the unmarked territory where you either lose or win a prospective client).

“Referral responsibility” is the “R” in SCORE—my acronym for the five marketing principles successful individuals use to “score” in the Red Zone. The R-word is interwoven throughout, and inseparable from, the powerful marketing programs I help my clients develop—programs that have been proven to generate extraordinary growth and significant financial gain.

I cannot overstate the importance of asking for referrals. These leads are easy to close and cost-efficient and they usually turn out to be loyal customers. And guess what? Most of your competitors are not asking their clients for referrals! 90 percent of the business owners that I talk to across the country say they ask for referrals only occasionally. Why not be the 10 percent who does? It will make all the difference in your business.

Be sure to catch Maribeth's live web class on December 8th:
First 25 to register and pay will get a hard cover copy of The Connectors, absolutely free.
Find out more here:

Sunday, November 22, 2009

Eight Great Ways to Win All the Financial Services Business You Want

By Maribeth Kuzmeski


Financial advisors, you know who you are and what you do. But try looking at yourself through the eyes of a potential client. Imagine . . . you know next to nothing about investing and money management. You are nervous about what could happen to your nest egg (which represents your next home, your retirement, your kids' inheritance) in an era of extreme economic uncertainty. And when you need a financial advisor and all you see is a long gray line of sober corporate logos, faceless suits and identical-seeming mutual fund literature, choosing one is a daunting, confusing task. How in the world would you, our hypothetical prospect, decide to go with, well . . . you?

The answer is clear: to avoid being seen as a commodity, you must consistently and compellingly prove that you are different.

You must prove that you are better. You must prove that you offer your clients something above and beyond the services offered by your competitors. You must prove that you, better than anyone else, can help them manage the murky and confusing yet opportunity-filled world of investing and money management. That's what marketing is about—it's not about sending slick brochures to your mailing list once a year. It's a very creative, very human process, making clients feel secure and appreciated and even delighted.

The succinct, bite-sized tips in my book makes it clear that a good financial advisor makes the dry, often-intimidating world of dollars and cents not just understandable, but fun—and this philosophy isn't surprising. After all, I am a devoted football fan who regularly draws analogies between my favorite game and the rough and tumble world of marketing. (Indeed, my company's name is a reference to the unmarked territory between the defending team's 20-yard line and the end zone: the most critical and magnified part of the field.)

Here are eight tips, excerpted from my new book, you can follow right now:

Add an MVP to your team . . . the "NBC."

Have you ever thought that you could bring in tons of new business if only you had the time to deal with current clients? I suggest hiring a New Business Coordinator ("NBC" for short) to ensure that the necessary follow-up work is being done. The NBC joins you at every new business appointment . . . hears firsthand what needs to be done in order to transform a prospect into a client . . . schedules the follow-up appointments, prepares the paperwork, etc.

He or she creates a relationship with the prospect by giving that person another point of contact in the office (besides you). If you're worried that you can't afford an NBC, think again: many financial advisors have found that such an individual pays for him/herself countless times over. So bite the bullet.

Give video marketing a try.

If you're thinking that financial planning doesn't evoke the most exciting visual imagery—computer software? Mutual fund documents?—consider what your clients can buy with the money you help them save and create. Grandkids playing in front of a charming beach cottage, say, or a new luxury car zipping around curves. A spectacular sales video can hit people on an immediate, gut level. So why not create one and send it to your top prospects? If you need more convincing, consider this: a study by the Wharton School of Business at the University of Pennsylvania found that prospects who watch a video make their buying decision 70 percent faster than those who only read a brochure. Pretty impressive, huh?

Don't let your Internet home collect cobwebs.

Have you updated your website lately? You should. You might write a regular column on current economic news and make it an integral part of your site. This will give clients and potential clients a reason to bookmark your website and maybe even establish it as their home page! Alternately, regularly add a thought-provoking quote or bit of humor to your site. Anything to prevent repeat visitors from getting bored and going elsewhere!

Use e-mail to "Keep In Touch."

I am a big proponent of establishing a "Keep In Touch" (or KIT) Program to stay connected to clients. One of my myriad suggestions for doing so is the use of e-mail. For instance, you might send e-greeting cards to your clients on their birthdays or holidays.

Or, if you come across something you know a specific client would be interested in (say, a fascinating article about one of his hobbies), e-mail it to him with a "this made me think of you" note. The beauty of e-mail is its immediacy and its casual, "off the cuff" nature. It makes clients feel that they are a part of your life, which in turn is likely to make them think of you as part of theirs.

Offer a targeted seminar (NOT "General Investing for Every Investor"), mail invites to a targeted list, and provide a targeted message filled with potential solutions.

A good example: "Unlocking Your Retirement Funds," presented for individuals who work at a particular Fortune 100 company. Even if ten or twenty people attend, it will be a great seminar because each and every one of them will be getting to retire with a rollover or they would not have come. One proven source for generating lots of attendees to your seminars is Response Mail Express/Seminar Success ( Their system absolutely puts people in seats. The rest is up to you!

Leverage your events to create a buzz.

Got a great idea for an event? You can't hold it in a vacuum! Press releases, ads and invitations will get people there and create a buzz. The more creative you can be with your event, the more "buzzworthy" it becomes. As a very hypothetical example—let's say you decided to host a "Pennies from Heaven" penny stocks seminar. You ask everyone who attends the seminar to bring a jar of pennies (actually, any and all coins are welcome) to donate to a local charity. Your firm agrees to match whatever amount is collected. Voila! You have a great hook for your press releases, ads and invitations. With such a creative and goodwill-inspiring idea, the local newspaper may well show up. And your name becomes known throughout the community.

Consider a creative name change.

Take a look at the business listings in the white pages of your local telephone directory. Do you see lots of names like The Morgan Company, Brown & Associates, Smith & Green, The Anderson Group? Notice that these names say nothing about what they do and who their customers might be. Does your name convey who you are and what makes you different? Now, I'm not suggesting that you adopt a lowbrow name like “Investments R Us.” But, just for the sake of argument, let's say our USP is that you help clients integrate charitable giving strategies into their overall money management plans. Couldn't you call yourself something like The Caring Investment Group, Inc.? It's catchy, to-the-point and immediately conveys what makes you different.

Form a strategic alliance with someone who shares your target market.

Let's say your specialty is advising middle-class families who are concerned about saving for their kids' college educations. Obviously, these families should start saving right away, so you need to catch them when their children are small. You decide to team up with Dayna's Daycare Center. You can work out a deal whereby Dayna invites her customers to attend an exclusive financial planning seminar hosted by none other than you. In return, you hand out brochures about her daycare center (and glowing verbal recommendations) to your clients. Such strategic alliances are practically painless, and all they require is a dash of ingenuity and a pinch of cooperation.

If you consider some of these ideas to be a little "out there" that's just because you've bought into the stereotype that financial services has to be a buttoned-down, humorless industry.

Financial advisors can be very creative with their marketing efforts—and when they are, they reap big rewards. I've had clients adopt my ideas and completely turn their companies around. Yes, money is a serious subject and you must manage it proficiently, but in the final analysis clients interact with people, not profit reports.

Touch them on a human level and they'll see you as having that something extra that your competitors don't. This is what marketing, performed with sincerity, innovation and passion, can do for you.

Editor's Note: You can learn from Maribeth LIVE on December 8th at her special web class:

First 25 to register and pay will get a hard cover copy of The Connectors, absolutely free.

Find out more here:

Thursday, November 19, 2009

Ready to Increase Your Business By Leaps and Bounds?

Five Easy Secrets for Delighting Your Clients

Want to increase your business by leaps and bounds? Then go the extra mile and give your clients a rich, compelling experience.

By Maribeth Kuzmeski

If you’re like most business people, you can relate to this scenario. You feel that you do a good job for your clients. You deliver what you promise, you return calls promptly, you offer quality service. So why is your business, well, a bit lackluster lately? Is it just the slow economy? Or are you unwittingly making big mistakes?

The answer may surprise you. Chances are, you’re not doing anything wrong. It’s just that you aren’t doing everything really, really right.

Yes, doing what you’re supposed to do is no longer good enough. If you aren’t giving your clients a rich, compelling experience—if you aren’t absolutely delighting them—you’re going to get left behind. In the Information Age, it’s all too easy to be reduced to a commodity. You have many competitors and people are savvy enough to comparison shop. Factor in the down-turned economy and you can see why you must go the extra mile for your clients.

All of this brings me to why I wrote this free report: I want to share the “tricks of the trade” I’ve learned during my 13 years in this business. Follow them and I guarantee you will turn your company around!

Let me begin my telling you a bit about my personal business philosophy, Red Zone Marketing. It compares the most critical and magnified area on the football field, the Red Zone (the final 20 yards before the goal line) to the most critical and magnified area in business (the unmarked territory where you either lose or win a prospective client). “Create A Client Experience” is the “C” in SCORE—my acronym for the five marketing principles successful companies use to “score” in the Red Zone.

So how can you create rich, rewarding experiences that will keep your clients happy and coming back for more? Here are five tips you should embrace, starting right now:

Live by the “80/20” Rule.

You remember this rule, the one that says businesses get 80% of their revenue from 20% of their clients. Typically, these same businesses spend 60 – 80% of their marketing dollars on prospecting. What a mistake! You should be 80% client-focused and 20% prospect-focused. Otherwise, you’ll end up in a situation where the customers that bring in the bulk of your income feel vaguely dissatisfied. They may very well leave you . . . and even worse, go around telling everyone what a bad experience they had. All of which leads up to my next tip:

Market to your existing clients . . . it pays!

I have a client who has been a financial advisor for more than a dozen years. During his first eight years in business (before I knew him), he had accumulated $10 million in money under management. He was acquiring 80 percent of his new clients by prospect marketing. When we began working together, I advised him to add client marketing to the mix. We put together a marketing system that included regular phone and mail communication to his clients; client-focused seminars and events; open houses; a commitment to periodic client reviews; ongoing client appreciation activities, including notes, letters, cards, gifts and social events.

Within three years after putting this client-marketing plan in place, his business increased from $10 million dollars to $100 million dollars of money under management. In only three years! And it didn’t end there. By the end of the fifth year, he had $200 million dollars under management. The secret was adding client marketing to the mix. Referrals started to stream in, and they were well qualified and within his niche.

Ask your clients what they want.

A novel concept, huh? It’s all too easy to assume that you know what they want. But unless you’re an extremely gifted mind reader, you probably don’t! Clients will consciously and subconsciously rate you on several factors, including satisfaction, delight, service, communication, your staff, etc.

How do you think you rate with your clients? Have you ever thought about discovering their level of satisfaction, and what’s really important to them about you and the business? Asking your clients what they want is the best first step to providing the basics of client marketing. Written questionnaires, personal interviews, focus groups, advisory boards, and evaluation forms are all useful tools to determine what your clients expect or desire, and what would delight them.

Think of imaginative ways to set your business apart.

Will clients want to remember the experience they have at your business? What is it that sets you apart from and above your competition? Let me offer you an example from an entirely different field. I know of a realtor in one of the nation’s fastest growing counties. He has hundreds of competitors, all of whom have access to the same inventory, and whose fees are identical to his. Nevertheless, he’s the first realtor most people in the area call when they’re ready to put their homes on the market.

Unlike his competitors, he doesn’t just show up when someone wants to buy or sell a house. Each spring, every homeowner in the area gets a tiny tree from him to replant in their yards and, in October, a pumpkin, with a note from him, appears on every front porch. In mid-summer, his antique fire engine, loaded with neighborhood kids, is at the head of the local Independence Day parade. Yes, he spends more to market his services than others do, but it isn’t a business expense, it’s an investment – one that pays rich dividends, year after year. He’s become the top realtor in his area because he does what his competitors don’t do – he creates experiences!

Can you think of a similarly creative way to set yourself apart from other professionals in your field?

Establish a KIT (Keep In Touch) Program.

If you tend to sit around and wait for clients to contact you, you’re missing out on some great opportunities to really cement your relationships. Right from the start, plan to wow your clients with a program of proactive communications that will surprise and delight them. In today’s world, the more frequently you contact them, the better the relationship is likely to be. Take the time to regularly contact them, even if the conversation or note is short.

Here are a few suggestions:

Get the email addresses of all your clients and enter them in your email address book. Now, whenever you come across anything that might be of interest to them, you can reach them all in a matter of seconds.

  • An educated client is a happy client. You can videotape or audiotape regular information or seminars and mail them to your clients. A newsletter is another good way to keep in contact with and educate your clients.
  • Always take a proactive approach; contact your clients before they contact you. Admit mistakes, take responsibility, and fix problems as quickly as possible – every time. Your recovery itself can represent a positive, memorable experience.
  • Make sure every member of your team follows the same game plan. If someone in the marketing department faithfully contacts a client or prospect every month, but client service representatives consistently misspell a name, get the address wrong, or fail to follow up on a request or complaint, the company as a whole suffers the consequences.

With a little imagination and a passionate commitment to service, you can create the kinds of client experiences that transform a ho-hum financial services business into a dynamic, thriving one. I urge you to start right now. “You never get a second chance to make a first impression” may be a cliché, but it’s as true today as it’s ever been. The more you delight your clients from the very beginning, the better your long-term relationships will be . . . and the more your company will profit.

Maribeth Kuzmeski, MBA: Maribeth Kuzmeski, President of the consulting firm, Red Zone Marketing, works with the nation’s most successful, million dollar producers to assist them in continuing to grow and systematize their practices. Red Zone Marketing also consults with Broker Dealers and some of the largest mutual fund and annuity companies to plan for their advisor acquisition, retention and impactful messaging and strategy. Maribeth has written 4 books including, “85 Million Dollar Tips for Financial Advisors.” She is a national keynote speaker, has spoken at the Million Dollar Round Table and has created webinars, top advisor toolkits, and other products for MDRT and other industry organizations. Maribeth’s passion is to help financial advisors use their brilliance so they can serve more of their ideal clients.

Be sure to join us on December 8, 2009 for a special web class featuring Maribeth Kuzmeski. Find out more information and learn how to get Maribeth's new book "The Connectors" for free by going here: